HAND BOOK

FOR BBA STUDENTS

DEPARTMENT OF MANAGEMENT SCIENCES

NATIONAL UNIVERSITY OF MODERN LANGUAGES (NUML)
SECTOR H-9 ISLAMABAD

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 Vision
To establish as a world-class business school acclaiming distinction for research based,
innovative and dynamic entrepreneurial approach to knowledge based business education
leading to a better society underpinned by conscious sense of social responsibility.

Mission

To develop business leaders by providing conducive environment to our students and staff
to conduct teaching and research in effective and innovative ways to bring practical
solutions to the industrial challenges and opportunities faced by business organizations at
national, regional and global level.

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 Program Objectives
 Inculcating Critical Thinking and Decision Making.
 Nurturing the Organizational Management & entrepreneurial Competency.
 Building effective Communication and Leadership Skills.
 Inculcating Ethical Behavior and Social Responsibility.
 Exposure to Regional & Global Perspectives

Program Learning Outcomes

 Will be able to apply fundamental analytical and reflective thinking techniques to understand
industrial challenges and opportunities, comprehend varying options leading to effective decisions.

 demonstrate competency in the underlying concepts, theory and tools of Organizational management
& entrepreneurship taught in the undergraduate curriculum.

 display effective communication skills to achieve desired targets

 Articulate leadership skills by indulging into various activities.

 Identify, analyze and demonstrate on ground social responsibility areas involving different
stakeholders.

 Appreciate regional and global business related issues.

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 Alignment of program objective and outcomes with vision and
mission of the Department-(BBA-Program)
Vision Mission Program Objectives Program Learning Outcomes
To develop business  Inculcating Critical  Will be able to
To establish as leaders by providing Thinking and Decision apply fundamental analytical and
a world-class conducive Making. reflective thinking techniques to
business school environment to our understand industrial challenges and
acclaiming students and staff to  Nurturing the opportunities, comprehend varying
distinction for conduct teaching and Organizational options leading to effective decisions.
research based, research in effective Management &
innovative and and innovative ways entrepreneurial  Demonstrate competency in the
dynamic to bring practical Competency. underlying concepts, theory and
entrepreneurial solutions to the tools of Organizational
approach to industrial challenges
knowledge and opportunities
 Building effective management & entrepreneurship
Communication and taught in the undergraduate
based business faced by business curriculum.
Leadership Skills.
education organizations at
leading to a national, regional and
better society global level.  Inculcating Ethical  display effective communication
Behavior and Social skills to achieve desired targets
underpinned by
conscious sense Responsibility.  Articulate leadership skills by
of social indulging into various activities.
responsibility.
 Exposure to Regional &  Identify, analyze and demonstrate
Global Perspectives on ground social responsibility
areas involving different
stakeholders.

 Appreciate regional and global

business related issues.

Page 4 of 244
 Table of Contents
Vision.......................................................................................................................................................................2
Mission.................................................................................................................................................................... 2
Program Objectives...............................................................................................................................................3
Program Learning Outcomes................................................................................................................................3
Alignment of program objective and outcomes with vision and mission of the Department-(BBA-Program)4
HEC Minimum Criteria for BBA.........................................................................................................................3
LAYOUT FOR BBA (4-YEAR, 8-SEMESTER PROGRAMME).....................................................................4
SEMESTER-WISE BREAKUP............................................................................................................................5

Semester- I..............................................................................................................................................................6
Course Title: Business Mathematics.....................................................................................................................7
Course Title: Introduction to Information Technology......................................................................................9
Course Title: Introduction to Accounting..........................................................................................................11
Course Title: Freshmen English I.......................................................................................................................13
Course Title: Introduction to Business...............................................................................................................15

Semester - II..........................................................................................................................................................17
Course Title: Business Statistics-1......................................................................................................................18
Course Title: Financial Accounting.........................................................................Error! Bookmark not defined.
Course Title: Freshmen English II......................................................................................................................21
Course Title: Principles of Management............................................................................................................26
Course Title: Principles of Marketing..............................................................................................................190
Course Title: Personal Management & Grooming............................................................................................33

Semester – III.......................................................................................................................................................35
Course Title: Islamic Studies...............................................................................................................................38
Course Title: Pakistan Studies............................................................................................................................40
Course Title: Business Statistic-II.......................................................................................................................42
Course Title: Cost Accounting.................................................................................Error! Bookmark not defined.
Title: Introduction to Business Finance..................................................................Error! Bookmark not defined.
Course Title: Microeconomics............................................................................................................................49

Semester – IV........................................................................................................................................................52
Course Title: Business Communication and Professional Speech....................................................................53
Course Title: Business Ethics............................................................................................................................104
Course Title: Financial Management......................................................................Error! Bookmark not defined.
Course Title: Macroeconomics............................................................................................................................55
Course Title: Management Information System...............................................................................................57

Semester - V..........................................................................................................................................................64
Course Title: Business Research Methodology.......................................................Error! Bookmark not defined.
Course Title: Human Resource Management....................................................................................................59
Course Title: International Business.......................................................................Error! Bookmark not defined.
Course Title: International Relations & Current affairs.......................................Error! Bookmark not defined.
Course Title: Money & Banking.........................................................................................................................74

Semester – VI........................................................................................................................................................82
Course Title: Business Policy and Strategy.............................................................Error! Bookmark not defined.
Course Title: Business Law......................................................................................Error! Bookmark not defined.
Course Title: Pakistan Economy.........................................................................................................................83
Course Title: Introduction to Social Sciences....................................................................................................83
Course Title: Production and Operation Management..........................................Error! Bookmark not defined.
Course Title: Entrepreneurship...............................................................................Error! Bookmark not defined.
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Semester – VII......................................................................................................................................................98
Course Title: Strategic Marketing...........................................................................Error! Bookmark not defined.
Course Title: Consumer Behavior...........................................................................Error! Bookmark not defined.
Course Title: Chinese Language-I......................................................................................................................99

Semester – VIII...................................................................................................................................................109
Course Title: Organizational Behavior............................................................................................................110
Course Title: Business Psychology....................................................................................................................115
Course Title: Chinese-II....................................................................................................................................113

Specialization Courses (Finance)......................................................................................................................117

Course Title: Financial Reporting and Analysis..............................................................................................118
Course Title: Corporate Financial Analysis with Microsoft Excel........................Error! Bookmark not defined.
Course Title: Financial Risk Management.......................................................................................................127
Course Title: Investment & Portfolio Management...............................................Error! Bookmark not defined.

Specialization Courses (HR)..............................................................................................................................134

Course Title: Career Management and Planning...................................................Error! Bookmark not defined.
Course Title: Compensation Structure Development.............................................Error! Bookmark not defined.
Course Title: Job Analysis Performance Evaluation and appraisal...............................................................140
Course Title: Organizational Development......................................................................................................135
Course Title: Training and Development.........................................................................................................147
Course Title: Health and Safety Management........................................................Error! Bookmark not defined.
Course Title: Human Resource Information System (HRIS).........................................................................156
Course Title: Strategic Human Resource Management.........................................Error! Bookmark not defined.

Specialization Courses (MARKETING)...........................................................................................................170

Course Title: Advertising & Promotion..................................................................Error! Bookmark not defined.
Course Title: Brand Management...........................................................................Error! Bookmark not defined.
Course Title: New Product Development.........................................................................................................174
Course Title: Personal Selling...........................................................................................................................195
Course Title: Retail Marketing................................................................................Error! Bookmark not defined.

Specialization Courses (Supply Chain Management)......................................................................................198

Course Title: Inventory Management.....................................................................Error! Bookmark not defined.
Course Title: Logistics Management................................................................................................................206
Course Title: Introduction to Supply Chain Management.............................................................................208
Course Title: Procurement.......................................................................................Error! Bookmark not defined.

Specialization Courses (Entrepreneurship)......................................................................................................215

Course Title: Entrepreneurial Finance...........................................................................................................216
Course Title: Entrepreneurial Marketing......................................................................................................218
Course Title: Social Entrepreneurship............................................................................................................220
Research Report.................................................................................................................................................222
(BBA-FYP)..........................................................................................................................................................222

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 HEC Minimum Criteria for BBA
Twelve years of education is required for admission in BBA program.

Eligibility:
F.Sc / ICS / I.Com with 45% marks / A-Level with 50% marks and having studied any one of the subjects
viz: Statistics, Mathematics, Physics, Economics, Computer Science OR Commerce. All HEC’s
conditions apply.

Selection Criteria:

 Selection is based on marks obtained in entry test conducted by department.

 Cut-off marks for merit is to be determined by the University.
o Criteria.
i. Precious Academic Career 20%
ii. Test Weightage 75%
iii. Group Discussion/Interview 05%

Admission Procedure
i. Issuance of Admit Card.

Applicants obtain their Admit Cards by visiting the Admissions Office with a copy of the bank
Challan. Applicants residing outside Islamabad can get the Admit Card by from website around
the time of admission process.

ii. Aptitude Test

The Aptitude Test is conducted on specified date announced on NUML website. The Admit
Cards issued to the applicants indicate the test center, date, and reporting time. Please make
sure to read all instructions given on the back of the Admit Card carefully. The applicants
should bring their Admit Cards along with a photo ID to be able to appear for the Aptitude
Test.

iii. Interview

Interviews are conducted for evaluating the level of maturity, academic aptitude, motivation,
interpersonal skills and career focus of the applicants. Candidates who pass the Aptitude Test
qualify for interview. Interview detail displayed on websites. Selected candidates are to report
to the venue at the designated date and time for the said activity.

Candidates are required to bring the following documents in original on the day of Interview:

a. Matriculation / 'O' Levels certificate with transcript / marks sheet

b. Higher Secondary School Certificate(Part I) / 'A' Levels (First year) certificate with
transcript / marks sheet

iv. List of Successful Candidates

The names of candidates who qualify the admission requirements will be notified through a list
on our website (www.numl.edu.pk). These candidates will get their Fee Challan.

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 As a prerequisite for issue of Fee Challan successful candidates are required to deposit the
transcripts bearing proof of their having met the minimum academic eligibility requirements
for the respective programs.

LAYOUT FOR BBA (4-YEAR, 8-SEMESTER PROGRAMME)

Compulsory General
Requirement Requirement Discipline Specific Requirement
(CR) (GR) Foundation courses (Core)
12 Cr
25 Cr Hrs 25 Cr Hrs 27 Cr Hrs 33-45 Cr Hrs Hrs
1. Freshmen 1. International 1. Financial 1. Financial To be
English-I Relation and Accounting I Accounting II selected
Current Affairs from area
of
specializati
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 on
2. Freshmen 2. Principles of 2. Financial
English-II 2. Psychology Marketing Management  
3. Oral 3. Business 3. Marketing
Communication 3. Sociology Finance Management  
4. Business 4. Principles of 4. Production
Communication 4. Logic Mgt Operation Mgt  
5. Pakistan Studies 5. Business Ethics 5. IT in Business  
5. Management
6. Islamic 6. Pakistan Information
6. HRM
Studies/Ethics (for Economy System Elective
Non-Muslims) Courses  
7. Environmental 6. Entrepreneur-
7. Mathematics I Science 7. Business Law ship  
8. Business
Research 7. Consumer
8. Macro Economics 8. History Methods Behaviors  
9. Language: 8.
9. Micro
9. Statistics-I Arabic/ French/ Organizational
Economics
Chinese Behavior  
9. Money and
  10. Others   Banking  
10. Business
      Policy  
11. Intl. Business
      Managements  
12. Cost
      Accounting  
      13. Statistic-II  
14. Research
      Project  

SEMESTER-WISE BREAKUP

 S.No Semester 1 Category S.No  Semester 2 Category

1 Business Mathematics CR 1 Business Statistics I CORE
Introduction to Information
2 Technology CORE 2 Financial Accounting CORE
3 Introduction to Accounting CORE 3 Freshmen English II CR
4 Freshmen English I CR 4 Principles of Management CORE
5 Introduction to Business CORE 5 Principles of Marketing CORE
6 Personal Management & Grooming GR

 S.No  Semester 3 Category  S.No Semester 4 Category

1 Microeconomics CR 1 Business Ethics GR
2 Cost Accounting CORE 2 Management Information System (MIS) CORE
3 Islamic Studies CR 3 Financial Management CORE
Business Communication & Professional
4 Pakistan Studies CR 4 Speech CR
5 Business Statistics II CORE 5 Macroeconomics CR
6 Introduction to Finance GR      

 S.No  Semester 5 Category S.No  Semester 6 Category

1 Money & Banking CORE 1 Business Policy & Strategy CORE

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 2 Human Resource Management CORE 2 Business Law CORE
International Relation & Current
3 Affairs GR 3 Entrepreneurship GR
4 International Business CORE 4 Introduction to Social Sciences CORE
5 Business Research Methods CORE 5 Production Operations Management CORE
      6 Pakistani Economy GR

 S.No  Semester 7 Category  S.No Semester 8 Category

1 Strategic Marketing CORE 1 Organizational Behavior CORE
2 Foreign Language I (Chinese I) GR 2 Foreign Language II (Chinese II) GR
3 Consumer Behavior CORE 3 Business Psychology GR
4 Elective I SPCL 4 Elective III SPCL
5 Elective II SPCL 5 Elective IV SPCL

Semester- I

Course Code Courses Cr Hrs

BS - 111 Business Mathematics 3+0
CS - 111 Introduction to Information Technology 3+0
FIN - 112 Introduction to Accounting 3+0
HUM - 112 Freshmen English I 3+0
MGT - 111 Introduction to Business 3+0

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Course Title: Business Mathematics
Course Code: BS-111
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Basic arithmetic and algebra skills to Intermediate level.

COURSE DESCRIPTION/OBJECTIVES:
The course objectives are
 Understanding the mathematical functions, principles and techniques that are useful in business
management.
 Enhancement of students‟ competency in application of mathematical linear & quadratic
equations
In solving business management problems
 Understanding the concepts of matrices and its applications.
 Understanding the concepts of simple interest, compound interest, annuities, discounted cash
flows and its business applications
 Derivatives and its role in business and economic approach

INTENDED COURSE LEARNING OUTCOMES

Upon the successful completion of this course, you should be able to learn:
 Mathematical Function
 Building and solving linear and quadratic equations
 Types of functions
 Matrices and its applications
 simple interest, compound interest, annuities, discounted cash flows
 Determinants and its applications
 Derivatives & its business applications
PROVISION OF SOFT SKILL

The students will develop the skill to use applied mathematics to solve their business and financial
problems.
RECOMMENDED TEXT BOOK
Business Mathematics by Frank.S.Budnick 4th Edition
REFERENCE BOOKS
Business Mathematics by Gary Clendenen and Stanley A. Salman 13th edition
ASSESSMENT INSTRUMENT WITH WEIGHTS
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

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COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
No No
1. Basic algebraic manipulations. Addition, subtractions, multiplication and addition of
algebraic terms, polynomials
1. 2. Basic Concepts of Equation, Linear equations containing 1 or more independent
variables. Operation on Linear Equations. Numerical Problems and Business relating
applications. (Chapter 2)
3. Slopes and its interpretation, y-intercept and its interpretations. X-intercept and its
interpretation. Graphical presentation of linear equations.(Chapter 2)
2.
4. Slopes and its interpretation, y-intercept and its interpretations. X-intercept and its
interpretation. Graphical presentation of linear equations. (Chapter 2)
5. Formation of linear equations using point slope form, Slope-Intercept form and two points
form. Interpretation of slope, x-intercept and y-intercept. (Chapter 2)
3.
6. Formation of linear equations using point slope form, Slope-Intercept form and two points
form. Interpretation of slope, x-intercept and y-intercept. (Chapter 2)
7. Simultaneous equations & their applications in business & economics, equations with two
unknown and its methods, their solutions & applications. (Chapter 3)
4.
8. Simultaneous equations & their applications in business & economics, equations with
three unknown and its methods, their solutions & applications. (Chapter 3)
9. Simultaneous equations & their applications in business & economics, equations with
three unknown and its methods, their solutions & applications. (Chapter 3)
5.
10. Simultaneous equations & their applications in business & economics, equations with
three unknown and its methods, their solutions & applications. (Chapter 3)
11. Revenue, Cost, Profit & its applications in Business problems. (Chapter 5)
6.
12 Revenue, Cost, Profit & its applications in Business problems. (Chapter 5)
13. Introduction to Break-Even Analysis, Concept of Break Even analysis, Business related
Problems. (Chapter 5)
7.
14. Introduction to Break-Even Analysis, Concept of Break Even analysis, Business
related Problems. (Chapter 5)
MID TERM EXAMS
MID TERM BREAK
15. Interests. Simple interests & applications. Simple discounts. Compound interests &
applications. Compound discounts. (Chapter 8)
8.
16. Interests. Simple interests & applications. Simple discounts. Compound interests &
applications. Compound discounts. (Chapter 8)
17. Annuities and its future value. Calculation of interests annually, semiannually, quarterly
and monthly. (Chapter 8)
9. 18. Annuities and its present value. Calculation of interests annually, semiannually,
quarterly and monthly. (Chapter 8)
19. Discounted Cash inflows, Net Present values. (Chapter 8)
10.
20. Matrix algebra, Operations on matrices. Inverse of a (2×2) & (3×3) matrix. (Chapter 9)
21. Matrix algebra. Cramer’s Rule for (2×2) & (3×3) matrix. (Chapter 9)
11.
22. Derivatives & its basic rules. (Chapter 15)
23. Derivatives & its basic rules. (Chapter 15)
12. 24. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
25. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
13.
26. Applications of Maxima & Minima with graphical display in business problems.
(Chapter 16)
27. Applications of derivative to maximize or minimize the cost, average cost or profit
functions. (Chapter 17)
14.
28. Applications of derivative to maximize or minimize the cost, average cost or profit
functions. (Chapter 17)
END TERM EXAMS

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Page 9 of 244
Course Title: Introduction to Information Technology
Course Code: CS-111
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Computer Basics

COURSE DESCRIPTION/OBJECTIVES:

This course is designed to introduce the basic concepts and working of today’s Internet and its impact on
individuals, society and organizations. The topics covered in this course include wired and wireless networks,
software and hardware components, database fundamentals, desktop and web applications, human computer
interactions and some economic and legal issues related to modern age of computers.

INTENDED COURSE LEARNING OUTCOMES

After successful completion of this course, students will be able to

 Explain information technology and understand its role in the modern age society
 Identify the many uses for a computer
 Identify the communication networks
 Identify operating systems for workstations and servers
 Describe the purpose and functions of communication hardware
 Analyze information gathered online to solve a problem
 Understand the basic concepts of MS Office tools

RECOMMENDED TEXT BOOK

Using Information Technology 11th Edition by Brian K. Williams and Stacey Sawyer

REFERENCE MATERIAL
World Wide Web
“Computer Fundamentals” by P.K. Sinha
ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Class Participation 3
More than 90% Attendance 2
Presentations 5
Total 20 20
Grand Total 100

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COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introductions to Computer Basics and IT
1.
2. Information Technology Basics and Importance
3. Internet and the World Wide Web
2.
4. Physical Connections Wired Vs Wireless
5. Data Transmission Speeds and Satelite Wireless Communication
3.
6. TCP/IP Model and Internet Service Providers
7. Systems Softwares (Operating Systems)
4.
8. Services of an Operating System
9. Applications Softwares (Utility Programs)
5.
10. Various Ways to Obtain a Software
11. Hardware the CPU and Storage
6.
12 Hardware the Input and Output
13. Introduction to Microsoft Office Suite (Word, Excel, PowerPoint)
7.
14. MS Word Practical
MID TERM EXAMS
MID TERM BREAK
15. MS Excel Practical
8.
16. MS PowerPoint Practical
17. Analog Vs Digital Signals, Modems
9.
18. Network and its Types, Benefits of a Network
19. Network Structures and Components of a Network
10.
20. Network Linking Devices and Network Topologies
21. Introduction to Databases and its Storage Hierarchy
11.
22. Database Management Systems and its Benefits
23. Components of DBMS and Database Models
12.
24. Data Mining and Artificial Intelligence
25. Manipulating Digital Data (Audio, Video, Text, Graphics)
13.
26. Threats to Computers and Communication Systems
27. Safeguarding Computers and Communication Systems, Quality of life issues
14.
28. Systems Development (Six Phases of System Analysis and Design)
END TERM EXAMS

Page 11 of 244
Course Title: Introduction to Accounting
Course Code: FIN 112
Credit Hours: 3+0
Course Instructor:

Prerequisites: None

Course Description:

Fundamentals of Accounting is a course that covers the fundamentals of accounting with the newcomer in
mind. Accounting is more than just memorizing terms and procedures. This course assumes students have
no prior knowledge about accounting or finance, and delivers lessons and examples to build accounting
skills. Specifically, this class addresses accounting terminology, revenue, expenses, net income, the
accounting equation, debits, credits, and balancing the accounting formula, the accounting structure, the
accounting cycle, journals, ledgers, the trial balance and more. It also guides students to learn how to read
financial statements properly, and how to grab meaningful information from the balance sheet, income
statements and cash flow statements.
 
Course Objectives:
The objective of the course is to provide an introductory knowledge of accounting to first-Semester
students. While a general overview of accounting principles relating to the preparation of financial and
managerial reports will be presented, the primary focus is to illuminate how accounting information is
utilized by a variety of stakeholders in planning, controlling and investing decisions.
After completing this course, students will have a solid understanding of accounting in today's world.
They will understand how and why financial transactions are documented, they will know what cash flow
is and how to improve it, and they will know what profit is, how it's interpreted, and what influences its
growth

INTENDED COURSE LEARNING OUTCOMES

By successfully completing this course, students will be able to:

 Identify why accounting is a necessary skill.
 Summarize the history of accounting.
 Identify and describe assets, liabilities and owners' equity.
 Recognize and compare the major financial reports.
 Describe and create a company's Income Statement.
 Compare and contrast a company's revenue, expenses, income, and retained earnings.
 Solve worksheet problems involving income statements, revenue, expenses, and net income.
 Identify the key elements of a Balance Sheet.
 Balance the accounting equation and properly chart debits and credits.
 Describe the key elements of bookkeeping.
 Avoid the pitfalls of bad bookkeeping habits.
 Describe the accounting cycle.

Textbook:

“FINANCIAL & MANAGERIAL ACCOUNTING (The Basis for Business Decisions’ - 15 th edition
(Chapter 1_5)

Authors:
 Robert F. Meigs
 Walter B Meigs
 Jan R. Williams
 Susan F. Haka
 Mark S. Bettner
 Joseph V. Carcello

Page 12 of 244
ASSESSMENT INSTRUMENT WITH WEIGHTS
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 7
Class Participation
More than 90% Attendance
Viva 8
Total 20 20
Grand Total 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1. Introduction to Accounting.

1. 2. Accounting Information. Types of Accounting Information. Role of Accounting

Information in making decisions. Importance of Accounting Information for internal
and External users. Accounting Systems.
3. Basic Terms. Business and its types. Types of Accounts (Assets, Liabilities, Capital,
2. Expense and Revenue.
4. Types of Accounts. Accounting Cycle. Accounting Period,Credit,Debit,Fiscal Year,
5. How to balance the fundamental accounting equation; Debits and Credits; "T"
Accounting; Double Entry Accounting; Diagrams and Charts; Real World Example;
3. 6. Transactions. Cash and credit transaction. Effect of Transactions on Accounting
Equation. Source Documents; General Journal. Journalizing the events of increase in
capital, increase and decrease in Assets and Liabilities.
7. General Journal. Accrual Basis Accounting Applying Matching Principle and
Realization Principle in recording expenses and Revenue.
4. 8. General Journal and its relationship to ledger. Posting (Process of transferring
information from the journal to the individual accounts in the Ledger. Types of
Ledgers.
9. Trial Balance, Its Uses and Limitations.
5.
10. The Accounting Cycle. Journal, Ledgers and Trial balance.
11. Financial Statements. Nature and general purpose of Financial Statements. Relevant
Accounting Principles
6.
12 Purpose of the Income Statement; Multi-Step Income Statement; What are
Retained Earnings, Revenue, Expenses, Net Income, Income Tax,
13. Statement of Retained Earnings and Classified Balance Sheet. Relation of Income
7. statement, Statement of Owners Equity and Balance Sheet.
14. Practice from journal to Balance Sheet. Accounting Cycle.
MID TERM EXAMS
MID TERM BREAK
15. Need for adjusting entries, Types of Adjusting Entries. The concept of Depreciation.
Accumulated Depreciation. Book Value. Contra Asset Account. Depreciate able
8.
Assets. Useful Life.
16. Converting Assets to Expenses; Prepaid Expenses, Accrued Expenses
17. Converting liabilities to Revenue. Accruing uncollected revenue.
9. 18. Adjusted trial balance. Purpose of Adjusted Trial Balance. Effects of Adjusting
Entries on Financial Statements
19. Preparing a Work Sheet and its uses.
10.
20. Closing The Temporary Accounts. Preparation of After closing Trial Balance.
21. GAAP(Generally Accepted Accounting principles)
11. 22. Introduction to Merchandising Concerns. Operating cycle of Merchandising
Companies
23. Journal Entries in Periodic & Perpetual Systems
12.
24. Accounting for Merchandising Concerns
25. Special cases in Merchandising Companies Net method.
13.
26. Special cases in Merchandising Companies Gross method.
27. Credit terms, Cash discounts, Returns of Unsatisfactory ,Merchandising Exercise
14.
28. Revision/Viva
END TERM EXAMS
Page 13 of 244
Course Title: Freshmen English I
Course Code: HUM-112
Credit Hours: 3+0
Course Instructor:

Prerequisites: None

COURSE DESCRIPTION/OBJECTIVES:
 To provide students coming from diverse backgrounds of commerce, science and humanities
language skills for effective oral and written communication.
 To produce coherent and appropriate oral and written sentences.

INTENDED COURSE LEARNING OUTCOMES:

After completing this course the students will be able to:
 To write coherently and cohesively.
 To tell and write stories.
 To write and reply letters.
 To write different types of essays.
 To read and interpret text written in English language.
 To listen and decipher spoken forms of English language.
 To pronounce words in English language correctly.
 To construct grammatically correct oral and written sentences.
RECOMMENDED TEXT BOOK:
1. English for Undergraduates by D. H. Howe
2. Oxford Practice Grammar by John Eastwood
REFERENCE BOOKS:
Available Books
ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 14 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Unit One of English for Under Graduates by D. H. Howe
1. 2. Word classes, phrases, clauses
3. Unit Two of English for Under Graduates by D. H. Howe
2. 4. Structures of English sentences. Individual students introduce themselves before the
class.
5. Unit Three of English for Under Graduates by D. H. Howe
3.
6. Definite and indefinite articles. Public speaking: My first day in NUML.
7. Extended Reading of English for Under Graduates by D. H. Howe
a. Early autumn
4.
b. Plan of Attack
8. Simple present tense
9. Unit Four of English for Under Graduates by D. H. Howe
5.
10. Loud reading of extracts from English newspapers.
11. Unit Five of English for Under Graduates by D. H. Howe
6.
12 Story telling in groups. Present continuous tense
13. Unit Six of English for Under Graduates by D. H. Howe
7.
14. Present perfect tense and present perfect continuous tense
MID TERM EXAMS
MID TERM BREAK
15. Unit Seven of English for Under Graduates by D. H. Howe
8.
16. Public speaking: My plans for future
17. Unit Eight of English for Under Graduates by D. H. Howe
9.
18. Simple past tense. Simple past or present perfect tense?
19. Extended Reading of English for Under Graduates by D. H. Howe
a. Presents from my aunt in Pakistan
10. b. Wedding in the Flood
20. Past continuous tense. Past simple or continuous?
21. Unit Nine of English for Under Graduates by D. H. Howe
11.
22. Past perfect. Past simple or past perfect?
23. Unit Ten of English for Under Graduates by D. H. Howe
12.
24. Reading of extracts from English newspapers.
25. Unit Eleven of English for Under Graduates by D. H. Howe
13.
26. Future tenses
27. Appendices I and 2 of English for Under Graduates
14.
28. Public speaking: The role of social media in our lives
END TERM EXAMS

Page 15 of 244
Course Title: Introduction to Business
Course Code: MGT-111
Credit Hours: 03
Course Instructor:

Prerequisites:
Proficiency in English language

COURSE DESCRIPTION/OBJECTIVES:

To acquaints the students with the business terminologies in the status of self-employment, employee or
employer. The course shall contribute in the professional and technical knowledge of students in the
academia and the business world.

INTENDED COURSE LEARNING OUTCOMES:

Upon successful completion of this course, students will be able to:

 Demonstrate an understanding of business concepts as a foundation for studying other

business subjects.
 Demonstrate an understanding of the forces that shape the business.
 Demonstrate an understanding of the major functions of business including
Management/Marketing.
 Describe the current business issues.
 Foster critical and analytical thinking.

RECOMMENDED TEXT BOOK:

Business, 10th Edition, Ricky W. Griffin and Ronald J. Ebert.

REFERENCE BOOKS:
 Global Business Today, 8th Edition, Charles W. L. Hill
 Case Studies of National and International Exposure.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation. 3
Présentations 3
Case Discussion 3
Practical Project 5
Total 20
Grand Total 100

Page 16 of 244
COURSE CONTENT

Week #Lecture # TOPICS TO BE COVERED

1. Concept of Business and the Concept of Profit, Factors of Production
1.
2. Types of Business Organizations; Entrepreneurship; advantages and disadvantages
3. Partnership; advantages and disadvantages
2.
4. Corporation; advantages and disadvantages
5. Globalization; Levels of involvement; International Organizational Structures
3.
6. (Contd) International Organizational Structures
7. Barriers to International Trade.
4.
8. (Contd) Barriers to International Trade
9. Setting Goals and Formulating Strategy
5.
10. Management Process
11. Levels of Management, Areas of Management, Basic Management Skills
6.
12 Organizing the Business Enterprise; Organizational Building Blocks
13. Three forms of Authority, Basic forms of organizational structure.
7.
14. Review of contents covered for mid-term
MID TERM EXAMS

MID TERM BREAK

15. Foundations of Human Resource Management
8.
16. Developing the Workforce; Staffing the Organization
17. Training and Development , Compensation and Benefits
9.
18. New Challenges in Changing Workplace
19. Importance of Satisfaction and Morale, Concept of Motivation
10.
20. Classical Theory and Scientific Management, Human Resource Model
21. Two Factor Theory, Hierarchy of Needs Model
11.
22. Expectancy Theory, Equity Theory, Leadership Styles
23 Leadership Styles.
12. 24 Tools of Total Quality Management.

25 Marketing Environment.
13.
26 Marketing Mix.
27 The Product Life Cycle and BCG Matrix.
14
28 Review of contents covered in the session.
15 &16 END TERM EXAMS

Page 17 of 244
 Semester - II
CODE COURSE CREDITS
FIN-121 Financial Accounting 3
BS-122 Business Statistics-I 3
HUM-113 Freshman English II 3
MGT-121 Principles of Management 3
MKT-211 Principles of Marketing 3
Personal Management & Grooming 3

Page 18 of 244
Course Title: Business Statistics-1
Course Code: BS-122
Credit Hours: 3+0
Course Instructor:
Prerequisites:
Basic arithmetic and algebra skills to Intermediate level

COURSE DESCRIPTION/OBJECTIVES:
 This course provides an introduction to Probability and Descriptive statistics with applications.
Understand the Measures of Central Tendencies and Measures of Dispersion and discuss some of
the issues and problems associated with collecting and interpreting the concerned data, and basic
statistical studies.
 A deep understanding of formulas of Probability and the area where it is needed.
 Understand the concepts of Probability, Random variables and their Distributions, Discrete and
Continuous probability distributions, in particular the Binomial distribution and Normal
distribution.
 Understand the concepts of Estimation (Confidence Intervals) and Hypothesis testing for population
Averages and percentages. An introduction to linear regression is also the demand of the course.
 The main objective is to provide students with the foundations to introduction to statistical
inference mostly used in business and economics.

INTENDED COURSE LEARNING OUTCOMES:

On completion of this course, students will be able to:
 Use and apply knowledge learn in sampling, data description and data presentation in a business
environment;
 Apply basic probability concepts and probability distributions as an aid to business decision
making.
 Demonstrate an understanding from the knowledge learn and apply some fundamental statistical
methodology to solve problems.

PROVISION OF SOFT SKILL:

The students will develop the skill to conduct case study project, apply statistical methods to gather
data and reach research based solutions.
RECOMMENDED TEXT BOOK:
1) Elementary Statistics: A step by step Approach by: Allan G. Bluman 5TH Edition
2) Statistics for Business and Economics by Paul Newbold, 6th edition
3) Walpole R. E. “Introduction to Statistics” 3rdedt ; Macmillan Publishing Co.NY 1982.
REFERENCE BOOKS:
1) Kenkel J. L. “Introductory Statistics for Management and Economics” 3 rdedt. PWS-KENT
Publishing Company, Boston, 1989.
2) Freund J. E. “Elementary Business Statistics, the Modern Approach”, 6thedt. Prenti Hall, (1990).

Page 19 of 244
 ASSESSMENT INSTRUMENT WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
1. Meaning of Statistics , Data and data gathering techniques, Variables and Constant,
Population , Sample, Parameter and Statistics
1.
2. Discrete and Continuous variable, Quantitative and Qualitative data
Primary and Secondary data ,Methods for the collection of Primary and Secondary data
3. Presentation of data , Frequency Distribution (class interval , class limits,
2. Class Boundaries, Class Marks, Numerical related with these concepts
4. Cumulative frequency, Relative frequency, Percentage frequency with numerical
5. Graphical representation. Bar diagram, Histogram, Frequency polygon with
Numerical
3.
6. Measure of Central Location ,Arithmetic Mean, Median, Mode(for Ungrouped and
Grouped data) with related Numerical
7. Measure of Central Location ,Arithmetic Mean, Median, Mode(for Ungrouped and
Grouped data) with related Numerical
4.
8. Percentiles, Deciles and Quartiles, Relationship b/w mean, median, mode.
Shapes of Frequency distribution(concept of Symmetry and Skewness
9. Percentiles, Deciles and Quartiles, Relationship b/w mean, median, mode.
Shapes of Frequency distribution(concept of Symmetry and Skewness
5. 10. Measures of Dispersions , Significance of Measuring Variation ,
Absolute and Relative Variation, Standard Deviation, Variance, Coefficient of
Variation.
11. Measures of Dispersions , Significance of Measuring Variation ,
Absolute and Relative Variation, Standard Deviation, Variance, Coefficient of Variation.
6.
12 Correlation analysis, concept, Pearson product-moment Correlation coefficient,
Positive ,negative and Zero correlation with Interpretation , Related Numerical
13. Regression analysis(Concept) regression equation of X on Y & Y on X. regression
Coefficients, Least square method, coefficient of determination & its interpretation
7.
14. Regression analysis(Concept) regression equation of X on Y & Y on X. regression
Coefficients, Least square method, coefficient of determination & its interpretation
MID TERM EXAMS
MID TERM BREAK
15. Basic Concept of Probability, Sample Space, Concept of mutually and non-mutually
exclusive events, Probability of an Event, Laws of Addition
8.
16. Basic Concept of Probability, Sample Space, Concept of mutually and non-mutually
exclusive events, Probability of an Event, Laws of Addition
17. Addition Law for Mutually and non-mutually exclusive events with numerical
Multiplication law for Independent and Dependent events with numerical.
9.
18. Addition Law for Mutually and non-mutually exclusive events with numerical
Multiplication law for Independent and Dependent events with numerical.
19. Concept of a Discrete Random Variables, Properties of discrete probability density
Function, Discrete Probability Distribution(Binomial, Poisson distribution)
10.
20. Concept of Mathematical Expectations (discrete case), Properties of Expectations
with numerical.
11. 21. Concept of Mathematical Expectations (discrete case), Properties of Expectations
with numerical.
Page 20 of 244
 22. Discrete distribution( Binomial distribution-concept, Properties of binomial distribution,
Mean and variance of binomial distribution, Related Numerical
23. Discrete distribution( Binomial distribution-concept, Properties of binomial distribution,
Mean and variance of binomial distribution, Related Numerical
12.
24. Discrete distribution( Poisson distribution) concept, Pdf of Poisson distribution,
Mean and variance of Poisson distribution, Related Numerical
25. Discrete distribution( Poisson distribution) concept, Pdf of Poisson distribution,
Mean and variance of Poisson distribution, Related Numerical
13. 26. Concept of a Continuous Random Variable, Continuous Probability
Distributions, Properties of continuous probability density Function, Continuous
distribution(Normal distribution-concept)
27. Concept of Normal distribution , Pdf of Normal distribution , Properties of Normal
distribution, Normal and Standard normal distribution , Related numerical of
14. Normal distribution
28. Concept of Normal distribution , Pdf of Normal distribution , Properties of Normal
distribution, Normal and Standard normal distribution , Related numerical of Normal
distribution
END TERM EXAMS

Page 21 of 244
Course Title: Financial Accounting
Course Code:
Credit Hours: 3 + 0
Course Instructor:

Prerequisites:
This is the first course of Accounting for MCom and BBA (2yrs) program so no prerequisites are required
for this course. Only the basic knowledge of mathematics is enough for this course to start with.

COURSE DESCRIPTIONS/OBJECTIVES:
1
This course is designed to introduce students to fundamental accounting concepts, conventions, principles,
and procedures to develop skills in double entry accounting procedures in relation to companies. Further
to develop an understanding of issues in accounting theory, accounting rules, regulation including GAAP,
IAS and IFRS introduction and adoptability. The course main contents include introduction to basic
accounting terminologies, preparation of financial statements, accounting treatments and valuation of
Assets, Liabilities, Expenses, revenue and owners’ equity and the knowledge of computer based
accounting including accounting software packages. The main aim is to develop in depth knowledge and
understanding of accounting principles, concepts and their practical applicability in real world scenario,
their implementation of various accounting system in corporation and preparation of various types of
financial statements. The ultimate target is to make student prepare and ready to analyze the problem,
situation and apply their requisite accounting knowledge to tackle the problem and devise good solution.

2
KEY LEARNING OUTCOMES:

After completing this course students will be able to:

 Develop the understanding the fundamental accounting principles and concepts with their
applicability
 Transactions recording in general journal, prepare ledger accounts, trial balance
 Make year-end adjustments, prepare adjusted trial balance
 Prepare financial statements
 Prepare worksheet
 Prepare bank conciliation statement
 Compute inventory by using different valuation methods
 Apply perpetual and periodic system for merchandising firms
 Understand and apply various depreciation methods
.
RECOMMENDED TEXTBOOK:
Text Book:
 Financial & Managerial Accounting (Meigs & Meigs) (17th Edition) by Jan R Williams,
Susan F Haka. Mc-Graw Hill Companies Incorporation (Publisher)
Reference books:
 Fundamentals of Accounting by Libby & Libby (8th Edition)
 Intermediate Accounting by Donald Kieso. John Wiley & Sons Inc.
ASSESSMENT CRITERIA WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 7
Assignements(s) 7
Class Participation 6
/presentation/ lab
Total 20
Page 22 of 244
 Grand Total 100

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to course, teaching methodology, requisite skills required,
learning material and relevant text, Introduction of subject, different types of
accounting
Brief discussion on Information for decision Making, Users of Accounting
Basic terms, Assets, Liabilities, Owners' Equity, Accounting Equation,
1.
Business Types, Bookkeeping, Auditing,
2. Accounting information for Decision making
Generally Accepted Accounting Principles (GAAP), going concern
assumption, business entity concept, accrual concept, matching vs realization
principle, cash basis concept. Limited liability concept.
3. Accounting information for Decision making
Accounting Cycle, Concept of Flow of information in an accounting system,
General Journal, General Ledgers, Trial Balance, Adjusted Trial Balance,
Statement of changes in Financial Position, Statement of Comprehensive
Income.
2.
4. Basic Financial Statements
Basic Financial Statements, purpose, Accounting Equation, Importance of
Financial Statements to company and other users. Statement of changes in
financial position, effect of business transaction on balance sheet. Practice
questions and numerical.
5. Basic Financial Statements
Effect of business transactions on Accounting Equation. Preparing the
balance sheet; and discussion of Accounting principles,
3. 6. Effects of a change in a transaction and its impact on accounting equation,
practical application of accounting assumptions and principles and their
impact in Balance sheet, Numerical Questions and practice Questions,
(LAB -EXCEL PRACTICE)
7. The Accounting Cycle: Capturing Economic Events
Accounting cycle, sequence of accounting cycle, preparation of a General
Journal, debit and credit rules for Assets, Liabilities and Owner’s Equity,
4. debit and credit rules for Revenue & Expense, recording Transactions
8. Prepare a trial balance and explain its uses and limitations, Purpose of the
Income Statement, How to read the Income Statement; What are Retained
Earnings, Revenue, Expenses, Net Income, and Income Tax.
9. The Accounting Cycle: Accounting for Accruals and Deferrals
Accrual & Deferrals, purpose, adjusting entries, purpose of these entries, type
of adjusting entries, prepaid and unearned entries, examples of prepaid
entries, depreciation , calculation and adjusting entry for depreciation, its
5.
relationship with income statement and trial balance.
The concept of accrued entries, accrued expenses and revenue, difference
10. between prepaid and accrued, effect of adjusting entries on income statement
and trial balance.
11. The Accounting Cycle: Accounting for Accruals and Deferrals
Prepare the adjusted trial balance, difference between trial balance and an
adjusted trial balance, presentation of trial balance, Questions and numerical.
6.
Preparing adjusted trial balance and financial statements from the adjusted
12 trial balance, prepare an income statement, statement of changes in financial
position, and balance sheet, comparison of financial statements,
13. The Accounting Cycle: Reporting Financial Results
Adequate disclosures, purpose of closing entries, Closing entries, after
closing trial balance, evaluating profitability and liquidity,
7.
Interim Financial Statements, accounting worksheet, its preparation, usage
14. and benefits, importance of work sheet, difference between worksheet and
financial statements. (LAB- EXCEL PRACTICE)
. MID TERM EXAMS
MID TERM BREAK
8 15 Financial Assets: Bank Reconciliation Statement
What is cash book and bank statement, reasons for the difference between
Page 23 of 244
 both the books, why to reconcile both books, purpose for making bank
reconciliation statement.
16 Steps for making the bank reconciliation statement, difference between un
presented checks and un credited checks, errors in posting any entry and how
to reconcile both the accounts. Questions and Numerical
17 Plant Assets and Depreciation:
Acquisition of assets, how to determine the cost of Assets, difference
between Revenue and Capital Expenditure, what is depreciation, different
9 methods for calculating depreciation, Straight line balance method.
18 Accounting for fractional periods, approximation method vs half year
convention method. Declining Balance method, difference between double
declining balance method and 150% declining balance method.
19 Plant Assets and Depreciation:
Units of output method, MACRS method of calculating depreciation. Sum of
years digit method, Revision of depreciation method from one method to
10 another during its useful life. Questions & Numerical, (LAB-EXCEL
SHEET)
20 Disposal of Plant Assets, disposal for cash or trade in, gain/loss arising while
disposing any asset, journal entry to record the sale of asset.
21 Inventories and the Cost of Goods Sold
Flow of Inventory, Inventory subsidiary ledger, Inventory valuation method,
Average Method, LIFO Method, FIFO Method, Specific Identification
Method, advantages and disadvantages of all the above methods.
11
Questions and numerical.
22 Inventory Valuation Method, Yearend Cutoff date of transactions, Effects of
Inventory Errors, Inventory turnover rates, LIFO reserves, which inventory
valuation method to use if there is inflation/deflation in the economy.
23 Introduction to merchandizing concerns:
Perpetual Inventory System, Periodic Inventory System. Difference between
both methods. Presentation of both methods. Operating cycle of
12 Merchandising Companies
24 Journal Entries in Periodic & Perpetual Systems, Special cases in
Merchandising Companies Net method. Special cases in Merchandising
Companies Gross method
25 Closing Process in a periodic inventory system, Cost of Goods Sold
statement for Merchandising company& Manufacturing Company, Problems
and Exercises, Transactions related to Sales, Transactions related to
Purchases, Gross Profit Margins, Net Profit Margins
13
26 Accounts receivables:
Accounts receivable & allowance for doubtful accounts, writing off an
uncollectible A/R by Aging method, writing off an uncollectible A/R by
Direct method.
27 Liabilities & Stockholders’ Equity: Paid in Capital
Nature of Liabilities, Current Liabilities and its kinds, Long Term Liabilities
and its kinds, Bonds Payable,
14 Stock Holders Equity, Market value of stock, Book value of stock, Treasury
Stock, Stock buyback plans, stock split, Market Capitalization, EPS, M/B
Ratio.
28 Revision of Course
END TERM EXAMS

Page 24 of 244
Course Title: Freshmen English II
Course Code: HUM-113
Credit Hours: 3+0
Course Instructor:

Prerequisites: Freshman English I

COURSE DESCRIPTION/OBJECTIVES:
 To understand the process of communication and its importance in professional and
administrative work.
 To communicate effectively both verbally and non-verbally in professional situations.
 To differentiate between communication inside and outside the organization.
 To prepare effective written and e mail messages.
 To execute the importance of interpersonal communication in meetings and working in groups
keeping in view the importance of self-disclosure and feedback.

INTENDED COURSE LEARNING OUTCOMES:

After the completion of this course the students will be able to:
 Understand the importance of communication in life and particularly professional situations.
 Identify various components and settings of communication.
 Execute principles of effective verbal and non-verbal communication.
 Identify various tools of communication inside and outside an organization.
 Plan and prepare effective messages.
 Write effective emails.
 Understand and implement the principles of interpersonal communication in business meetings.
 Follow guidelines for self-disclosure.
RECOMMENDED TEXT BOOK:
1. Business English and Communication (8th edition) by Lyn R. Clarke
2. Business Communication: Strategy and Skill by Mary Munter
3. Effective Business Communication (International 7th edition) by Herta A. Murphy
4. Business and Administrative Communication (5th edition) by Kitty O. Locker
5. Oxford Practice Grammar by John Eastwood
REFERENCE BOOKS
1. Business Communication (3rd edition) by Kitty O. Locker
2. Business Communication Today (7th edition) by Courtland L. Bovee
3. Communicate! (10th edition) by Rudolph F. Verderber

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 25 of 244
COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
No No
1. Communication in our lives. Need for communication.
1. 2. Components and settings of communication. Loud reading of extracts of news on
business and economy from English newspapers.
3. Theories of communication. Active and passive sentences
2.
4. Why study business communication.
5. Verbal communication. Importance of language.
3.
6. How to speak clearly? Reading comprehension exercises from newspapers.
7. Nonverbal communication or NVC. Use of body motions in NVC. Conditional
4. sentences of type zero and one.
8. Use of self-presentation and environment in NVC.
9. Communication inside an organization. Written and oral forms.
5.
10. Vertical (downward and upward) and horizontal communication. Conditional
sentences of type two.
11. Communication outside an organization. Written and oral forms.
6.
12 Tools for communication outside an organization. Conditional sentences of type
three.
13. Effect of technology on business communication.
7.
14. E mail and e mail writing. All types of conditional sentences.
MID TERM EXAMS
MID TERM BREAK
15. Seven Cs of communication. Planning and preparing effective business messages.
8. 16. Layout and design of business letters. Use of must, need to, have to etc.
Public speaking: Poverty-causes and effects.
17. Organizational plan of positive or good news or neutral messages.
9. Practice of writing positive messages.
18. Prepositions. Public speaking: Pollution-causes and effects.
19. Organizational plan of bad news messages. Practice of writing bad news messages.
10.
20. Public speaking: Latest business trends
21. Organizational plan of persuasive messages. Practice of writing persuasive messages.
11.
22. Direct and indirect messages.
23. Interpersonal communication
12.
24. Listening, working in groups and meetings. Linking words
25. Conducting business meetings. Preparing agenda and writing minutes of the meeting.
13.
26. Roles of chairperson and participant in a business meeting
27. Guidelines for self-disclosure. Giving personal feedback.
14. 28. Styles of conflict management. Using communication skills in resolving conflict by
collaboration.
END TERM EXAMS

Page 26 of 244
Course Title: Principles of Management
Course Code: MGT-121
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Language proficiency

COURSE DESCRIPTION/OBJECTIVES:

 Principles of management is a fundamental course of basic understanding in business studies focusing

on definitions, differentiation and implication of learning concepts.
 To introduce and relate the basic managerial functions of management: Planning. Organizing, leading
and controlling; Corporate social responsibility and ethics.
 To address the most pertinent issues of environment, culture and globalization likely to be encountered
in Organizational life and future by professionals especially in Pakistan.

INTENDED COURSE LEARNING OUTCOMES:

Through knowledge and understanding, students will be able to:

 Recognize the theory of management and manager's role in organization
 List managerial roles and managerial functions
Through intellectual skills, students will be able to:
 Explain and compare the various functions of management in organizational environment and global
context
 Facilitate to practically view managerial and organizational problems and issues
 Apply managerial roles and managerial skills
Through general and transferable skills, students will be able to:
 Demonstrate the ability to work effectively as part of a group, communication skills, and presentation
skills.
RECOMMENDED TEXT BOOK:

Stephen P. Robbins, Mary Coulter, Management. 11th edition.

REFERENCE BOOKS:

 Jones, G. R., George, J. M., & Hill, C. W. (2000). Contemporary management. 10th Edition.
 Courtland L. Bovee, John V Thill. Marian Burk Wood, George P. Thill, Management, international
Edition.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

Sr. # Items Marks
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
 
Présentations 5
Class participation 5
Total 20
Grand Total 100

Page 27 of 244
COURSE CONTENT

Week Lecture
TOPIC TO BE COVERED
# #
1 Foundation of management. Definition Scope and Function of Management.
1
2 Different levels, Roles and Skills of Management, Management & Organization.
3 Current trends & Issues of Management; workforce diversity, globalization.
2
4 IT development, Knowledge Management, Innovation and Creativity etc.
5 Management theories and perspectives. Evolution of Management Theories.
3
6 Scientific Management, Administrative Management, Bureaucratic Management.
7 Behavioral theories, Hawthorne Studies, System Approach, Contingency Approach.
4
8 Organizational culture & environment: Different Views and Sources of Culture.
9 External & Internal Environmental Factors, Task & Mega Environment.
5
10 Corporate social responsibility, Views on CSR, value based management
11 Ethics in management, factors affecting ethics and improving ethical behaviors.
6
12 Decision making: Decision making process of eight steps and its Conditions.
13 Decision Making Errors and Biases, Types of Problems and Respective Decisions.
7 Foundation of planning: Conceptual View of Planning and its Purpose and
14
importance.
MID TERM EXAMS
MID TERM BREAK
15 Challenges and Types of Planning, Types and characteristics of Goals and Plans.
8
16 Developing Organizational Goals. Traditional Approach and MBO
Organizing; Foundation of Organizational Structure and design, Contingency
17
9 Factors.
18 Types of Organizational Structure, Departmentalization & Chain of Command.
Span of Control & Formalization, Centralization and Decentralization, Work
19
10 division
20 Mechanistic & Organic Organizations, Traditional & Contemporary Designs.
Environmental Uncertainty, Scanning and dynamism effects on Organizational
21
Design.
11
Leadership and management: Differences and Similarities, Who are Leaders? What
22
is Leadership?
23 Early Leadership Theories: Trait & behavioral theories, Different Leadership Styles.
12 Models of Leadership: Fielders Model, Path Goal Theory, Blanchard Situational
24
Theory.
Contemporary Theories of Leadership: Transactional, Transformational and LMX
25
13 Theory
26 Foundation of Control: Importance of Control, Control Process of different steps.
27 Elements, Approaches and Types of Controlling, Organizational Performance
14
28 Measures to Control Organizational Performance. Control Strategies for deviations.
END TERM EXAMS

Page 28 of 244
Course Title: Principles of Marketing
Course Code:
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:
As a marketing course, you must have an understanding of Introduction to Business
Course Description:
This course is designed to serve as an introduction to the basic principles of marketing, practices, and the
application of these practices.  This course examines our present-day marketing system from a managerial
point of view and has a current events component to help emphasize the marketing principles in today’s
business world.  Subjects covered include consumers, market research and target markets, feasibility
analysis, products, promotion, channels of distribution, pricing, international marketing and use of
technology in marketing.  The majority of class time will be spent in lecture discussing the various
solutions to marketing cases by the application of marketing principles.
Textbook:
Principles of Marketing, by Philip Kotler, 17th Edition.
Reference Material:

 Philip Kotler, Gary Armstrong, Ehsan Ul Haq Principles of Marketing,A South Asian Perspective
13th edition, PEARSON.
 Marketing by Michael J . Etzel , Bruce J. Walker and William Stanton , International Edition

Course Objectives:
The course objectives are

 To understand how organizations identify customers and their wants/needs.

 To comprehend marketing decisions, based upon the combination of product, price, promotion,
and distribution elements.
 To understand marketing is carried out by an organization to meet the requirements of domestic
and international buyers, both households and businesses, within the bounds of ethics and the legal
environment.
 To apply key frameworks and methods, and develop analytical skills to solve marketing problems.
 To provide you with a firm foundation in marketing theory and marketing practices.
 To relate the impact of marketing and its integration with your own major or field of interest.

Course Learning Outcomes: Upon completion of this course, students will be able to:

 Use a vocabulary of marketing terms correctly.

 A comprehensive understanding of the basic principles and tools of marketing.
 Marketing themselves more effectively in their professional and personal lives.
 Demonstrate the ability to critically evaluate a marketing program from consumer and marketing
practitioner viewpoints, including consideration of ethical implications.
 Communicate clearly, in an organized fashion, the concepts of marketing
 Demonstrate an understanding of how marketing fits with the other business disciplines within an
organization.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other Page 29 of 244
Total 20 20
GRAND TOTAL 100
COURSE CONTENTS:
Week # Lecture # TOPICS TO BE COVERED
1. Marketing: Creating and Capturing Customer Value
What Is Marketing?
Marketing Defined
The Marketing Process
Understanding the Marketplace and Customer Needs
Customer Needs, Wants, and Demands
Market Offerings— Products, Services, and Experiences
2. Customer Value and Satisfaction
1.
Exchanges and Relationships
Markets
Designing a Customer-Driven Marketing Strategy
Selecting Customers to Serve
Choosing a Value Proposition
Marketing Management Orientations
Preparing an Integrated Marketing Plan and Program
Building Customer Relationships
3. Capturing Value from Customers
Creating Customer Loyalty and Retention
Growing Share of Customer
Building Customer Equity
The Changing Marketing Landscape
The Uncertain Economic Environment
The Digital Age
Rapid Globalization
Sustainable Marketing—The Call for More Social Responsibility
2.
The Growth of Not-for-Profit Marketing
4. Company and Marketing Strategy: Partnering to Build Customer
Relationships Company-Wide Strategic Planning: Defining Marketing’s Role
Defining a Market-Oriented Mission
Setting Company Objectives and Goals
Designing the Business Portfolio
Planning Marketing: Partnering to Build Customer Relationships
Partnering with Other Company Departments
Partnering with Others in the Marketing System
5. Marketing Strategy and the Marketing Mix
Customer-Driven Marketing Strategy
Developing an Integrated Marketing Mix
Managing the Marketing Effort
Marketing Analysis
3. Marketing Planning
Marketing Implementation
Marketing Department Organization
Marketing Control
Measuring and Managing Return on Marketing Investment
6. Case Study Discussions
4. 7. Analyzing the Marketing Environment
The Microenvironment
The Company
Suppliers
Marketing Intermediaries
Competitors
Publics
Customers

8. The Macroenvironment
The Demographic Environment
The Economic Environment

Page 30 of 244
 The Natural Environment
The Technological Environment
The Political and Social Environment
The Cultural Environment
Responding to the Marketing Environment
9. Managing Marketing Information to Gain Customer Insights
Marketing Information and Customer Insights
Assessing Marketing Information Needs
Developing Marketing Information
Internal Data
Competitive Marketing Intelligence
Marketing Research
Defining the Problem and Research Objectives
Developing the Research Plan
5.
Gathering Secondary Data
Primary Data Collection

10. Implementing the Research Plan

Interpreting and Reporting the Finding
Analyzing and Using Marketing Information
Customer Relationship Management
Distributing and Using Marketing Information
Other Marketing Information Considerations
11. Consumer Markets and Consumer Buyer Behavior
Model of Consumer Behavior
Characteristics Affecting Consumer Behavior
Cultural Factors
Social Factors
Personal Factors
6. Psychological Factors
Types of Buying Decision Behavior
Complex Buying Behavior
Dissonance-Reducing Buying Behavior
Habitual Buying Behavior
Variety-Seeking Buying Behavior
12 Case Study Discussion
13. Customer-Driven Marketing Strategy: Creating Value for Target Customers
Market Segmentation
Segmenting Consumer Markets
Segmenting Business Markets
Segmenting International Markets
Requirements for Effective Segmentation
7. Market Targeting
Evaluating Market Segments
Selecting Target Market Segments
14. Differentiation and Positioning
Positioning Maps
Choosing a Differentiation and Positioning Strategy
Communicating and Delivering the Chosen Position
MID TERM EXAMS
8
MID TERM BREAK
9. 15. Products, Services, and Brands: Building Customer Value
What Is a Product?
Products, Services, and Experiences
Levels of Product and Services
Product and Service Classifications
Product and Service Decisions
Individual Product and Service Decisions
Product Line Decisions
Product Mix Decisions
16. Services Marketing
The Nature and Characteristics of a Service
Marketing Strategies for Service Firms

Page 31 of 244
 Branding Strategy: Building Strong Brands
Brand Equity
Building Strong Brands
Managing Brands
17. Contemporary Marketing Issues in Pakistan
10
18.
19. Pricing: Understanding and Capturing Customer Value
What Is a Price?
Major Pricing Strategies
Customer Value-Based Pricing
Cost-Based Pricing
Competition-Based Pricing
11. Other Internal and External Considerations Affecting Price Decisions
Overall Marketing Strategy, Objectives, and Mix
Organizational Considerations
The Market and Demand
The Economy
Other External Factors
20. Case Study
21. Marketing Channels: Delivering Customer Value
Supply Chains and the Value Delivery Network
The Nature and Importance of Marketing Channels
How Channel Members Add Value
Number of Channel Levels
Channel Behavior and Organization
Channel Behavior
Vertical Marketing Systems
Horizontal Marketing Systems
Multichannel Distribution Systems
Changing Channel Organization
Channel Design Decisions
Analyzing Consumer Needs
12. Setting Channel Objectives
Identifying Major Alternatives
Evaluating the Major Alternatives
Designing International Distribution Channels
22. Channel Management Decisions
Selecting Channel Members
Managing and Motivating Channel Members
Evaluating Channel Members
Public Policy and Distribution Decisions
Marketing Logistics and Supply Chain Management
Nature and Importance of Marketing Logistics
Goals of the Logistics System
Major Logistics Functions
Integrated Logistics Management
23. The Promotion Mix --- Integrated Marketing Communications
The New Marketing Communications Model
The Need for Integrated Marketing Communications
A View of the Communication Process
Steps in Developing Effective Marketing Communication
Identifying the Target Audience
Determining the Communication Objectives
Designing a Message
Choosing Media
12.
Selecting the Message Source
Collecting Feedback
24. Setting the Total Promotion Budget and Mix
Setting the Total Promotion Budget
Shaping the Overall Promotion Mix
Integrating the Promotion Mix
Socially Responsible Marketing Communication
Advertising and Sales Promotion
Personal Selling
Page 32 of 244
 25. Case Study Discussion
13.
26. Sustainable Marketing: Social Responsibility and Ethics
27. Project Presentations
14.
28. Project Presentations
END TERM EXAMS

Topic related exercises and assignments – Throughout the term as we cover different topics and
exercises related to Principles of Marketing. These exercises might include written assignments, online
discussions, or outside activities and case studies

Final Project
Students are required to work on a Principles of Marketing project during the term. The topics will be
assigned by the course instructor and students are required to work individually on the assigned project.
The project can be any facet of a Principles of Marketing.

Page 33 of 244
Course Title: PERSONAL MANAGEMENT & GROOMING
Course Code: HUM-
Credit Hours: 3+0

PRE-REQUISITES:
None
COURSE DESCRIPTION / OBJECTIVES:
Personal grooming and social etiquettes are very important in projecting sound work culture, positive
image, and strong branding for both individuals and organization. Every professional must make great
effort to promote confidence, professionalism, sophistication, intelligence, and credibility. Given that the
corporate world is fast-moving, fast-changing, individuals within the work context must learn the art of
personal management through self-awareness and coping/ self-management skills. Personal management
lays the groundwork for future work performance. Without a strong foundation of personal management,
individuals are limited in ability to achieve high performance. This course is designed to enable students
understand the importance of social skills to develop the mindset of a great manager, change behavioral
patterns and acquire the specific skills that will enhance their personal and professional presence.
COURSE LEARNING OUTCOMES:
1. After successful completion of this course, students will be able to:
2. Understand the basic concepts of personal management topics, such as time management, stress
management and emotional management.
3. Understand and demonstrate the learning of Appearance, professional Behavior and
Communication at the work place and learning of social etiquettes in workplace.
4. Identify key elements associated with life changes and explain the dynamics of working as a team,
instilling motivation, thinking optimistically, and serving as an efficient leader.
5. Analyze the proper techniques used to promote effective communication, demonstrate
accountability, and foster positive interpersonal relationships.
6. Evaluate how attitude, personality, and goal-setting can have a direct effect on work performance
and life plans.
RECOMMENDED TEXT BOOK:
‘Soft Skills’. Author: Manmohan Joshi.
‘The John Adair Handbook of Management and Leadership’. Editor: Neil Thomas.
REFERENCE MATERIAL:
The instructor may provide additional cases, handouts, self-assessment quizzes and exercises, as
considered necessary.
ASSESSMENT INSTRUMENT WITH WEIGHTS:
SNR MARK
ITEMS
S
1. 1 Mid Term Exam 30
2. 2 End Term Exam 50
3. 3 Internal Evaluation Breakdown
a Quiz(s) 5%
b Assignements(s) & Présentation 8%
c Class Participation 2%
d Lab Work / Practical Project 5%
e Any Other
Total Internal Evaluation 20 20
GRAND TOTAL 100

Page 34 of 244
COURSE CONTENT
Lectur
Week
e TOPICS TO BE COVERED
No
No
1. Introduction to personal management – need and importance of personal skills.
1.
2. Defining personality, its types + development
3. Elements of personality development, Goal-setting + creativity, values
2.
4. Exercise: SWOT analysis
Listening skills + effective speaking + presentation skills, interviews+ body
5.
3. language
6. Conflict resolution + overcoming communication barriers
7. Interpersonal relationships + types, uses, factors
4.
8. Accommodating different styles in relationship and their consequences
9. Team building, comfort zones, assertiveness, high-performance teams
5. Exercise: Comfort zones/ Assertiveness steps + Self questionnaire on Verbal
10.
Skills
11. Time management – priorities, time-audit, interruptions, planning
6.
12 Exercise: The Adair urgency/importance matrix.
13. Revision/ case/ discussion/ exercise
7.
14. -do-
MID TERM EXAMS
8.
MID TERM BREAK
15. Stress: definition, its signs + tackling the problem
9.
16. Exercise: Five-point test –‘how topped up are your batteries?’
17. Thinking skills – types, examples
10.
18. Categories of thinking – critical thinking, creative thinking.
19. Emotional intelligence – defining EQ/EI + Goleman’s model
11.
20. Exercise: The EQ self-assessment questionnaire
Positive psychology – introduction + positive organization behavior theory
21.
(POB) vs negativity at the workplace + the H-R-W Model (self-development)
12.
Introduction to self-efficacy, hope, optimism, resilience. Exercise: ‘Half empty or
22.
half-full’ (short case, pg. 215 of Luthans’ book: OB)
23. Workplace etiquettes + work behavior(email etiquettes etc) Examples & Exercise
13. Personal etiquettes (table manners, dress etiquettes, social networking
24.
,surrounding impact etc)
25. How to Represent organization (as a NUML ambassadors)
14.
26. How to attend any official event( Seminar, Workshops, conferences etc)
27. Revision/ case/ discussion/ exercise
15.
28. -do-
END TERM EXAMS

Page 35 of 244
 Semester – III
CODE COURSE CREDITS
FIN-212 Cost Accounting 3
HUM-122 Islamic Studies
HUM-123 Pakistan Studies 4
MGT-123 Microeconomics 3
BS-123 Business Statistics-II 3
FIN-211 Introduction to Business Finance 3

Page 36 of 244
Course Title: Cost Accounting.
Course Code: ACC- 242
Credit Hours: 3+0
Course Instructor: Dr. Sadia Saeed

PREREQUISITE:

Fundamentals of Accounting & Financial Accounting.

COURSE DESCRITPTION/OBJECTIVES:

The aim of the course is to equip students with skills and knowledge to:
 Identify and calculate different types of costs (direct, indirect, variable, and fixed costs).
 Distinguish between job-costing, process-costing, and joint-costing systems.
 Determine the product cost by means of full- costing and direct-costing methods.
 Determine the product cost by means of historical (actual) and standard cost systems.

KEY LEARNING OUTCOMES:

On completion of this course, students will be able to:

 Explain cost management concepts, product costing techniques.
 State and evaluate choices between alternative product costing systems and methods in a cost-
benefit context.
 Develop an understanding of how to utilize cost data in planning and control.
 Apply Cost Accountants’ Codes of Ethics to resolve an ethical situation.
 Develop verbal and writing communication skills and teamwork ability.

REFERENCE BOOKS:

 Cost Accounting by Matz ,Usry 9th Edition Text book.

 Cost Accounting by Sohail Afzal for B.COM. Reference book.

ASSESSMENT INSTURMENT WITH WEIGHT:

Evaluation will be done on the following basis.

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 7.5
Assignements(s) 7.5
Class Participation/presentations 5

Total 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. INTRODUCTION TO COST
1. 2. Difference b/w cost & expense.
Difference b/w financial & cost accounting.
3. COST, CONCEPTS AND CLASSIFICATION.
4. Component of product cost.
2. Component of period cost.
Changes in cost in cost in response to business volume.
Opportunity cost, Sunk cost, Standard cost.
5. Cost of goods manufactured & sold statement.
3.
6. Cost of goods manufactured & sold statement through Reverse Method
4. 7. Cost of goods manufactured & sold statement through formulas
Page 37 of 244
 8. Multiple step income statement.
Balance sheet of a production concern.
9. GENERAL ENTRIES INCLUDING
 Material consumed in production.
5.  Labor cost incurred.
 Incurrence of Factory overhead cost in production
10. Completion Of Cost Accounting Cycle through journal entries.
11. Practice of journal entries
6.
12 COST ACCOUNTING CYCLE through T a/c ‘s
13. Posting entries in T a/c’s using single W.I.P a/c’s
7.
14. Posting entries in T a/c’s using three W.I.P a/c’s
MID TERM EXAMS
MID TERM BREAK
15. Job Order Costing: Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
8.
16. Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
17 Process Costing.
18 Types of product flow.
9.
Process adopted by different departments.
Cost of production report.
10. 19 Normal loss & abnormal loss in process costing.
20 Adjust loss in equivalent production, abnormal loss in FOH
11. 21 Material Costing
22 EOQ, Order size & frequency, Maximum & minimum limit
23 Safety stock, re order point, lead time
12
24. Factory Over Head
25. Capacity levels, theoretical, practical, actual & normal capacity
13.
26 FOH variance analysis
27 Overall, capacity & spending variance
14.
28. Revision
END TERM EXAMS

Page 38 of 244
Course Title: Islamic Studies
Course Code: HUM-122
Credit Hours: 2+0
Course Instructor:

Prerequisites: Nil

Course Description:

a. Translation of Five selected Surahs

Students will have understanding about Quranic Surahs
b. Translation and Explanation of Five selected Hadiths
Students will be able to understand the hidden meaning selected Hadiths
c. Fundamental Doctrine of Islam.
Aware the students about the basic doctrines of Islam
d. Fundamental Human Rights.
Aware the students about the basic Rights of others to make them a useful member of
society.
e. Holy Prophet (SAWW) as a Role model .
Students will be able to know about the ethical behavior of Holy Prophet (SAWW)
f. Life of Holy Prophet (SAWW).
Inform students about the Life History of Holy Prophet (SAWW).
g. Kasb e Halal
Inform Students about the legal ways to earn livelihood.

Course Objectives:

1. Meet the criteria of HEC

2. Make a strong bond between the young students and Islam
3. Make them aware of their Rights & Duties
4. Make them understand the meanings of Quranic Verses & hadiths
5. Make them a good citizen as well as a good Muslim

Key Learning Outcomes:

 Students will be able to understand the meanings of Quranic Verses & Hadiths
 They will have a strong relation with Islam
 They will be aware of basic teachings of Islam

Textbooks (or Course Materials) with Edition:

Tafheem e Islamiat by Dr Prof M. Nawaz Chohdary

Islmic Education by M D Zafar
Islamic Studies by Rafique Mohammad.

Page 39 of 244
ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 15
2 End Term Exam 25
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 10 10
GRAND TOTAL 50

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. 1. Introduction
2. 2. Translation of five Surahs
3. 3. Translation & Explanation of selected hadiths
4. 4. Translation & Explanation of selected hadiths
5. Fundamental Doctrine o Islam
5.
6. Fundamental Human Rights
7. 7. Revision
MID TERM EXAMS
MID TERM BREAK
8. 8. Holy Prophet (SAWW) as a Role model
9. 9. Life of Holy Prophet (SAWW)
10. 10. Life in Makkah
11. 11. Life in Madina
12. 12. Ghazwat
13. 13. Importance of Kasb e Halal
14. 14. Revison.
END TERM EXAMS

Page 40 of 244
Course Title: Pakistan Studies
Course Code: HUM-123
Credit Hours: 2+0
Course Instructor:

Prerequisites: Nil

Course Objectives:
Aims and Objective of this course is to introduce students with the comprehensive and conceptual
interdisciplinary knowledge about Pakistan. This course will cover all major dimensions of the
interdisciplinary approach of studying the Area or Region. Basic concept of various related aspects will be
taught to the students as well.
The analytical approach based on reason and empirical realities of the issue will be the only method of
investigation.

Key learning outcomes:

BOOKS
 Ali, Sheikh. Mubarak, “An Analytical Approach to the Economy of Pakistan”, Karachi 1998.
 Constitution of Islamic Republic of Pakistan PLD
 Dar, Saeeddudin Ahmed, “Ideology of Pakistan”, NIHCR Islamabad 2000
 Hashmi, S.H., “The State of Social Sciences in Pakistan”, COSS, Islamabad, 2001.
 Iqbal, Ch., “Pakistani Society”, Lahore 1998.
 Mahmud, Safdar, “Pakistan’s Political Roots and Development” Lahore 1994
 Shafqat,Saeed, “Contemporary Issues In Pakistan Studies”, Azad, Lahore, 1998.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 15
2 End Term Exam 25
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 10 10
GRAND TOTAL 50

Page 41 of 244
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. 1. Introduction
2. 2. The basis of the creation of Pakistan,
3. 3. Allahbad Address of Dr Allama Muhammad Iqbal 1930.
4. 4. Historical overview of the needs and events of the origin of Pakistan
5. The various political problems i.e. Islam vs. secularism, presidential vs.
parliamentary system,
5.
6. Provincial autonomy, electoral system, martial laws, salient features of the
constitutions of the 1956, 1962, 1973.
7. 7. Revision
MID TERM EXAMS
MID TERM BREAK
8. Economic conditions of the Muslims during British period, economic
8.
problems at the time of independence
9. Economic Policies, mixed economy, Nationalization privatization,
9.
free market economy.
10. 10. Characteristics of Pakistani Society, changing patterns of Pakistani Society
11. 11. Geo Strategic Significance, Threats, alliances
12. Role in International Crisis, (Pakistan’s relations with India, Muslim
12.
countries etc)
13. 13. Pakistan and the new world order, Political and social challenges etc
14. 14. Revision.
END TERM EXAMS

Page 42 of 244
Course Title: Business Statistic-II
Course Code: BS-123
Credit Hours: 3+0
Course Instructor:

Prerequisites: Business Statistics 1

COURSE DESCRIPTION/OBJECTIVES:

At the end of this course, students should be able to learn:

 The skills necessary to critically assess statistical results

 The development of a certain level of skepticism regarding some of the statements that we often
encounter about empirical economic phenomena.
 Focusing on using sample measures to infer about the characteristics of a population and
undertaking the task of estimating the key characteristics of the population.

 Proper testing techniques to determine whether or not various interesting assertions or statements
about the population are supported by the sample evidence.

INTENDED COURSE LEARNING OUTCOMES:

 Students come to known What is Statistical inference- Use basic Statistical operations in their
relevant field.
 Critical Thinking and Problem Solving - Evaluate information and solve problems.
 Personal Responsibility - Value one’s own skills.

PROVISION OF SOFT SKILL:

The students will develop the skill to draw conclusions about their population parameters and be able to
reach practical solutions.

RECOMMENDED TEXT BOOK:

1) Kenkel J. L. “Introductory Statistics for Management and Economics” 3 rd edt. PWS-KENT
Publishing Company, Boston, 1989.
2) Walpole R. E. “Introduction to Statistics” 3rd edt ; Macmillan Publishing Co.NY 1982.

REFERENCE BOOKS:
Freund J. E. “Elementary Business Statistics, the Modern Approach”, 6th edt. Prentice Hall, (1990).
ASSESSMENT INSTRUMENT WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT
Week #Lecture # TOPICS TO BE COVERED
1. 1. Sampling Theory Population, Sample and Sampling, Parameter and Statistics,
and Types of Population.

Page 43 of 244
 2. Homogeneous and Heterogeneous Population , Finite and Infinite Population
Sampling unit, Sampling Frame and Sampling Design. Aim of Sampling.
3. Sampling unit, Sampling Frame and Sampling Design, Aim of Sampling,
Advantages of Sampling.
2.
4. Uses of Sampling; Probability Sampling and Non-probability sampling,
Sampling with and without replacement.
5. Sampling Distribution and Standard Error, Sampling Error and Non-Sampling
Error, Estimation, Estimator and Estimate..
3. 6. Stratified Random sampling, Cluster Sampling, Systematic Sampling,
Judgment
Sampling, Quota Sampling, Convenience Sampling.
7. Stratified Random sampling, Cluster Sampling, Systematic Sampling,
Judgment
4.
Sampling, Quota Sampling, Convenience Sampling.
8. Sampling Distribution of Means
9. Sampling distribution of Proportions
5.
10. Sampling Distribution of difference between two means
11. Sampling Techniques: Simple Random Sampling, Methods to draw a simple
2
random sample, Verification of  x   ,  x 2   (with replacement) and
n
N n2
 x2  (without replacement).
N 1 n
6.
12 Sampling Techniques: Simple Random Sampling, Methods to draw a simple
2
random sample, Verification of  x   ,  x 2   (with replacement) and
n
N n2
 x2  (without replacement).
N 1 n
13. Introduction to multiple linear regression and its application in business
7. problems.
14. Fitting a multiple linear regression line and finding its coefficients.
MID TERM EXAMS
MID TERM BREAK
15. Statistical Inference: Estimation and testing of hypothesis. Estimate and
estimator, concept of point and interval estimation. Properties of a good
8. estimator.
16. Interval estimation: construction of confidence intervals with different levels of
significance
17. Confidence intervals for population mean when population variance is known
and when population variance is unknown for large and small sample sizes.
9.
18. Confidence intervals for difference between two population means when
population variance is known and for large and small sample sizes.
19. Confidence intervals for proportion and difference between two proportions for
large large and small sample sizes.
20. Testing of Hypotheses: Concept of hypothesis, types of Hypothesis: Null,
10.
Alternative, Simple and composite, Level of Significance, Test-Statistic, One
tailed and two tailed tests, Acceptance region and rejection region , General
Procedure for testing the population parameter.
21. Testing of Hypotheses: Concept of hypothesis, types of Hypothesis: Null,
Alternative, Simple and composite, Level of Significance, Test-Statistic, One
tailed and two tailed tests, Acceptance region and rejection region , General
11.
Procedure for testing the population parameter.
22. Tests (z & t) concerning the population mean when population variance is known
and when the population variance is unknown also for small and large sample sizes.
23. Tests (z & t) concerning the population mean when population variance is known
and when the population variance is unknown also for small and large sample sizes.
12.
24. Tests ( Z-test ) concerning the difference between two population means when population
variance is known for large and small sample sizes.
13. 25. Tests ( t-test ) concerning the difference between two population means(dependent

Page 44 of 244
 and independent samples) when population variance is known and when population
variance is unknown for large and small sample sizes.
26. Tests concerning the population proportion.
27. Tests concerning the difference between two population proportions.
14. 28. Tests (  2  test) concerning the association of attributes, population variances and
goodness of fit. Confidence Interval for population variance.
END TERM EXAMS

Page 45 of 244
Course Title: Cost Accounting.
Course Code: ACC- 242
Credit Hours: 3+0
Course Instructor: Dr. Sadia Saeed

PREREQUISITE:

Fundamentals of Accounting & Financial Accounting.

COURSE DESCRITPTION/OBJECTIVES:

The aim of the course is to equip students with skills and knowledge to:
 Identify and calculate different types of costs (direct, indirect, variable, and fixed costs).
 Distinguish between job-costing, process-costing, and joint-costing systems.
 Determine the product cost by means of full- costing and direct-costing methods.
 Determine the product cost by means of historical (actual) and standard cost systems.

KEY LEARNING OUTCOMES:

On completion of this course, students will be able to:

 Explain cost management concepts, product costing techniques.
 State and evaluate choices between alternative product costing systems and methods in a cost-
benefit context.
 Develop an understanding of how to utilize cost data in planning and control.
 Apply Cost Accountants’ Codes of Ethics to resolve an ethical situation.
 Develop verbal and writing communication skills and teamwork ability.

REFERENCE BOOKS:

 Cost Accounting by Matz ,Usry 9th Edition Text book.

 Cost Accounting by Sohail Afzal for B.COM. Reference book.

ASSESSMENT INSTURMENT WITH WEIGHT:

Evaluation will be done on the following basis.

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 7.5
Assignements(s) 7.5
Class Participation/presentations 5

Total 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. INTRODUCTION TO COST
1. 2. Difference b/w cost & expense.
Difference b/w financial & cost accounting.
3. COST, CONCEPTS AND CLASSIFICATION.
4. Component of product cost.
2. Component of period cost.
Changes in cost in cost in response to business volume.
Opportunity cost, Sunk cost, Standard cost.
5. Cost of goods manufactured & sold statement.
3.
6. Cost of goods manufactured & sold statement through Reverse Method
Page 46 of 244
 7. Cost of goods manufactured & sold statement through formulas
4. 8. Multiple step income statement.
Balance sheet of a production concern.
9. GENERAL ENTRIES INCLUDING
 Material consumed in production.
5.  Labor cost incurred.
 Incurrence of Factory overhead cost in production
10. Completion Of Cost Accounting Cycle through journal entries.
11. Practice of journal entries
6.
12 COST ACCOUNTING CYCLE through T a/c ‘s
13. Posting entries in T a/c’s using single W.I.P a/c’s
7.
14. Posting entries in T a/c’s using three W.I.P a/c’s
MID TERM EXAMS
MID TERM BREAK
15. Job Order Costing: Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
8.
16. Introduction of job order costing.
Types of JOB Order Costing.
Job cost sheet & its components
9. 17 Process Costing.
18 Types of product flow.
Process adopted by different departments.
Cost of production report.
10. 19 Normal loss & abnormal loss in process costing.
20 Adjust loss in equivalent production, abnormal loss in FOH
11. 21 Material Costing
22 EOQ, Order size & frequency, Maximum & minimum limit
23 Safety stock, re order point, lead time
12
24. Factory Over Head
25. Capacity levels, theoretical, practical, actual & normal capacity
13.
26 FOH variance analysis
27 Overall, capacity & spending variance
14.
28. Revision
END TERM EXAMS

Page 47 of 244
Course Title: Introduction to Business Finance
Course Code: FIN-221
Credit Hours: 3+0
Course Instructor:

Course Introduction

This is a basic course in Business Finance for BBA program. The main objective of this course is to prepare students
to understand the language of business finance, the Corporate Objective and basic terminology of Business Finance,
the preparation of time value of money, present and future value of money, then how to evaluate annuity concept in
it. How to evaluate the capital projects, calculation of cost of capital and optimal capital structure?

Key Learning Outcomes:

After successful completion of this course, students will be able;

o To understand the language and concepts used in Business Finance

o To understand the time value of money and their application in our life

o To analyze and interpret the basic valuation of long term securities

o To calculate present and future value of money and evaluate the capital projects basic techniques

o To prepare the cash budget, sale budget. And purchase budget for company

Textbook:

a. Financial Management 13th Edition by Van C. Horne

b. Financial management by Brigham and Housten 13th edition

 You will be using first textbook as course book; so you must bring first book in every class
 You do not need to bring second one. We will have homework/assignments from second book.

Reference Material:

 One Case Study will be solved from each topic provided you in advance.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 15
2 End Term Exam 25
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 10 10
GRAND TOTAL 50

Page 48 of 244
COURSE CONTENT

Week Lecture
No No
TOPICS TO BE COVERED
Introduction of Business (Link with previous subject ITB)
Forms of business organizations & their characteristics
  sole proprietorship
  partnership
  Joint Stock Companies, Limited liability concept, Legal status and process
1 of their formation till IPO
  Difference between Pvt limited and Public Limited company
1   Advantages and limitations of each business
  Hierarchy of a Company
Goal of the firm, difference between profit maximization and shareholders wealth
maximization, agency problems
Goals of a Financial Manager, Finance and accounting. What is financial
management? Difference between investing, financing and asset management
2
decisions. Formation of companies/financial statements of companies Solution to
end Questions (Van Horne Page 14)
Financial Markets, Money market vs capital markets; primary markets vs secondary
3
2 Market
4 Flow of Funds between different markets and role of Financial Intermediations
Concept of Time Value of Money, Discussion of Time Line its importance,
5
3 Difference between Present Value and Compound Value concept
6 Solution of Question for Simple and Compound Interest
7 Amortizing a Loan
4 Concept of Annuity, Different types of Annuities, Distinguish between an “ordinary
8
annuity” and an “annuity due
9 How to calculate the required rate of return in an Annuity
5
10 Effective interest verses compound interest. Questions and problems
Valuation of Long Term Securities, Basic Concepts of Valuations, Different Types
11
6 of Bonds on the Basis of Valuations
12 Valuation of Bonds (Solution of Relevant Questions Van Horne Chapter 4)
13 Concept of Yield to maturity, Yield to Call
7
14 Valuation of Stock, Different Types of Stocks on the Basis of Valuations
15 Discussion on Constant Growth model and Phase Growth model
8
16 How to calculate the required rate of return, Dividend Yield and Capital Gain Yield
17 MID TERM EXAMS
9
18 MID TERM BREAK
19 Midterm Paper display
10
20 Risk & Return (Chapter 5)
21 Risk & Return (Chapter 5) Numerical
11
22 Market Efficiency
23 Pricing of Financial Assets
12
24 Budgeting – Cash Budgets
25 Capital budgeting, Different capital budgeting techniques.
13
26 Discounted verses non-discounted techniques. Payback period method
27 Internal Rate of Return Method, Problem of Multiple IRR
14
28 Net present value method, Profitability index
15 29 Free Cash Flows & Adjustment of Deprecation and Taxes in saving to calculate the

Page 49 of 244
 Free Cash Flow for Capital Budgeting
30 Revision of the Course
END TERM EXAMS

Course Title: Microeconomics

Course Code: MGT-123
Credit Hours: 3+0
Course Instructor:

Course Description:

The purpose of the course is to give students a careful understanding of the principles of economics that
are applied to the functions of individual decision makers, both consumers and producers, within the larger
economic system.
In this course, students will learn to apply an analytical approach to the study of how individuals and
societies deal with the fundamental problem of scarce resources. This approach is applied to everyday
decisions faced by individuals as they try to maximize their utility, to businesses that try to maximize
profits and to the whole of society as it attempts to use its resources efficiently.

COURSE DESCRIPTION/OBJECTIVES:

 The major objective of this course is to provide an introduction to a broad range of economic
concepts, theories and analytical techniques to the students.
 It considers microeconomics - the analysis of choices made by individual decision-making units
(households and firms).
 The use of a market, supply and demand, model will be the fundamental model in which trade-offs
and choices will be considered through comparison of costs and benefits of actions.
 The course serves to develop reasoning and analytical skills among the students.

INTENDED COURSE LEARNING OUTCOMES

Upon successful completion of the course a student will be able to:

 Apply economic reasoning to the analysis of selected contemporary economic problems.
 Understand how households (demand) and businesses (supply) interact in various market structures to
determine price and quantity of a good produced.
 Understand the links between household behaviour and the economic models of demand.
 Represent demand, in graphical form, including the downward slope of the demand curve and what
shifts the demand curve.
 Understand the links between production costs and the economic models of supply.
 Represent supply, in graphical form, including the upward slope of the supply curve and what shifts
the supply curve.
 Understand the efficiency and equity implications of market interference, including government
policy.
 Understand how different degrees of competition in a market affect pricing and output
 Apply economic reasoning to individual and firm behaviour.
 Understand the meaning of marginal revenue and marginal cost and their relevance for firm
profitability.
 Understand the major characteristics of different market structures and the implications for the
behaviour of the firm.

RECOMMENDED TEXT BOOK

 ECONOMICS by Sameulson Nordhaus. 19th Edition. By McGraw Hills Publications
 Microeconomic Analysis by Hal Varian. 3rd Edition (Latest edition available).
REFERENCE BOOKS
 Modern Economic Theory: Micro and Macro Analysis by K.K. Dewett.

Page 50 of 244
ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 09
Assignements(s) 05
Class Participation 03
Présentations 03
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to the concept of Scarcity
Efficiency and Inefficiency
Micro & Macro Economics
1. Basic problems of Economic organization
2. Positive vs. Normative Economics
Production Possibility Frontier
Opportunity costs
3. Law of Demand, Deriving the demand curve
Shift in Demand curve and Movement along the curve
Determinants of Demand
2.
4. Law of Supply. Deriving the Supply curve
Shifts in Supply Curve and Movement along the curve
Determinants of Supply
5. Equilibrium of Demand & Supply
Effects of shift in Demand & Supply
3.
6. Introduction to the concept of Elasticity. Elasticity of Demand
Determinants of demand Mathematical calculation and diagrams
7. Elasticity of Supply. Determinants of supply
4. 8. Cross Elasticity of demand.
Impact of tax on price & quantities
9. Law of Diminishing Marginal Utility.
Law of Equi- Marginal Utility
5. 10. Income Effect & Substitution Effect.
Income Elasticity. Market Demand.
Paradox of value. Consumer Surplus
11. Indifference Curve Analysis. Characteristics of indifference curves.
Indifference curve for substitutes, complementary goods
6.
12 Concept of Budget line, Changes in Budget line due to Income change &
Price change.
13. Production Function
Total Product, Average Product & Marginal Product
7. Law of Diminishing Returns
14. Returns to Scale Technological Change Short run & Long run,
Productivity & Aggregate Production unction Business Organizations
MID TERM EXAMS
MID TERM BREAK
8. 15. Economic Analysis of Costs (TC, FC, VC, MC)
Relation between MC and AC.
16. Diminishing Returns & U-shaped Curves.
Link between production and costs.

Page 51 of 244
 Income Statement & Balance Sheet
17. Behavior of Competitive Firms. Perfect Competition
9. 18. Short run & Long run Equilibrium
Total Costs, Zero profit & Shut Down Condition
19. Supply Behavior in Competitive Industries
10. 20. Special Cases of Competitive Markets Fixed Supply & Eco. Rent
Back- ward Bending Supply Curve
21. Monopoly, Oligopoly & Monopolistic Competition
Sources of Market Imperfections
11.
22. Marginal Revenue & Monopoly
Profit Maximizing Conditions. Monopoly Equilibrium
23. Nature of Imperfect Competition
12. Theories of Imperfect Competition
24. Collusive Oligopoly. Monopolistic Competition
25. Price discrimination
13.
26. Natural Monopolies
27. REVISION
14.
28.
END TERM EXAMS

Page 52 of 244
 Semester – IV
CODE COURSE CREDITS
HUM-223 Business Communication & Professional Speech 3
MGT-124 Macroeconomics 3
CS-222 Management Information System 3
HRM-321 Human Resource Management 3
Marketing Management 3

Page 53 of 244
Course Title: Business Communication and Professional Speech
Course Code: HUM-223
Credit Hours: 3+0
Course Instructor:

Prerequisites:

COURSE DESCRIPTION/OBJECTIVES:
 To develop positive, constructive and practical approaches to effective written and oral
communication.
 To speak objectively and persuasively.
 To prepare and execute well oral presentations with effective visual aids.
 To develop skills to face media.
 To interpret and write business documents.
 To demonstrate oral and written skills for job search including writing letters of applications,
preparing resume and interviews.

INTENDED COURSE LEARNING OUTCOMES:

After the completion of this course the students will be able to:
 Prepare and execute effective oral presentations.
 Identify and implement the principles of informative speaking.
 Identify and implement the principles of persuasive speaking.
 Plan, write and reply memorandums.
 Understand the importance of intercultural communication and identify strategies for
addressing the needs of diverse audience.
 Interpret and write short and long reports.
 Write letters of application, resumes and prepare for job interviews.

RECOMMENDED TEXT BOOK:

1. Business English and Communication (8th edition) by Lyn R. Clarke
2. Business Communication: Strategy and Skill by Mary Munter
3. Effective Business Communication (International 7th edition) by Herta A. Murphy
4. Business and Administrative Communication (5th edition) by Kitty O. Locker
REFERENCE BOOKS:
1. Business Communication (3rd edition) by Kitty O. Locker
2. Business Communication Today (7th edition) by Courtland L. Bovee
3. Communicate! (10th edition) by Rudolph F. Verderber

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 54 of 244
COURSE CONTENT:

Week No Lecture No TOPICS TO BE COVERED

1. Oral presentation. Types, formats and strategy for planning.

1. 2. Role of audience and use of visual aids in oral presentations.
3. Informative speaking
2.
4. Principles and methods of informing
5. Persuasive speaking
3.
6. Principles of persuasive speaking
7. Writing memorandums. Types, organizational plan etc.
4.
8. Informative speeches by individual students
9. Intercultural communication: Growing importance and benefits
5.
10. Need to address cultural differences in business communication
11. National cultural variables.
6.
12 Persuasive speeches by individual students.
13. Reading comprehension exercises from newspapers
7.
14. Revision
MID TERM EXAMS
MID TERM BREAK
15. Short reports. Types, format and organizational plans.
8.
16. Reading and writing short reports
17. Long reports. Essential elements and organizational plans.
9.
18. Reading long reports.
19. Job hunting: written aspect.
10.
20. Resumes. Types and elements.
21. Letter of application. Types and elements.
11.
22. Reading and writing resumes and letters of application.
23. Job hunting: oral aspect.
12.
24. Interview and its types.
25. Role of interviewee.
13.
26. Role of interviewer.
27. Mock interview of individual students.
14.
28. Revision
END TERM EXAMS

Page 55 of 244
Course Title: Macroeconomics
Course Code: MGT-124
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Microeconomics, Mathematics & Statistics.

COURSE DESCRIPTION/OBJECTIVES:

This course is an introduction to Macroeconomics. Macroeconomics is the study of the behavior of overall
economy as opposed to the behavior of individuals, firms, or a particular market. The goals of the course
for students are to:

 understand how to evaluate macroeconomic conditions such as unemployment, inflation, and

growth
 understand how monetary policy and fiscal policy can be used to influence short-run
macroeconomic conditions

 understanding of key definitions and concepts and analytical thinking.

INTENDED COURSE LEARNING OUTCOMES

Upon successful completion of Course, the student will:

 Be able to describe and analyze the economy and economic variables in quantitative terms.
 utilize economic model such as the aggregate supply/aggregate demand model and describe the
interrelationships among prices, income and interest rates as they affect consumption, saving and
investment.

 be able to explain and evaluate the economic challenges of unemployment, inflation, and economic
growth.

 be able to describe the banking and monetary system, and analyze the role of money, credit, and
monetary policy.

 Interpret charts, graphs, and tables and use the information to make informed judgments.

Course Objectives:

To provide the students with an introduction to the basic macroeconomic principles; to enable students to
use those concepts and principles to critically analyze current macroeconomic issues and situations; and
develop a global awareness from an economic perspective.

Learning Outcomes:

Upon successful completion of Course, the student will:

 Using national income statistics students will be able to describe and analyze the economy and
economic variables in quantitative terms.
 Students will be able to utilize economic model such as the aggregate supply/aggregate demand
model and describe the interrelationships among prices, income and interest rates as they affect
consumption, saving and investment.

 Students will be able to explain and evaluate the economic challenges of unemployment, inflation,
and economic growth.

 Students will be able to describe the banking and monetary system, and analyze the role of money,
credit, and monetary policy.

Page 56 of 244
  Students will be able to use monetary and fiscal policy.

 Students will be able to describe the role of international trade and finance on domestic economic
activity.

Recommended Books:

 ECONOMICS by Sameulson Nordhaus. 19th Edition. By McGraw Hills Publications.

REFERENCE BOOKS:

 Modern Economic Theory: Micro and Macro Analysis by K.K. Dewett.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 07
Assignements(s) 07
Class Participation 02
Presentations 04
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Difference between Micro & Macroeconomics.
1. Objectives & Instruments of Macroeconomics.
2. Monetary & Fiscal Policy.
3. Measuring Economic Success
2.
4. Aggregate Supply &Demand. Supply shocks &Stagflation.   
5. GDP: Two Measures of National Product.
3. Flow of Product Approach, Earning or Cost Approach.
6. Value Added Approach. Real GDP vs. Nominal GDP
7. Components of GDP.
4. 8. GNP, NDP, National Income, Disposable Income.
Price indexes & inflation. CPI, GDP Deflator, PPI.
9. Consumption & Saving. Break-even point.
5.
10. Saving Function. MPC, MPS. Determinates of Consumption.
11. Investment. Determinates of Investment
Investment Demand Curve. Shifts in Investment Demand Curve.
6.
12 Features of Business Cycles & Theories.
Foundations of AD & Downward Slopping Demand Curve & Shifts.
13. The Multiplier Model. Output Determination with Saving & Investment.
7. Multiplier Model compared with AD & AS Model.
14. Fiscal Policy in Multiplier Model. Impact of Taxes on AD.
MID TERM EXAMS
MID TERM BREAK
15. Evolution of Money. Real vs. Normal Interest Rates.
Demand for Money. Banking & Supply of Money. 
8.
16. Financial Economics.
Risk & Return on Assets. The Stock Market. Bubbles & Crashes.
17. Functions of Central bank.
Nuts & Bolts of Monetary Policy.
9. 18. The effects of Money on Output & Prices.
The Monetary Transmission Mechanism.
Monetary policy in AD & AS Framework.
10. 19. Four wheels of Growth.
Theories of Eco. Growth.
Page 57 of 244
 20. Sources of Eco. Growth.
21. Fixed Exchange Rates & Flexible Exchange Rates.
11.
22. The Determination of Foreign Exchange Rates.
23. The Effects of change in Trade.
12.
24. Exchange rates & Balance of Payment
25. Measuring Unemployment. Impact of Unemployment.
13.
26. Okuns Law. Kinds of Unemployment
14. 27. REVISION
END TERM EXAMS

Course Title: Management Information System

Course Code: CS-222
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Introduction to Information Technology

COURSE DESCRIPTION/OBJECTIVES:

Information systems began as automation of office systems, and have grown into systems that assist
managers to make decisions, systems that model successful business practices, and systems that transform
the modern business into a resources and on the management of information technology. Coverage of the
subject matter will be through lectures, class discussions, independent readings and research.

INTENDED COURSE LEARNING OUTCOMES:

Enlighten the Management Performance by Generating deeper understanding of information systems and
the applicability of IS in different business units. This will help to understand the new dimensions of
automated work and optimum decision making by generating the good quality DSS.

RECOMMENDED TEXT BOOK:

“Management Information System, Managing the Digital Firm” by Kenneth C. Laudon, Jane P. Laudon
13th Global Edition

REFERENCE MATERIAL:
Research Articles
Lecture Slides
Journal of Information System
ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Class Participation 3
More than 90% Attendance 2
Presentations 5
Total 20 20
Grand Total 100

Page 58 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Introductions to information system
1.
2. Role of Information System in Business today
3. Business processes and Types of Information System
2.
4. Systems for Collaboration and Social Business
5. The Information System Function in Business
3.
6. Impact of Information System in Organizations and Business Firms
7. How to achieve Competitive Advantage by using Information Systems
4.
8. Information Technology Infrastructure
9. Infrastructure Components
5.
10. Contemporary Hardware Plattform Trends
11. Contemporary Software Plattform Trends and Management Issues
6.
12 Organizing Data in Traditional File Enviornment
13. The Database approach to Data Management
7.
14. Using Databases to Improve Business Performance and Decision Making
MID TERM EXAMS
MID TERM BREAK
15. Telecommunication and Networking in Today’s Business World
8.
16. Communication Networks (Types, Structures, Topologies)
17. TCP/IP Model and The Global Internet, Assigning Presentation Topics
(Four Groups)
9.
18. The Wireless Revolution (Cellular Networks, Wifi Standards, Wimax,
Wireless Sensor Networks)
19. Malicious Softwares, Hackers and Computer Crime
10.
20. Business Value of Security and Control
21. Establishing a Framework for Security and Control
11. 22. Technologies and Tools for Protecting Information Resources, Group One
Presentation
23. Intelligent Techniques for Managing Knowledge (Machine Learning, Fuzzy Logic,
Neural Networks)
12. Knowledge Work Systems and its Requirement, Examples of KWS, Group Two
24.
Presentation
25. Decision Making Process and Real World Decision Making
13. 26. Business Intelligence in the Enterprise, Data Visualization, Visual Analytics and
Geographic Information Systems, Group Three Presentation
27. The Growth of International Information Systems
14. 28. Technology Issues and Opportunities for Global Value Chains, Group Four
Presentation
END TERM EXAMS

Page 59 of 244
Course Outline : Human Resource Management
Course Code: HR-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:

To study Human Resource Management (HRM), students should typically have basic knowledge of
management theory and practice.

Course Description:
This course aims to familiarize students with the principles and practices of HRM. This course provides
an introduction to the various functions of HRM, including HR planning recruitment, selection, training,
development, performance management and designing pay structure. The course emphasis is on the
understanding of the concepts of right person for right job with right policies.

Course Objectives:

 Develop understanding of functions of HRM and examine them from the perspective of both
employee and employer.
 Develop an understanding of the issues and strategies required to hire, develop and retain manpower
resources
 Develop an understanding of impact of HR related policies on the workforce
 Develop suitable skills essential for application in HR related issues

Learning Outcomes:

After studying the course students will be able to understand the importance of HRM as a field of study
and as a central management function that is critical to the success of a business that can help companies
gain a competitive advantage. On completion of course students will be able to apply knowledge gained
through this course to analyze and discuss various workforce issues and propose solutions of typical case
problems.

Textbooks (or Course Materials):

 Human Resource Management by Noe and Hollen Beck 9th edition.

 Human Resource Management by Gary Dessler 15th edition.
 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

Reference Material:

Case studies, Research articles will be provided by the instructor

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 60 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Introduction to HRM, HRM in dynamic environment
Meeting competitive challenges through HRM practices
1.
2. HRM in dynamic environment (Continued)
Functions of HRM
3. Current Trends of HRM
2.
4. Role of HRM in providing strategic competitive advantage
5. Work flow analysis and organization structure
3.
6. Work flow analysis and organization structure (Continued)
7. Job Analysis
4.
8. Job analysis Methods, Job Design
9. Human Resource Planning Process
Human resource recruitment process
5.
10. Factors effecting recruiting process
Case study
11. Recruitment sources, Selection method Standards
6.
12 Employee orientation, Employee training, Employee development
13. Employee development (Continued)
7.
14. Revision & Quiz
MID TERM EXAMS
MID TERM BREAK
15. Coaching, Designing effective training system, Training methods, Evaluating
8.
training program
16. Coaching, Designing effective training system, Training methods, Evaluating
9.
training program(Continued)
17. Performance management, Purpose of performance management
18. Appraisal methods, Choosing a source of performance information, Approaches
10.
to measuring performance, Rater errors in performance management,
International performance appraisal
19. Employee separation and retention, How to retain good employees, How to fire
11. the unwanted stuff, Sources of Job dissatisfaction
20. Occupation safety and Health measures
21. Pay structure decisions, Internal equity Recognizing employee contribution with
12. pay
20. External equity, Recognizing employee contributions with pay, Pay Program
21. Employee benefits, Types of employee benefits(Quiz)
13.
22. Project Presentations of assigned projects.
23. Project Presentations of assigned projects.
14.
24. Quiz & Revision
END TERM EXAMS

Page 61 of 244
Course Title: Marketing Management
Course Code:
Credit Hours: 3+0
Course Instructor:

PREREQUISITES: As a marketing course, you must have an understanding of Principle of marketing

course.

Textbook
Marketing Management, by Philip Kotler, 15th Edition.

Reference Text:
Marketing Management, by Marshall & Johnston, McGraw Hill
Strategic Marketing Management, by Chernev & Kotler, 5th ed., Brightstar Media

Course Description: The course investigates marketing from a managerial perspective, including the
critical analysis of functions of marketing opportunity assessment, marketing planning, marketing
implementation, evaluation and control of the marketing effort. The course provides the student with a
necessary mix of critical analysis, application of concepts and techniques, and communication. The course
focuses on basic marketing concepts, the role of marketing in the organization, and the role of marketing
in society. The course explains the nature and purpose of marketing, followed by the fundamentals of each
of the most important marketing tasks. It analyses the business need for customer orientation, the
evaluation of markets and the targeting of market opportunities. There is then assessment of buyer
behavior and the role of market information. In addition, the course explains how to integrate product and
service decisions with those on pricing, distribution and promotion - and why this is necessary

Course Objectives: The course objectives are

 To enhance your knowledge about marketing theories, principles, strategies and concepts and how
they are applied;
 To provide you with opportunities to analyze marketing activities within the firm;
 To allow you to apply marketing concepts and theories to realistic marketing situations.
 To analyze the role of marketing within the firm and society.
 To expose you to the two parts of a marketing strategy: the target market and the marketing mix.
 To study the four basic variables in the marketing mix: product, promotion, price, and distribution.

Course Outcomes: After successful completion of this course, students will be able to

 Demonstrate an understanding of marketing and the marketing process.

 Identify the major trends and forces that are changing the marketing landscape.
 Locate, interpret, and evaluate marketing information for decision making.
 Evaluate the obstacles and challenges in building and managing brands
 Analyze the changes in marketing strategies during the product’s life cycle.
 Evaluate the internal and external forces that influence an organization’s marketing strategy.
 Assess the attractiveness of a market segment.
 Evaluate the roles of ethics in marketing activities.
 Apply the tools and concepts learned in the course to develop a customer-driven marketing
strategy and mix.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
LabWork/Practical Project
AnyOther
Total 20 20

Page 62 of 244
 GRAND TOTAL 100

COURSE CONTENT

Page 63 of 244
 WEEK TOPICS
Defining Marketing for the 21st Century
The Importance of Marketing
1 The Scope of Marketing
Core Marketing Concepts
The New Marketing Realities
Marketing in an Age of Turbulence
Company Orientation toward the Marketplace: Marketing Philosophies
The Holistic Marketing Concept
Marketing Right and Wrong
2 Relationship Marketing
Integrated Marketing
Internal Marketing
Performance Marketing
The New Four Ps
Developing Marketing Strategies and Plans
3
Marketing and Customer Value
Corporate and Division Strategic Planning
Unit Strategic Planning
4 Product Planning: The Nature and Contents of a Marketing Plan
From Marketing Plan to Marketing Action
5 Marketing Management Issues in Pakistan (discussion)

6 Case Study

7 Creating Long-term Loyalty Relationships

Building Customer Value, Satisfaction, and Loyalty

Measuring Customer Lifetime Value

Cultivating Customer Relationships
8
Building Loyalty
Customer Databases and Database Marketing
9
Guest Speaker (Topic : Any Contemporary Issue in Marketing)

10 Assorted Readings --- Discussion

Crafting the Brand Positioning
Developing and Establishing a Brand Positioning
11 Determining a Competitive Frame of Reference
Identifying Optimal Points-of-Difference and Points-of-Parity
Choosing POPs and PODs

Brand Mantras
Establishing Brand Positioning
12
Differentiation Strategies
Alternative Approach to positioning
Creating Brand Equity
13 What Is Brand Equity?
Building Brand Equity
Measuring Brand Equity
The Brand Value Chain
What Is a Brand Worth?
Managing Brand Equity
14
Devising a Branding Strategy
Branding Decisions

Competitive Dynamics
Competitive Forces, Industry Concept and Market Concept Of Competition,
15
Competitive Strategies For Market Leaders, ,
Competitor Centered Companies
Customer Centered Companies
Product Life-Cycle Marketing Strategies
Product Life Cycles
16
Style, Fashion, and Fad Life Cycles Page 64 of 244
Marketing Strategies for Life Cycle Stages
Product and Services Differentiation
Product Differentiation
17 Services Differentiation
Topic related exercises and assignments – Throughout the term as we cover different topics and
exercises related to Marketing Management. These exercises might include written assignments, online
discussions, or outside activities and case studies

Final Project
Students are required to work on a Marketing Management project during the term. The topics will be
assigned by the course instructor and students are required to work individually on the assigned project.
The project can be any facet of a Marketing Management.

Semester - V
CODE COURSE CREDITS
MGT-313 Business Research Methods 3
IRCA-311 Strategic Marketing 3
Fundamental of Supply Chain Management 3
FIN-311 Money & Banking 3
Business Ethics 3
FIN-341 Financial Management 3

Course Title: Business Research Methodology

Course Code: MGT-422
Credit Hours: 3+0
Course Instructor:

Prerequisites:
 Students should know the basic concept of research especially in business area.
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COURSE DESCRIPTION/OBJECTIVES:

 Demonstrate the ability to plan and manage a piece of independent research,

 Produce a consistent proposal for that research,
 Formulate effective strategies for achieving goals when working with others ,
 Identify the information needed to carry out the planned research, and the sources of That
information,
 Demonstrate competence in the selection and proposed application of appropriate Business
research techniques,
 Collect and organise the preliminary data necessary for the production of the research proposal,
 Show satisfactory ease in use of SPSS to analyse data
 Deliver a presentation which communicates a series of points of the proposal,
 Assess the quality of his or her oral communication and identify areas for improvement,
 Participate and collaborate in a group.

INTENDED COURSE LEARNING OUTCOMES:

 To know the significance of research in business.

 To know how to write research paper.
 To identify important aspects/ elements of research.

RECOMMENDED TEXT BOOK:

 Research Methods for Business, by Uma Sekeran 6th Edition
REFERENCE BOOKS:
» Saunders M, Lewis P & Thornhill A, (Latest Edition) Research Methods for Business Students.
Financial Times- Prentice Hall
» Bryman A, Research Methods & Organisation Studies, Unwin-Hyman Gill J & Johnson P,
Research Methods for Managers, Paul Chapman Publishing
» Huff D, How to lie with statistics, Penguin
» Marsh C M, The Survey Method, Longman
» Oppenheim A N, Questionnaire Design, Interviewing & Attitude Measurement, Pinter
» Yin R K, Case Study Research: Design & Methods, Sage

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 66 of 244
 COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

# #
1. Introductory class
What is research? Definition of business research.
Research and the manger. Types of Business Research: Applied and basic
Applied Research. Basic of fundamental Research. Managers and research
The Manager and the consultant researcher.The Manager- Researcher Relationship
1. 2. Basic Concepts
Internal Versus External consultants/Researcher
Internal consultants/Researchers. Advantages of internal consultants/Researchers
Disadvantages of internal consultants/ Researchers, External Consultants/Researchers.
Advantages of External consultants/Researchers, Disadvantages of External consultants/
Researchers, Knowledge about Research and Managerial Effectiveness. Ethics and
Business research
3. The scientific approach and Alternative Approaches to Investigation
The Hall Marks of scientific research, Purposiveness, Rigor, Testability, Replicability,
Precision and confidence, Objectivity, Generalizability, Parsimony
2. 4. The Hypothetico-deductive Method
The seven step process in the The Hypothetico-deductive Method, identify a broad
Problem Area, Define the problem statement, Develop Hypotheses, Determine measures,
Data Collection, Data Analysis, Interpretation of Data, Review of The
Hypothetico-deductive Method
5. The Broad Problem Area and Defining the Problem Statement
The Broad Problem Area, Preliminary information gathering, Nature of information to be
gathered Background information on the organization, Literature The body of knowledge
3.
available to you
6. Defining the problem Statement, What Makes a good problem statement, The research
Proposal
7. The Critical Literature Review
The Purpose of Critical Literature Review, How to approach the literature Review
4.
8. Data sources, Searching for Literature, Evaluating the Literature, Documenting The
Literature Review
9. Theoretical Framework and Hypotheses Development
The need for a theoretical framework, Variables, Dependent Variable, Independent,
Variable, Moderating Variable, The distinguish between independent variable and
moderating variable, Mediating Variable
5. 10. Theoretical framework
The components of Theoretical Framework, Theoretical Framework for the example of
air safety violation, Hypotheses Development, Definition of Hypotheses
Statements of hypotheses: formats, If-Then Statements, Directional and non-Directional
Hypotheses, Null and alternative hypotheses
11. Elements of Research Design
The Research Design, Purpose of the Study: Exploratory, descriptive, causal, Exploratory
Study, Descriptive study, Causal Study, Extent of researcher interference with the study,
Study setting: contrived and non-contrived
6. 12 Research Strategies, Experiments, Survey research, Observations, Case Studies,
Grounded Theory, Section Research, Mixed Methods, Unit of analysis: Individuals,
Dyads, Groups, organizations, cultures, Time horizon Cross Sectional Versus
longitudinal study
Cross sectional Study, Longitudinal Study
7. 13. Data collection Methods: Introduction and interviews
Sources of Data, Paramilitary sources of data, Focus groups , Panels, Unobtrusive measures
Secondary sources of fata, Method of data collection, Interviewing, Unstructured and
Structures interviews, Unstructured interviews, Structures interviews, Review of
unstructured and structures interviews, Training interviews, Some tips to follow when
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 interviewing, Establishing credibility and rapport, and motivating individuals to responds
14. The questioning technique, Review of tips to follow when interviewing
Face to face interviews advantages and disadvantages, Telephone Interviews Advantages
and disadvantages, Additional sources of bias in interview data, Computer assisted
interviewing, Cati and Capi, Advantages of software packages, Review of interviewing
MID TERM EXAMS
MID TERM BREAK
Data Collection Methods : Questionnaire
15. Types of questionnaire, Personality administered questionnaire, Mail and electronic
Questionnaire, Guideline for questionnaire design
8. 16. Principles of wording, Content and purpose of questions, Language and wordings of
Questions, Types and forms of questions, Principles of measurement, General appearance
or group of questionnaire, Review of questionnaire design, Pretesting of structured
questions, Electronic questionnaire and Survey design
17. Measurement: Scaling, Reliability, Validity
Four types of scales, Nominal scale, Ordinal scale, Interval scale, Ratio scale, Review of
Scales, Rating scales, Dichotomous scales, Category scale, Semantic differential scale
Numerical Scale, Itemized rating scale, Likert scale, Fixed or constant sum scale
9. Staple scale, Graphic rating scale, Consensus scale, Other scales
18. Ranking Scales, Paired comparison, Forced choice, Comparative scale, International
Dimensions of scaling, Goodness of measures, Item analysis, validity, Content validity
Criterion related validity, Construct validity, Reliability, Stability of measures
Internal consistency of measures
19. Sampling
Population, Element, Sample, Sampling unit, Subject
10.
20. Parameters, Reasons of sampling, Efficiency in sampling, Sampling as related to
qualitative studies
21. Quantitative Data Analysis
Getting data ready for analysis, Coding and data entry, Coding the responses, Data entry
Data Editing, Data transformation, Getting a feel for the data, Frequencies, Bar charts and
11.
pie charts
22. Measure of central tendency and dispersion, Measure of central tendency
Measure of dispersion, Relationship between variables
23. Relationship between two nominal variable Chi square X2 test, Correlations
Excelsior Enterprises: descriptive statistics Part 1, Testing Goodness of data, Reliability,
12. Excelsior enterprises : checking the reliability of the multi item measures, Validity
24. Qualitative Data Analysis
Data reduction, Data display, Reality and validity in qualitative research
25. Other methods of gathering and analyzing data , Research Paper discussion
13. 26. Research Paper discussion
27. Presentation and Revision
14.
28. Presentation and Revision
END TERM EXAMS

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Course Title: Strategic Marketing (BBA)
Course Code: MKT-
Credit Hours: 3+0
Course Instructor:
PREREQUISITS:

1. “Principle of Marketing “A South Asian Perspective - by Philip K. & Ehsan ul Huq.

2. “Marketing Management” International Edition – by Philip Kotler & Gary Armstrong

COURSE DESCRIPTION:
The course allows students to develop skills in dealing with strategic marketing problems found in both profit and
nonprofit settings. The focus is on a developing a framework for strategic marketing plans with emphasis on
consumer and environmental analysis.
Market segmentation, product positioning, marketing responsiveness, and competitive reaction will be explored.
Exercises and activities involving various aspects of marketing such as pricing, outsourcing, and promotion will also
be used to enliven text material.

COURSE OBJECTIVES:
The objectives of this course include that you become familiar with the application of marketing concepts. The
primary objective is to develop the capabilities necessary to apply marketing theories and concepts to actual
situations and current events.
COURSE OUTCOMES:

 To explain the need to develop market-oriented cultures and processes in order to deliver superior customer value

 To demonstrate the significance of marketing in key business activities such as new product development,
customer management, and establishing value chain advantages.

 To emphasize the importance of marketing strategically and of marketing planning in operating a successful
business

Textbooks (or Course Materials) with Edition:

 “Strategic Marketing” by David W. Cravens, 10th Edition, McGraw-Hill.

 Further readings/notes/handouts and case studies will be provided by the instructor when and where deemed
necessary.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Assignements(s) 9
Class Participation 5
Présentations 6
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

1. 1. Strategic Marketing , The marketing Strategy process
Market-Driven Strategy
Characteristics of MD Strategies
2. Market-Driven Strategy characteristics: 1. Becoming Market Oriented 2. Distinctive capabilities
Matching customer values 4. Creating value for customer
2. 3. Corporate and business and marketing strategies and Component
Strategic marketing new era challenges
4. Business and Marketing Strategies, Strategic Plan
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 Strategic situation analysis 
Marketing size estimation
3. 5. Developing and Implementing Market Driven program
Strategic Brand Management ,
Value chain, price and promotion strategies
6. Market Vision, Structure, and Analysis and competitive space
Analyzing completion, building customer profiles, forecasting
4. 7. Strategic marketing segmentation
Market Driven strategy, segmentation and process
8. Segmentation and value opportunities, and capabilities
creating new market space, Targeting and strategic positioning
5. 9. Requirements of segmentation
Response differences, Identifiable, Actionable ………
10. Approaches for finer segmentation strategy. And
Targeting and positioning strategies.
6. 11. Strategic customer management: Systems, Ethics, and social responsibility
Developing CRM Strategy, customer lifetime value
Corporate Reputation…..
12. Marketing Information and Intelligence systems, and
Ethical issues
7. 13. Innovation and New products strategy
Types of Innovation
Developing an Innovation culture
14. Case study “Google”.
MID TERM EXAMS
MID TERM BREAK
8. 15 Conti: New product planning……
Value – chain strategy
16 Roles and functions and consideration of Distribution….
Channel management and SCM.
9. 17 Distribution selection strategy
Pricing strategy, Pricing objectives
Strategic role of price……….
18 Advertising ,Promotion and sales strategies
Promotion strategy
10. 19 The Composition of sales promotion strategy
Communication objectives
20 Advertising strategy
Setting objectives and budgeting
11. 21 Sales promotion strategy and its scope and nature
Activities, Advantages and Limitations
22 Case study
12. 23 Sales, Digital and Direct marketing strategy
Sales force strategy
24 Types of sales jobs……….
Internet Marketing strategy
13. 25 Direct Marketing strategies
Reasons using Direct Marketing
26 Direct marketing methods and limitations……
14. 27 Presentation
28 Recap
END TERM EXAMS

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Course Title: Fundamentals of Supply Chain Management
Course Code: SCM-211
Credit Hours: 3
Course Instructor:

PREREQUISITES:
Students should be specialized in Strategy Planning & Operations aspects.

COURSE DESCRIPTION/OBJECTIVES:

 To cover high level supply chain strategy & concepts

 Strategic role of the supply chain.
 Key strategic drivers of supply chain performance.
 Analytic methodologies for supply chain analysis.
 Ability to communicate effectively through presentation, email, and team discussion
 Ability to logically organize thoughts
 Time management
 Ability to present oneself to confidence

COURSE LEARNING OUTCOMES

 Develop/evaluate performance of supply chain

 Develop an understanding about critical drivers that impact supply chain performance
 Develop a sound understanding of the important role of supply chain management in
today’s business environment
 Compare mode of transportation and related policies
 Identify the principle of customer and SRM in supply chain

RECOMMENDED TEXT BOOK

 Supply Chain Management, 4th edition, Sunil Chopra.

REFERENCE BOOKS
 Supply Chain Management by Janat Shah
ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Presentations 3
Case Discussion 3
Lab Work/Practical Project 5
Any Other
Total 20 20
Grand Total 100

Page 71 of 244
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. What is supply chain, Objective of supply chain
1.
2. Importance of supply chain, Decision phases in supply chain
3. Process view of supply chain
2.
4. Supply chain macro process in a firm, case study
5. Competitive & Supply chain strategic, Achieving strategic fit
3.
6. How strategic fit achieved
7. How strategic fit achieved & obstacles to achieving strategic fit
4.
8. Quiz & Presentation
9. Drivers of supply chain performance & Facilities
5.
10. Inventory and transportation
11. Information and sourcing
6.
12 Pricing
13. Review
7.
14. Quiz and presentation
MID TERM EXAMS
MID TERM BREAK
15. Role of distribution in Supply chain, Factors influencing distribution
8. network
16. Design option for a distribution network
17. Design option for a distribution network
9.
18. E-business and the distribution network & impact of e-business on cost
19. The role of transportation in supply chain & modes of transportation
10.
20. Modes of transportation & Case Study
21. Design option for a transportation network & trade-off in transportation
11. design
22. Tailored transportation and role of IT in Transportation
23. Planning Supply & Demand in Supply chain
12.
24. Planning Supply & Demand in Supply chain & Case study
25. Information technology in supply chain
13.
26. Information technology in supply chain
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS

Page 72 of 244
Course Title: Money & Banking
Course Code: FIN-311
Credit Hours: 3+0
Course Instructor:

Prerequisites:
The prerequisites for this course are Microeconomics, Macroeconomics and Introduction to Finance.

COURSE DESCRIPTION/OBJECTIVES:

This course addresses classical and contemporary issues in the theory of money, banking, and financial
institutions. 

 Identify functions of money and how money is related to interest rates; how interest rates are
determined; behavior of interest rates; risk and term structures of interest rates;
 Understand importance of financial markets and financial institutions in the economy; operations
of depository institutions; why they are regulated;

 Explain how a nation’s money supply is determined; tools of monetary policy, role of central
banks and the conduct of monetary policy

INTENDED COURSE LEARNING OUTCOMES:

Upon successful completion of the course a student will be able to:

 Understand the importance of the financial sector in directing the use of scarce capital
 Understand the nature and functions of money
 Understand the Monetary Standards
 Understand the Financial institutions, structures and financial markets
 Understand the importance and functions of Central Bank
 Understand the monetary policy and its instruments
 Explain the determinants of interest rates
 Understand the term structure of interest rates
 Understand the impact of inflation on interest rates

RECOMMENDED TEXT BOOK:

Modern Money and Banking by Roger LeRoy Miller, David D. VanHoose. McGraw Hills Publications.
REFERENCE BOOKS:
Money, banking and financial markets by Stephen G.Cecchetti
ASSESSMENT INSTRUMENT WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 09
Assignements(s) 05
Class Participation 03
Presentations 03
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

# #

Page 73 of 244
 1. Introduction to money and the financial system
Parts of the financial system
The five core principles of money and banking
1.
2. Nature & Functions of Money. Meaning of money
Barter system and the difficulties of barter
Commodity money and Fiat money standards
3. Exchange & transaction costs
Commodity money &commodity standards
2.
4. Monopoly model of money
Seigniorage
5. Approaches to defining& approaching money
Transaction approach
3. Monetary approach
6. The Evolution of Money
The future of money
7. Financial instruments, financial markets & financial institutions.
4. Direct& indirect financing
8. Uses of Financial instruments, Underlying verses Derivative instruments
9. Bank and the different types of bank
5. Functions of a commercial bank
10. The thrift industry
11. Introduction to Interest rates: nominal vs real interest rate. Prime rate
6. 12 Interest rate calculation: nominal yield, current yield, yield to maturity, present value
of bond
13. Treasury bill and coupon yield calculation for T-bill
7.
14.
MID TERM EXAMS
MID TERM BREAK
15. Introduction to Central banking, Importance of central bank, Functions of
central bank
8.
16. Monetary policy and the Instruments of monetary policy: OMO, Discount
window policy, Reserve requirements.
17. Money in traditional macroeconomic system
9.
18. Money demand function, Supply of money
19. Introduction to Investment-Saving , Derivation of IS schedule
10. 20. Introduction to Liquidity-Money, Derivation of LM schedule
Derivation of IS-LM schedule
21. IS-LM Equilibrium and its effects on economy, IS-LM Disequilibrium
11.
22. Monetary policy in IS-LM model
23. Monetary Policy. Objectives & targets of monetary policy
12.
24. Intermediate targets of monetary policy
25. Nominal interest rate as intermediate target
13.
26. Money stock as intermediate target
27. Nominal income as intermediate target
14.
28. REVISION
END TERM EXAMS

Page 74 of 244
Course Title: Business Ethics
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Introduction to Business

COURSE DESCRIPTION/OBJECTIVES:
 In today’s changing environment Ethical dilemmas handled properly or mismanaged can play a
decisive role in a company future and survival. Better understanding of theory and best practices in
business can save companies from huge economic, social and image disasters which are escalated
due to contemporary media practices. The in-depth understand and application in corporate
decision making is prerequisite for responsible corporate sector. Business ethics is a multi
dimensional subject with application in almost every stream of business education and practice. An
important theme of corporate governance is to ensure the accountability of certain individuals in an
organization through mechanisms that try to extend knowledge of dilemmas and ethical issues in
organizations and build capacity to solve these issues with properly employing frameworks
developed specifically for ethical issues in organizations and society. The issues addressed by
Business ethics can be attributed to classified or state owned large, medium or small organizations.

COURSE LEARNING OUTCOMES:

After completing this course the students will be able to:

1. To be able to understand business Ethics concepts and its vocabulary

2. By using managerial framework, explain how ethics can be integrated into Business
practices.
3. Provides an overview of the concepts, process, and best practices associated with
Successful business ethics program.
4. To be able to relate theory to practical business and Prepare students for ethical dilemmas
they will face in business careers
5. To be able to understand apply corporate decision making with ethical dimensions
6. To enable the students to understand the mechanism of governance and its valuation for
organizational profitability.

RECOMMENDED TEXT BOOK:

3. Business Ethics by Joseph W. Weills. 5th Edition.
REFERENCE BOOKS / MATERIAL
 Handouts
 Case studies
 Business Ethics; Ethical decision making and cases by O.C Ferrell, John Paul
Fraedrich, Linda Ferrell.
ASSESSMENT INSTRUMENT WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2

Page 75 of 244
Présentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Page 76 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Class & Course Introduction
Business Ethics and the changing environment
 Morals and Ethics
 Why Ethics are important for any business?
1.  Relationship between Business and Ethics
2. Business Ethics and the changing environment
 Why Business is being ethical now?
 Decision –making levels of ethics
 Myths about Business Ethics
3. Stakeholder and Issue Management approaches
 Stakeholder Management approach
 Importance of stakeholder analysis
 How to execute Stakeholder analysis
2.
4. Stakeholder and Issue Management approaches
 Six step issue management process
 Seven phase issue development process
 Four crises management stages
5. Ethical principles Quick Tests and Decision making Guidelines
 Levels and types of ethical issues
 Utilitarianism & Universalism
 Immoral , A-moral and moral management
3.
 Four social responsibility modes and roles
6. The Corporation and the External Stakeholders
 Managing corporate social responsibility in the marketplace
 Managing corporate responsibility with external stakeholders
7. Corporate Ethical Responsibilities and the Environment
 Corporate Responsibilities and consumer rights
 Corporate responsibility in advertising
4.  Controversial issues in advertising
8. Corporate Ethical Responsibilities and the Environment
 Causes of environmental pollution
 Rights of future generations
9. Case Study Discussion-I
5.
10. Case Study Discussion-I
11. Organizational culture and , compliance and stakeholder management
 Leadership and stakeholder management
 Failure of ethical leadership
6. 12 Organizational culture and , compliance and stakeholder management
 Organizational culture
 High ethics companies
 Weak culture
13. Corporate self regulation and ethics programs
 Organizations and leaders as moral agents
7.
 Codes of conduct
14.  Values based stakeholder approach : A Readiness checklist
MID TERM EXAMS
MID TERM BREAK
8. 15. Employee Stakeholders and The Corporation
 The aging workforce
 Generational differences in the workplace
16. Women in workforce
Page 77 of 244
  Increasing cultural mix
 Mainstreaming disabled workers
17. Employee and employer rights and responsibilities
 Moral foundations of employee rights
9.
18.  Employee rights in the workplace
 Other employee rights and obligations to employers
19. Case Study Discussion-II
10.
20. Case Study Discussion-II
21. Discrimination, equal employment opportunity and affirmative action
 Discrimination
 Equal employment opportunity
 Age and discrimination
11.
 Equal pay
 Reverse discrimination
22.  Sexual harassment in workplace
 Whistle blowing verses organizational loyalty
23. Business ethics stakeholder management in the global environment
 The connected global economy and globalization
 Managing and working in a “Flat world”
 Shared leadership in teams competency
 Global ethical values and principles
12.
24. The principles
 Cross cultural business ethical issues professionals may experience
 Gifts verses bribery
 Racial and sexual discrimination
 Piracy
25. Social issues and globalization
 Crime and corruption
 Economic poverty and child slave labor
 The global digital divide
 Westernization of cultures
13.  loss of nation state Sovereignty
26. Cross cultural ethical decision making and negotiation methods
 External corporate monitoring groups
 Multinational enterprise as stakeholder
 Individual stakeholder methods for ethical decision making
 Four typical styles of international ethical decision making
27. Final Project and Class Presentations
14.
28. Final Project and Class Presentations
END TERM EXAMS

Page 78 of 244
Course Title: Financial Management
Course Code: FIN-341
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Introduction to Business Finance

Course Description/Objectives:

The purpose of the financial management is to enable you to understand the financial decision –making process and
to interpret the impact that financial decisions will have on value creation. The course introduces the three major
decision –making areas in financial management: the investment, financing and asset management decisions.

Course Outcomes:

After successful completion of this course, students will be able to

 Describe the opportunities of financial manager.
 Demonstrates the ability in understanding the financial statements by computing the significant
ratios and interpreting the values through narrative reports.
 Perform critical analysis on capital investment scenarios.
 Use financial and other information to undertake financial planning and forecasting and analyze
alternative investment decisions

Textbooks (or Course Materials):

 Financial Management 13th Edition by Van C. Horne

Reference Material:

 Financial management by Brigham and Housten 13th edition

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

COURSE CONTENT:
Lectu
Week
re TOPICS TO BE COVERED
No No
Introduction of Financial Management (Link with previous subject ITBF)
1 Goal of the firm, difference between profit maximization and shareholders wealth maximization, agency
problems
1
Goals of a Financial Manager, Finance and accounting. What is financial management? Difference between
2 investing, financing and asset management decisions. Formation of companies/financial statements of
companies Solution to end Questions

Page 79 of 244
 Concept of Time Value of Money, Discussion of Time Line its importance, Difference between Present Value
3 and Compound Value concept, Solution of Question for Simple and Compound Interest, Annuity, Discussion of
2 Annuity Questions,
Valuation of Long Term Securities, Basic Concepts of Valuations, Different Types of Bonds on the Basis of
4 Valuations Valuation of Bonds
Valuation of Long Term Securities, Basic Concepts of Valuations, Different Types of Bonds on the Basis of
5 Valuations Valuation of Bonds
3
6 Efficient Financial Markets, Three form of Efficiency
Risk and Return of a single asset. Concept of probability distribution. Standard Deviation, coefficient of
7 variance.
4
8 Difference between total risk, Systematic and non-systematic risk.
9 Discussion of Portfolio risk and return
5
10 Difference between SML and CML
11 The Capital-Asset Pricing Model (CAPM)
6
12 The Arbitrage Pricing Theory (APT)
13 Discussion on financial statements and their analysis. Users of financial statements.
7
14 Common-Size and Index Analysis, Horizontal and Vertical Analysis
15 Common-Size and Index Analysis, Horizontal and Vertical Analysis Exercise
8
16 Common-Size and Index Analysis, Horizontal and Vertical Analysis Interpretation
17 MID TERM EXAMS
9
18 MID TERM BREAK
19 Ratio analysis. Liquidity ratios, debt or leverage ratios. Questions and problems.
10
20 Coverage ratios, activity ratios. Questions and problems relating to the ratios and their interpretation.
Profitability ratios: Gross profit ratio, net profit ratio, operating profit ratio. Questions and numerical. Chapter 6
21 Van Horne
11
22 Numerical of Financial Ratios
23 Reverse Calculations to Make Financial Statements from Ratios
12
24 Budgeting – Cash Budgets
Budgeting - Capital Budgeting: Overview of capital budgeting techniques, payback period, net present value
25 method, internal rate of return, profitability index.
13 Risk in capital budgeting. Concept of probability distribution, standard deviation, coefficient of variance.
26 Probability distribution approach. Decision tree approach. Calculation of coefficient of variance (Solution to
relevant Question chapter 14 Van Horne)
Cash and Marketable Securities Management: Motives for holding cash. Speeding up of cash receipts. Slowing
27 down cash payments. Electronic float. Cost and benefit of electronic float. Outsourcing.
14
28 Cash balance to maintain. Investing in marketable securities.
The marketable securities portfolio and its segments. Discussion on different Variables in the market securities
29 selection.
15
30 The common money market instruments.
END TERM EXAMS

Semester – VI
CODE COURSE CREDITS
MGT-421 Introduction to Social Sciences 3
Page 80 of 244
HUM-421 Entrepreneurship 3
MGT-412 Production operation Management 3
MGT-422 Consumer Behavior 3
Mgt-321 Business Policy & Strategy 3
MGT-345 Leadership & Organizational Behavior 3

Page 81 of 244
Course Title: Introduction to Social Sciences
Course Code: MGT-421
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Principles of Management, Business Ethics

Course Objectives:

The course objectives are:

1.To provide the understanding of the different disciplines within the social sciences, what they are, and how
they operate.
2.To develop the ability of student to create ideas and solve problems together to develop an active learning
community.
Course Outcomes:
After successful completion of this course, students will be able to

 Understand the basic principles and tools of social sciences.

 Know the concepts and theories and strategies of social sciences.
 Recognize the nature and process of social sciences concepts
Textbooks (or Course Materials) with Edition:
 Hunt, E. F., & Colander, D. C. (2015). Social science: An introduction to the study of society.
Routledge.

Assessment Instrument with Weights:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 10
Assignements(s) 05
Class Participation 05
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Social Science and Its Methods
Social Science
Social Science as a System of Rules
The Scientific Method and Its Application
1. Methodology and the Social Sciences.
2.
Social Science Approaches to Problems
Common Sense in the Social Sciences
The Use of Statistics
The Interdisciplinary Approach

Page 82 of 244
 3. Historical Roots of Social Science
The Enlightenment
From Philosophy to Social Science
Human Origins
The Origin of the Human Species
Darwin and the Theory of Evolution
2. Recent Developments in Genetics
4.
Some Implications of Recent Developments
Sociobiology
Punctuated Equilibrium versus Gradual Change
The Evolution of Human Beings
Science, Faith, and Controversy
Predecessors of Modem Humans
5. Origins of Western Society
From the Stone Age to the Agricultural Age
Early Civilizations
The Cradle of Modern Civilization: Mesopotamia and Egypt
Development of the Greek Civilization
The Persian Empire
3. Roman Civilization
6. The Middle Ages (A.D. 476-1455)
The Renaissance
The Development of Modern Economic and Political Institutions
From Serfdom to Mercantilism
The Emergence of Nation-States
The Industrial and Political Revolutions of the 1750s to the 1850s.
7. Culture and Multiculturalism
Multiculturalism
The Shared Beliefs in Culture
Culture and the Nature of Society
Culture and Its Role in Human Societies
4. The Elements of Culture
8.
Cultural integration
Culture, Society, and Social Change
Popular Theories of Social Change
Factors Causing Cultural Change
Language and Cultural Change
9. Society, Culture, and Cultural Change
Social Change and Social Problems
Cultural Lag and Social Problems
Limitations of the Cultural Lag Theory
5.
10. Contrasts among Cultures
The Interaction of Humans and Society
Cultural Relativism
Approach to the Study of Society
11. Geography, Demography, Ecology, and Society
Geography
Demography
Population Estimates
Determinants of Population Growth
The Growth of Population over Time
The Problem of Counting
6. 12 The Malthusian Theory
Population and Means of Subsistence
The Concept of Optimal Population
The Question of Population Quality
Ecology: The Interaction of Geography, Demography and Environment
The Ecological Balance
Pollution
Conservation and the High Price of Gasoline
13. The Family
Variations in the Family Pattern
Number of Mates
Selection of Mates
7.
14. Family Control
Reckoning of Descent
Functions of the Family in Society
Matching Family Patterns with Family Functions.
MID TERM EXAMS
Page 83 of 244
 MID TERM BREAK
15. Religion
The Nature of Religion
The Great Religions of today
Islam
Hinduism
Buddhism
8. 16. Judaism
Christianity
The Role of Religion in Society
Religion as a Source of Moral Values and Social Change
Impact of Religion on Education, the Arts, and Literature
Interfaith Efforts for Peace
The Potential Conflict between Religion and Government
17. The Functions of Government
The Primary Functions of Government
Maintaining Internal Order and External Security
Ensuring justice
Safeguarding Individual Freedoms
9. 18. Regulating Individuals' Actions
Promoting the General Welfare
Debates about the Nature of Government
Political Theory and Government
Three Views of the Nature of Government
Elements of Truth in Each of the Views
19. Forms of Government
Democracies
Autocracy
French Government
The French Parliamentary System
The French Executive Branch
10. 20. Mexican Government
Nigerian Government
The British Influence
Modern Nigeria's Government: The Fourth Republic
Russian Government
Saudi Arabian Government
Some Lessons about Governments
21. Governments of the World
French Government
The French Parliamentary System
The French Executive Branch
Mexican Government
Nigerian Government
11. 22. The British Influence
Modern Nigeria's Government: The Fourth Republic
Russian Government
Saudi Arabian Government
Some Lessons about Governments
Future changes in Governments
23. The Organization of Economic Activities
The Nature of an Economy
Functions of an Economy
Economics and the Social Sciences
Economic Wants and Economic Goods
The Economic Aspects of Culture
The Great Economic Problem
12. 24. The Evolution of Economic Systems
From Feudalism to Mercantilism
From Mercantilism to a Pragmatic Market Economy
Planned and Unplanned Economies
How Planned Economies Are Supposed to Work
Why Central Planning Did Not Meet Its Goals
How Market Economies Are Supposed to Work
Supply and Demand

Page 84 of 244
 25. The Political Economies of Developing Countries
Problems of Developing Countries
The Political Consensus Problem
The Corruption Problem
The Economic Problem
The Debt Problem
The Population Problem
26.
The Brain Drain Problem
13.
Mission Impossible: Advice to a Potential Leader
Options of Developing Countries
Political Options
Economic Options
Foreign Policy Options
Population Options
The Brain Drain Option
Who Will Be the Next Leader?
27. Social and Economic Stratification
Types of Social Stratification
Estates
Castes
Social Classes
Social Mobility
Who Are the Upwardly Mobile?
14. 28. Education and Social Mobility
Class Consciousness
Class Consciousness, Marx, and Weber Economic and Social Inequality
Causes of Income Inequality
Measuring Poverty
Increasing Social and Economic Inequality
Policies to Reduce Inequality
- END TERM EXAMS -

Page 85 of 244
Course Title: Entrepreneurship
Code: HUM-421
Credit Hours: 3+0
Course Instructor:

Prerequisites: None
A better understanding all basic courses such as marketing, management, and finance is
important as prerequisite for better understanding of entrepreneurship.

Course Description:
 This course provides the students with an introduction to the concepts and capabilities necessary to
successfully commercialize new ideas.
 Entrepreneurship is about more than coming up with an idea or starting a business. It is also about
identifying and validating good opportunities and then creating, communicating, and capturing value
from those opportunities over time. This includes new firms as well as firms in corporate and non-
profit settings.
 This course will emphasize new venture formation.

Objectives:
 To understand and handle your own business. This course will equip the students with appropriate
subject knowledge and practical skills for managing business investments and fundraising for start-
ups.

 A thorough emphasis on writing the winning business plan and transforming the idea into a proto
type

 Initiate a start-up – to provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan.

 The course aims at motivating and guiding the students to become successful entrepreneurs

Course Learning Outcomes:

By the end of this course, students are expected to:
 Recognize the nature of entrepreneurship and entrepreneurial processes
 Generate business ideas and Evaluate business opportunities
 Learn how to identify and solve major entrepreneurial issues
 Gain first-hand experience of starting a new venture via developing a business plan.
ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical
Project
Any Other
Total 20 20
Grand Total 100

Page 86 of 244
COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1. Introduction to Entrepreneurship, Nature and Importance of
1. Entrepreneurship, Myths about Entrepreneurship, Types of
entrepreneurs,
Process of entrepreneurship
2. Religious Perspectives on Entrepreneurship (Tafseer of Surah e Quraish,
Holy Prophet Hazrat Muhammad s.a.w.w as a model entrepreneur)
3. Recognizing Opportunities and Generating Ideas, Finding gaps, Sources
2. and Methods of Generating Ideas
4. Recognizing Opportunities and Generating Ideas, Finding gaps, Sources
and Methods of Generating Ideas
5. Case - Study 1
3. 6. Brainstorming Discussion on Students’ Ideas
7. First - Screen Analysis – The Feasibility Analysis Tool
4.
8. Case – Study 2
9. Application of First Screen Analysis on the students’ business idea
5.
10. Developing an Effective Business Model
11. Writing a Business Plan
6.
12 Writing a Business Plan
13. Writing a Business Plan
7.
14. Case – Study 3
MID TERM EXAMS
MID TERM BREAK
19. Getting Funding or Financing
8.
20. Getting Funding or Financing and Financial Plan
21. HR/Organizational Plan
9.
22. The Importance of Intellectual Property
23. The Importance of Intellectual Property
10.
24. The Process of Business Registration and Legal Documentation in Pakistan
25. Case – Study 4
11.
26. E Business Strategy and Marketing Plan
27. E Business Strategy and Marketing Plan
12.
28. Case – Study 5
29. Franchising
13.
30. Role of SMEDA in SME Development
31. Case – Study 6
14
32. Business Plan Presentations
. End term examination

Page 87 of 244
Course Title: Production Operations Management (POM)
Course Code: MGT-522
Credit Hours: 3+0
Course Instructor: Dr Qlander Hayat

Prerequisites:
Before reading this course, students should have taken the courses of Principles of Management and
Business Mathematics and Statistics (BMS), Management Information System (MIS).

COURSE DESCRIPTION/OBJECTIVES:

This course gives you an introduction to the functional area of production and operations management as
practiced in manufacturing industries and the services sector. It includes ions and
Operations and Productivity, Operations Strategy in a Global Environment, Project Management,
Forecasting, Design of Goods and Services, Managing Quality, Process Strategy, Location Strategies,
Layout Strategies, Supply Chain Management, Inventory Management, and Lean Operations.

INTENDED COURSE LEARNING OUTCOMES

 Demonstrate awareness and an appreciation of the importance of the operations and supply
management to the sustainability of an enterprise.
 Demonstrate a basic understanding of the ten knowledge areas of production and operation
management.
 Explain the locations decisions in operations management.
 Demonstrate an awareness of the importance of layouts.
 Explain the importance of forecasting.
 Demonstrate an understanding of the concepts of operations scheduling.
 Demonstrate a basic understanding of process strategy.

PROVISION OF SOFT SKILL

The students will develop the skill of the decision-making process and apply the principles that make it
possible to design facilities, processes, and control systems with a degree of predictability as to their
performance.

RECOMMENDED TEXTBOOK
Operations Management by Jay Heizer, Barry Render, Chuck Munson, 13th edition.
REFERENCE BOOKS
Operations and supply chain management. By Roberta S. Russell and Bernard W. Taylor III, 7 th
Edition.
ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Practical Project
Any Other
Total 20 20
Grand Total 100
Page 88 of 244
Page 89 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Introductory class, Introduction Basic Concepts of Production and Operations
Management. Organizations for creation of goods and service
1. 2. Operations and Productivity, Organizing to Produce Goods and Services, The Supply
Chain, The History of Operations Management, Operations for Goods and Services.
3. The Productivity Challenge, Productivity Measurement, Productivity Variables,
Productivity and the Service Sector, Current Challenges in Operations Management
Ethics, Social Responsibility

2. 4. Operations Strategy in a Global Environment, A Global View of Operations and

Supply Chains, Cultural and Ethical Issues, Developing Missions and Strategies,
Mission, Strategy, Achieving Competitive Advantage Through Operations,
Competing on Differentiation, Competing on Cost, Competing on Response, Issues
in Operations Strategy, Strategy
5. Development and Implementation, Key Success Factors and Core Competencies,
Integrating OM with Other Activities, Building and Staffing the Organization,
Implementing the 10 Strategic OM Decisions, Strategic Planning, Core
Competencies, and Outsourcing, The Theory of Comparative Advantage,
3. Outsourcing
6. Project Management, Project Planning, The Project Manager, Work Breakdown
Structure, Project Scheduling, Project Controlling, Project Management Techniques:
PERT and CPM, The Framework of PERT and CPM, Network Diagrams and
Approaches,
7. Activity-on-Node Example, Activity-on-Arrow Example, Determining the Project
Schedule, Forward Pass, Backward Pass, Calculating Slack Time and Identifying the
4. Critical Path(s), Variability in Activity Times, Three Time Estimates in PERT.
8. Probability of Project Completion, Cost-Time Trade-Offs and Project
Crashing, A Critique of PERT and CPM, Using Microsoft Project to Manage Projects
9. Design of Goods and Services, Goods and Services Selection, Product Strategy
Options Support Competitive Advantage, Product Life Cycles, Life Cycle and
Strategy, Product-by-Value Analysis, Generating New Products, Product
Development, Product Development System, Quality Function Deployment (QFD),
5.
Organizing for Product Development, Manufacturability and Value Engineering.
10. Issues for Product Design, Robust Design, Modular Design, Computer-Aided Design
(CAD) and Computer-Aided Manufacturing (CAM), Virtual Reality Technology 185
Value Analysis, Sustainability and Life Cycle Assessment, (LCA),
11. Product Development Continuum, Purchasing Technology by Acquiring a Firm,
Joint Ventures, Alliances, Defining a Product, Make-or-Buy Decisions, Group
Technology, Documents for Production, Product Life-Cycle Management (PLM),
Service Design, Process–Chain–Network (PCN) Analysis.
6. 12 Managing Quality, Quality and Strategy, Defining Quality, Implications of Quality,
Malcolm Baldrige National Quality Award, ISO 9000 International Quality
Standards, Cost of Quality (COQ), Ethics and Quality Management, Total Quality
Management, Continuous Improvement, Six Sigma, Employee Empowerment,
Benchmarking, Just-in-Time (JIT), Taguchi Concepts,
13. Knowledge of TQM Tools, Tools of TQM, Check Sheets, Scatter Diagrams, Cause-
and-Effect Diagrams, Pareto Charts, Flowcharts, Histograms, Statistical Process
7. Control (SPC), The Role of Inspection, When and Where to Inspect, Source
Inspection, TQM in Services
14. Revision
MID TERM EXAMS
MID TERM BREAK
8. 15. Forecasting, Forecasting Time Horizons, Types of Forecasts, The Strategic
Importance of Forecasting, Supply-Chain Management, Human Resources,
Capacity, Seven Steps in the Forecasting System, Forecasting Approaches,
Overview of Qualitative Method,
16. Overview of Quantitative Methods, Time-Series Forecasting, Decomposition of a
Page 90 of 244
 Time Series, Naive Approach, Moving Averages,
Exponential Smoothing, Measuring Forecast Error, Exponential Smoothing with
Trend, Adjustment
17. Trend Projections, Seasonal Variations in Data, Cyclical Variations in Data,
Associative Forecasting Methods: Regression and Correlation Analysis,
18. Using Regression Analysis for Forecasting, Standard Error of the Estimate,
9.
Correlation Coefficients for Regression Lines, Multiple-Regression Analysis,
Monitoring and Controlling, Forecasts, Adaptive Smoothing, Focus Forecasting,
Forecasting in the Service Sector.
19. Process Strategy, Four Process Strategies, Process Focus, Repetitive Focus, Product
Focus, Mass Customization Focus, Process Comparison, Selection of Equipment,
Process Analysis and Design, Flowchart, Time-Function Mapping, Process Charts,
10. Value-Stream Mapping, Service Blueprinting
20. Production Technology, Machine Technology, Automatic Identification Systems
(AISs) and RFID, Process Control, Vision Systems, Robots, Automated Storage and
Retrieval Systems (ASRSs),
21. Automated Guided Vehicles (AGVs), Flexible Manufacturing Systems (FMSs),
Computer-Integrated Manufacturing (CIM), Technology in Services
11.
22. Location Strategies, The Strategic Importance of Location, Factors That Affect
Location Decisions,
23. Labor Productivity, Exchange Rates and Currency Risk, Costs
Political Risk, Values, and Culture, Proximity to Markets, Proximity to Suppliers,
Proximity to Competitors (Clustering).
12. 24. Methods of Evaluating Location, Alternatives, The Factor-Rating Method,
Locational Cost–Volume Analysis, Center-of-Gravity Method, Transportation
Model, Linear Programing, Service Location Strategy, Geographic Information
Systems (GIS)
25. Layout Strategies, The Strategic Importance of Layout Decisions, Types of Layout,
Office Layout, Retail Layout, Warehouse and Storage Layouts,
13.
26. Fixed-Position Layout, Process-Oriented Layout, Work Cells, Repetitive and Product
Oriented Layout
27. Revision
14.
28. Final Project Presentations or viva voce
END TERM EXAMS

Page 91 of 244
Course Title: Pakistan Economy
Course Code: ECO-301
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Microeconomics, Macroeconomics, Money & Banking.

COURSE DESCRIPTION/OBJECTIVES:
This course is an attempt at understanding some of the significant debates that have occupied the realm of
political economy in relation to Pakistan. The course attempt to study the impact of production on politics
and vice versa through the medium of issues such as labour, health, education, poverty, industrial
concentration and ownership, economic policies, and state-society relations. The main objectives of the
course for students are:

 To make students understand the key sectors of economy of Pakistan and contemporary issues in
agriculture, industry, financial and social sector.
 To make students understand current policies in trade, commerce, fiscal/monetary policy, industry
and agriculture.
 To let the students, have a comprehensive knowledge about the current economic statistics of
major sectors of the economy.

INTENDED COURSE LEARNING OUTCOMES

The students are expected to:

 Identify and compare the main political themes in the development of the Pakistan economy.
 learn about the current economic condition of Pakistan and also to develop analytical thinking
about future.
 Effectively communicate ideas through presentation.

RECOMMENDED TEXT BOOK

Zaidi, S. Akbar, (2017), “Issues in Pakistan Economy”, third edition, Oxford University Press.

REFERENCE BOOKS
 Saeed, K. Amjad, (2007) “Economy of Pakistan, Institute of Business Management, Lahore.
 Economic Survey of Pakistan (Latest Issues).
ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 05
Assignements(s) 06
Class Participation 02
Presentations 07
Total 20 20
Grand Total 100

Page 92 of 244
COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Assessing Pakistan’s Development
1. Structural transformation.
2. Five decades and five Epochs, Laying the foundation:1947-1958
3. The decade of Development:1958-1968
2.
4. The Bad Luck year:1971-1977, The second Military Government:1977-1988
5. The era of structural adjustment:1988 onwards
3. 6. Pakistan’s Agriculture sector
Significance of Agriculture sector for Pakistan. Importance of Agriculture Sector.
7. Green revolution, Mechanization, Land Reforms
4. 8. Manufacturing sector of Pakistan.
Importance of industrial sector.
9. Main industries of Pakistan. Key issues in industry in Pakistan
5.
10. Small scale manufacturing sector, its emergence and Growth
11. Energy Crisis in Pakistan
6.
12 Energy Crisis in Pakistan contd…
13. Balance of Payment and its components
Pakistan foreign economic relations.
7.
14. Contribution of the trade in the GDP of Pakistan.
Pakistan’s imports and exports in the context of current economic survey.
MID TERM EXAMS
MID TERM BREAK
15. Pakistan’s Fiscal Deficit
8. Does the Fiscal Deficit Matter?
16. The problems of measuring the deficit, fiscal deficits
17. Macro-economic implications of fiscal deficit.
IMF/World Bank view of Pakistan Fiscal Deficit.
18. Monetary policy, savings and inflation
9.
Introduction.
Monetary policy and monetary management in Pakistan.
Money supply and monetary expansion
19. Inflation and its causes. The low saving rates in Pakistan
10. 20. The Social Sector, Institutions, and the Governance.
Planning for the social sector
21. The health sector,(Statistics and Issues)
11.
22. Education,( Statistics and Issues)
23. Population Welfare
12.
24. Poverty and inequality. Trends and causes of poverty.
25. Regional and income inequalities
13.
26. Gender inequality and women: issues and trends
27. Gender inequality and women: issues and trends (contd)
14.
28. Revision
END TERM EXAMS

The number of weeks given can vary as the above schedule is tentative. Also, the date of examination may be
shifted later or earlier.

Page 93 of 244
Course Title: Business Policy and Strategy
Course Code: MGT -442
Credit Hours: 3+0
Course Instructor:

Prerequisites: Basic General Management

COURSE DESCRIPTION / OBJECTIVES:

1. Understanding of the nature of strategic management and the challenges facing business in the 21st
century, including the impact of legal, ethical, political, social, economic, international and
technological issues;
2. Ability to critically evaluate alternative approaches to strategic management;
3. Ability to apply the techniques of strategic management to the analysis of businesses and the
development and implementation of viable strategies.

INTENDED COURSE LEARNING OUTCOMES:

At the end of the module, for a range of business and management organizations, the student will be able
to:

1. Evaluate and choose between different approaches to strategy;

2. Understand and apply recent developments in strategic theory in a business context;
3. Develop an approach to strategy which emphasizes the importance of organizational learning as a
tool for understanding the business and its relationship to the complex environment in which it
operates;
4. Identify and evaluate potential sources of competitive advantage;
5. Propose and justify viable future business strategies.

Recommended Textbooks (or Course Materials):

1) Corporate Strategy, 4th Edition by Richard Lynch

2) Exploring Corporate Strategy 9th Edition by Johnson & Scholes
3) Strategic Management and Business Policy, 9th Edition by Thomas L.Wheelen and J. David
Hunger.
Assessment Instrument with Weights:

S.No Items Marks

1 Mid Term Exam 30 marks
2 End Term Exam 50
3 Internal evaluation break down
Quiz 3
Assignment 3
Case Studies 4
Project Presentations 10
Total Evaluation marks (20) 20
Grand Total 100

Course Contents

Week # Lecture # TOPICS TO BE COVERED

1. Introduction to course.
What is strategy?
1. 2. Corporate strategy.
Core areas of corporate strategy.
Process, Content and Context
3. How have current ideas on corporate strategy evolved
2.
4. What are the main prescriptive and emergent theories of strategy?
Page 94 of 244
 5. Analyzing the environment?
Analyzing the customer and market segmentation.
3.
6. Sustainable competitive advantage.
Dynamics of competitive advantage.
7. Analyzing resources- basics
Key factors of success in the industry
4.
8. Adding competitive value: the value chain and the value system
Resource analysis and competitive advantage.
9. Purpose of the organization
5. Shaping the purpose of the organization. –vision-mission-objectives
10. Purpose and role of leadership
11. Knowledge management.
6. How to innovate the ‘ideas’ process.
12 Developing the mission developing the objectives.
13. Developing the strategy
Purpose and SWOT analysis
7. 14. Environment based strategic options
MID TERM EXAMS
MID TERM BREAK
15. Strategy Evaluation
8
16. Resource Based Options
17. Strategy implementation
9
The implementation process.
19. Relationship between implementation and
the strategy development process
20. Objective, task setting and communicating the strategy.
10.
21. Resource allocation
22. Strategic planning
11.
23. Information monitoring and control
24. The dynamics of strategy development and entrepreneurial growth.
12.
25. The dynamics of fast moving markets.
26. Managing strategic change.
13. Basic concept of strategic change
27. Analyzing the cause of strategic change
28 Prescriptive and Emergent Approaches to managing change.
14. Building a cohesive corporate strategy.
29 Combining the elements of corporate strategy: the Seven S Framework.
END TERM EXAMS

Page 95 of 244
Course Title: Leadership and Organizational Behavior
Course Code: MGT-345
Credit Hours: 03
Course Instructor: Hina Shahab

Prerequisites:
Students should be specialized in Principles of Management and Human Resources Management

Textbooks (or Course Materials) with Edition Organizational Development & Change

 Organizational Behavior 15th Edition by Stephen P. Robins

 Organizational Behavior 12th Edition by Fred Luthans
 Leadership 5th Edition by Andrew J. Debrin

Course Description

Organizational Behavior is an important field of study for anyone who plans to work in an organization at
some point in his /her life. Organizational behavior is the study of how individuals relate in the workplace
and how groups and organizational structures affect individual behavior. Organizational behavior has three
levels of focus: individuals, groups (or teams) and organizations. The understanding of some key
principles regarding how people behave can help in becoming more effective co-worker, team member,
organization citizen and most importantly an effective leader.
Without effective leadership at all levels in organizations, it is difficult to sustain profitability, productivity
and good consumer service. Today organizations recognize that leadership transcends senior executives.
As a result, organizations require people with appropriate leadership skills to inspire and influence others
in teams, units and entire organization. Course is specifically designed to understand meaning, importance
and nature of leadership including role, traits and attributes of leadership as well as the behaviors and
practices associated with effective leadership.

Course Objectives:

The course first part is understanding about organizational behavior has three primary objectives

 To examine central theories and concepts in organizational behavior which provide students with
in-depth understanding of human behavior issues in organizations
 To develop students analytical and problem solving skills as they relate to organizational behavior
issues
 To develop students understanding about effectiveness of organizations in relevance to
organizational behavior

The second part comprises of effective leadership based on the following objectives

 To study leadership from individual, interpersonal and organizational perspective

 To understand traditional versus modern theories and models of leadership
 To examine traits, attributes as well as behaviors and skills of effective leadership

Course Outcomes:

At the end of course students will be able to:

 Understand and study the applications of human side management and organization
 Understand micro as well as macro perspective about organizational behavior
 Receive theoretical knowledge about how people behave within organizational
settings and develop practical skills for leading them effectively
 Understand what is leadership, what are various styles of leadership and how it can
be acquired

Page 96 of 244
Assessment Instrument with Weights
Midterm 30%
End term 50%
Internal Evaluation 20% (class participation, quizes, assignments and term project)

Week # Lecture # TOPICS TO BE COVERED

1. Orientation, outline discussion, Introduction to Organizational behavior
1.
2. Definition of OB, Importance of Organizational Behavior – an overview
3. Historical background of OB
2. 4. Challenges and opportunities for OB, Theoretical foundations for
OB
5. Perception, Personality, Emotions and attitudes: Importance and
definition of perception, Social perception (Attribution theory,
3.
stereotyping and Halo effect)
6. Big five model, MBTI, Important personality characteristics
7. Emotions and emotional intelligence, The nature and dimensions of
attitude (Components and functions), Ways of changing attitudes,
4.
Job satisfaction, OCB and organizational commitment
8. Motivation: Meaning, content theories of motivation
9. The process theories of motivation
5.
10. Contemporary theories of motivation
11. Learning: Learning theory background, Principles of learning:
Reinforcement and Punishment, Cognitivist, Behavioral and
6. Constructivist theory
12 Group and teams Nature, dynamics, theories and models of formal and
informal groups and teams
13. Revision
7.
14. Revision
MID TERM EXAMS
MID TERM BREAK
15. Conflict and Negotiations: conflict and transition in conflict thought
and sources
8.
16. The conflict process, intra personal and intra group conflict, Negotiations
strategies, processes and issues
17. Frustrations and Stress: causes of frustration and background of stress
9.
18. Causes of stress, effects and strategies for coping Stress and Frustration
19. Power and Politics: The meaning of power, contrasting
leadership and power , types and sources of power
10.
20. Political strategies used to acquire power, conditions of organizational
Politics and individual response
21. Leadership Definition: Traditional theories of leadership, Trait,
Behavioral and Situational leadership
11.
22. Modern theories of leadership, Transformational Leadership
Theory
23. Traits, motives, characteristics of leaders
12.
24. Leadership behaviors, roles and activities of leadership
25. Contemporary Leadership styles: Paradoxical Leadership, LMX,
13.
26. Authentic, Ethical, Servant, Contingency and situational leadership
27. Influence tactics of leadership
14.
28. Revision
END TERM EXAMS

Page 97 of 244
 Semester – VII
CODE COURSE CREDITS
MKT-411 Strategic Marketing 3
HUM-223 Chinese Language-I 3
MKT-474 Consumer Behavior 3
Elective-I 3
Elective-II 3

Page 98 of 244
Course Title: Strategic Marketing (BBA)
Course Code: MKT-
Credit Hours: 3+0
Course Instructor:
PREREQUISITS:

3. “Principle of Marketing “A South Asian Perspective - by Philip K. & Ehsan ul Huq.

4. “Marketing Management” International Edition – by Philip Kotler & Gary Armstrong

COURSE DESCRIPTION:
The course allows students to develop skills in dealing with strategic marketing problems found in both
profit and nonprofit settings. The focus is on a developing a framework for strategic marketing plans with
emphasis on consumer and environmental analysis.
Market segmentation, product positioning, marketing responsiveness, and competitive reaction will be
explored. Exercises and activities involving various aspects of marketing such as pricing, outsourcing,
and promotion will also be used to enliven text material.

COURSE OBJECTIVES:
The objectives of this course include that you become familiar with the application of marketing concepts.
The primary objective is to develop the capabilities necessary to apply marketing theories and concepts to
actual situations and current events.
COURSE OUTCOMES:

 To explain the need to develop market-oriented cultures and processes in order to deliver superior
customer value
 To demonstrate the significance of marketing in key business activities such as new product
development, customer management, and establishing value chain advantages.
 To emphasize the importance of marketing strategically and of marketing planning in operating a
successful business

Textbooks (or Course Materials) with Edition:

 “Strategic Marketing” by David W. Cravens, 10th Edition, McGraw-Hill.

 Further readings/notes/handouts and case studies will be provided by the instructor when and where
deemed necessary.
ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Assignements(s) 9
Class Participation 5
Présentations 6
Any Other
Total 20 20
GRAND TOTAL 100

Page 99 of 244
 COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

1. 1. Strategic Marketing , The marketing Strategy process
Market-Driven Strategy
Characteristics of MD Strategies
2. Market-Driven Strategy characteristics: 1. Becoming Market Oriented 2. Distinctive capabilities 3.
Matching customer values 4. Creating value for customer
2. 3. Corporate and business and marketing strategies and Component
Strategic marketing new era challenges
4. Business and Marketing Strategies, Strategic Plan
Strategic situation analysis 
Marketing size estimation
3. 5. Developing and Implementing Market Driven program
Strategic Brand Management ,
Value chain, price and promotion strategies
6. Market Vision, Structure, and Analysis and competitive space
Analyzing completion, building customer profiles, forecasting
4. 7. Strategic marketing segmentation
Market Driven strategy, segmentation and process
8. Segmentation and value opportunities, and capabilities
creating new market space, Targeting and strategic positioning
5. 9. Requirements of segmentation
Response differences, Identifiable, Actionable ………
10. Approaches for finer segmentation strategy. And
Targeting and positioning strategies.
6. 11. Strategic customer management: Systems, Ethics, and social responsibility
Developing CRM Strategy, customer lifetime value
Corporate Reputation…..
12. Marketing Information and Intelligence systems, and
Ethical issues
7. 13. Innovation and New products strategy
Types of Innovation
Developing an Innovation culture
14. Case study “Google”.
MID TERM EXAMS
MID TERM BREAK
8. 15 Conti: New product planning……
Value – chain strategy
16 Roles and functions and consideration of Distribution….
Channel management and SCM.
9. 17 Distribution selection strategy
Pricing strategy, Pricing objectives
Strategic role of price……….
18 Advertising ,Promotion and sales strategies
Promotion strategy
10. 19 The Composition of sales promotion strategy
Communication objectives
20 Advertising strategy
Setting objectives and budgeting
11. 21 Sales promotion strategy and its scope and nature
Page 100 of 244
 Activities, Advantages and Limitations
22 Case study
12. 23 Sales, Digital and Direct marketing strategy
Sales force strategy
24 Types of sales jobs……….
Internet Marketing strategy
13. 25 Direct Marketing strategies
Reasons using Direct Marketing
26 Direct marketing methods and limitations……
14. 27 Presentation
28 Recap
END TERM EXAMS

Page 101 of 244

Course Title: Chinese Language-I
Course Code: HUM-223
Credit Hours: 3+0
Course Instructor:

Prerequisites: Nil

Course Objective:

1. Acquire basic language skills of modern Chinese:

2. Obtain basic Chinese language skills of listening, speaking, reading, and writing.
3. Establish a mastery of the pinyin Romanization system and can pronounce and transcribe
correctly sounds used in modern standard Chinese.
4. Read short texts.
5. Master basic sentence patterns and use them to produce sentences.
6. Conduct simple conversations in Chinese
7. Lay foundation for further study of Chinese language and prepare for the next level
Chinese course.

COURSE LEARNING OUTCOMES:

Recommended Text Books:

New Text Book2015:New Practical Chinese Reader

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 102 of 244

COURSE CONTENT

Week# Lecture# TOPICS TO BE COVERED

1. 1. Introduction to Chinese : its meaning and source
2. Introduction to Chinese importance, some useful expression
2. 3. Introduction to Chinese Pinyin: its construction and function
4. Introduction to Initials in Chinese pinyin, practice it
3. 5. Introduction to Finals in Chinese pinyin, practice it
6. Key points of pronunciation and Chinese tones
4. 7. Lesson1: text, new words
8. Lesson1: pronunciation drills and conversation practice
5. 9. Lesson2: text, new words
10. Lesson2: pronunciation drills(Neutral tone) and conversation practice
6. 11. Lesson3: text, new words
12. Lesson3: pronunciation drills and conversation practice
7. 13. Review
14. Review
MID TERM EXAMS
MID TERM EXAMS
8. 15. Introduction to Chinese grammar: Sentence with“是”
16. Introduction to Chinese grammar：”yes-no” question with“ 吗”
9. 17. Grammar: Questions with an interrogative pronoun
18. Grammar: Sentence with a verbal predicate
10. 19. Lesson4: text, new words
20. Lesson4: pronunciation drills and conversation practice
11. 21. Lesson5: text, new words
22. Lesson5: pronunciation drills and conversation practice
12. 23. Lesson6: text, new words
24. Lesson6:Review of Pronunciation and conversation practice
13. 25. Comprehensive Practice
26. Comprehensive Practice
14. 27. Review
28. Review

END TERM EXAMS

Page 103 of 244

Course Title: Consumer Behavior
Course Code: MKT-474
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Consumer Behavior is a core subject and assumes that the student must have basic understanding
of marketing principles and strategies.

Course Objectives:

1. To assimilate knowledge concerning consumer behavior

2. To create skills for observing, analyzing and finding solutions for consumer behavior issues.
3. To accomplish a research concerning the buying process.
4. To communicate as well as speak in public and to work in a team.

Course Learning Outcomes:

After successful completion of this course, students will be able to:

a. explain key concepts, and apply them to marketing.

b. analyze factors affecting the consumer behavior including the macro- and micro-
environment, and other factors.

c. explain key elements of market segmentation, and propose a competitive positioning plan for

an organization.

d. formulate and implement marketing strategy in line with expected consumer behavior.

Recommended Textbooks (or Course Materials):

 Consumer Behavior, by Leon G Schiffman 12th Edition

Reference Material:

 Case Studies will be provided along with the course pack in advance.
 Additional slides/handouts/information will also be shared in-class, as appropriate.

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Page 104 of 244
 Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

Week # Lecture # TOPICS TO BE COVERED

1. Introduction, Course Overview and Discussion
Technology-Driven Consumer Behavior
The Marketing Concept
Consumer Research
Market Segmentation, Targeting, and Positioning
The Marketing Mix
Socially Responsible Marketing
1. Technology-Driven Consumer Behavior (Cont.)
Technology Enriches the Exchange Between Consumers and
2. Marketers
Consumers Have Embraced Technology
Behavioral Information and Targeting
Interactive and Novel Communication Channels
Customizing Products and Promotional Messages
Better Prices and Distribution
3. Technology-Driven Consumer Behavior (Cont.)
Customer Value, Satisfaction, and Retention
Customer Retention
Technology and Customer Relationships
Emotional Bonds versus Transaction-Based Relationships
Customer Loyalty and Satisfaction
4. Customer Loyalty and Profitability
Measures of Customer Retention
2. Internal Marketing
Consumer Behavior Model & CB Is Interdisciplinary
Market Segmentation and Effective Targeting
Criteria
Congruent with the Marketer’s Objectives and Resources
Applying the Criteria
Bases for Segmentation
Demographics
Geo-demographics
3. 5. Segmentation, Targeting & Positioning (Cont.)
Green Consumers
Personality Traits
Psychographics, Values and Lifestyles
Benefit Segmentation
Media-Based Segmentation
6. Usage Rate Segmentation
Page 105 of 244
 Usage Occasion Segmentation
Behavioral Targeting
Segmentation, Targeting & Positioning (Cont.)
Positioning and Repositioning
7. Consumer Motivation and Personality (Cont.)
Systems of Needs
Murray’s List of Psychogenic Needs
Maslow’s Hierarchy of Needs
A Trio of Needs
4. 8. The Measurement of Motives
Consumer Motivation and Personality (Cont.)
Theories of Personality
Freudian Theory
Neo-Freudian Personality Theory
Trait Theory
9. Consumer Motivation and Personality (Cont.)
Personality Traits and Consumer Behavior
Personality and Color
10. Product and Brand Personification
The Self and Self-Image
Consumer Perception
5.
The Elements of Perception
Sensory Input
The Absolute Threshold
The Differential Threshold
Subliminal Perception
Perceptual Selection
11. Consumer Perception (Cont.)
Perceptual Organization
Perceptual Interpretation: Stereotyping
12 Consumer Imagery
Consumer Perception (Cont.)
6. Perceived Quality
Price/Quality Relationship
Store Image and Perceived Quality
Manufacturer’s Image and Perceived Quality
Perceived Risk
Case Study
13. Class Presentations
7.
14. Quiz and Course Revision
MID TERM EXAMS
MID TERM BREAK

Page 106 of 244

 15. Midterm papers shown and discussion.
Consumer Learning
16. The Elements of Consumer Learning
Classical Conditioning
8.
Stimulus Generalization
Family Branding
Licensing
Stimulus Discrimination and Product Differentiation
17. Consumer Learning (Cont.)
Instrumental Conditioning
Observational Learning
18. Information Processing
Storing Information
Consumer Learning (Cont.)
Cognitive Learning
Consumer Involvement and Hemispheric Lateralization
9.
Measurements of Consumer Involvement
Strategic Applications of Consumer Involvement
Hemispheric Lateralization
Passive Learning
Outcomes and Measures of Consumer Learning
Recognition and Recall Measures
Brand Loyalty
Brand Equity
19. Consumer Attitude Formation and Change
Attitudes and Their Formation
The Tri-Component Attitude Model
20. Altering Consumers’ Attitudes
Consumer Attitude Formation and Change (Cont.)
10. Multi-Attribute Attitude Models
Attitude-Toward-Object Model
Attitude-Toward-Behavior Model
Theory of Reasoned Action
Theory of Trying-to-Consume
Attitude-Toward-the-Ad Model
21. Consumer Attitude Formation and Change (Cont.)
Changing the Motivational Functions of Attitudes
22. The Elaboration Likelihood Model
11. Cognitive Dissonance and Resolving Conflicting Attitudes
Assigning Causality and Attribution Theory
Class Activity
Case Study & Quiz
12. 23. Persuading Consumers
The Communication Process
Broadcasting versus Narrowcasting
Designing Persuasive Messages

Page 107 of 244

 24. Persuasive Advertising Appeals
Comparative Advertising
Fear Appeals
Persuading Consumers (Cont.)
Humorous Appeals
Wordplay
Sexual Appeals
Timeliness Appeal
Measures of Message Effectiveness
Class Activity
25. From Print and Broadcast Advertising to Social
and Mobile Media
26.
Culture’s Influence on Consumer Behavior
13.
Culture’s Role and Dynamics
Learning Cultural Values
Measuring Cultural Values
American Core Cultural Values
14. 27. Final Project Presentations
END TERM EXAMS

Page 108 of 244

 Semester – VIII
CODE COURSE CREDITS
MGT-411 Organizational Behavior 3
HUM-224 Chinese-II 3
HUM-422 Psychology 3
Elective-I 3
Elective-II 3

Course Title: Organizational Behavior

Course Code: MGT-411
Credit Hours: 3+0
Course Instructor:
Page 109 of 244
PREREQUISITES:

All BBA/MBA core courses including Principles of Management, Human Resource

Management

COURSE OBJECTIVES:

The course «Organizational Behavior» has three primary objectives:

 To examine central theories and concepts in organizational behavior which provide

students with in-depth understanding of human behavior issues in organizations
 To develop students’ analytical and problem solving skills as they relate to organizational
behavior issues.
 To develop students’ appreciation of the relevance of organizational behavior in
understanding the effectiveness of organizations.

COURSE OUTCOMES:

At the end of the course, the students will be able to:

 This course will refine the understanding of students towards the study and applications of
human side management and organization.
 This course will help them to understand the major environmental challenges plus micro
and macro perspectives and unit of analysis of organizational behavior.
 This course is aimed at refining the understanding of students towards the prior
knowledge of management and behavioral sciences.
 After studying this course the students will be able to understand the modifications,
quality of work life and identifiable trends, which have emerged in organizational
behavior.
 This course is aimed at giving the opportunity for the students to receive theoretical
knowledge about human behavior within organizational settings and to develop practical
skills for managing this behavior.

REFERENCE MATERIAL:

 Organizational Behavior 11th Edition by Fred Luthans (McGraw Hill eleventh

edition)
 Organizational Behavior by Stephen P. Robbins 12th Edition
ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 Mid Term Exam 30
2 End Term Exam 50

Page 110 of 244

 3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Orientation, definition of organizational behavior, Historical background of
1. organizational behavior
2. Theoretical Frameworks , Challenges and opportunities for OB
3. Definition and Importance of perception , Social Perception (Attribution
2. Theory, Stereotyping and Halo effect)
4. HBS case: Jamie Turner
5. Definition and meaning of personality and determinants of personality
(The Self-concept)
3.
6. Big five Model, MBTI, Important personality characteristics, HBS case:
Thomas Green
7. The nature and dimensions of Attitude (Components and functions),
Ways of changing attitudes
4.
8. Job satisfaction, organizational citizenship behavior and organizational
commitment, HBS case: Treadway Tire Plant
9. Meaning of motivation, The content theories of motivation
5. 10. The process theories of motivation ,Contemporary theories of
motivation
11. Case Study: Engstrom Auto Mirror Plant
6. 12 Principles of learning (Reinforcement and Punishment), Law of effect
(Positive and negative rein forcers)
13. Organizational reward systems (Money as a reward and new pay
7. techniques), Non financial rewards
14. Behavioral Performance Management
MID TERM EXAMS
MID TERM BREAK
15 Group Dynamics and Teams , Nature of groups
8
16 Dynamics of informal groups
17 Definition of conflict and Transitions in conflict thought
9. 18 The conflict process and Intra-individual conflict (Goal conflict and
Role conflict and ambiguity)

Page 111 of 244

 19 Interpersonal And Intergroup Conflict
10.
20 Negotiation skills
21 The definition of stress and the background of stress
11 22 The causes of stress (Extra-organizational stressors, organizational
stressors, group stressors and individual stressors)
23 The effects of stress ( physical problems, psychological problems and
behavioral problems)
12
24 Coping strategies for stress( Individual and organizational
coping strategies)
25 The meaning of power (distinctions among power, authority and
13 influence) and the classifications of power
26 Political strategies used to acquire power
27 Traditional theories of leadership, Modern theoretical processes of
14 leadership, Leadership skills
28 Final project presentations
END TERM EXAMS

14 27
1. Presentations
15 2. Project

END TERM EXAMS

Page 112 of 244

Course Title: Chinese-II
Course Code: HUM-224
Credit Hours: 3+0
Course Instructor

Prerequisites: Chinese-I

Course Objective:

1) Acquire basic language skills of modern Chinese:

2) Obtain basic Chinese language skills of listening, speaking, reading, and writing.
3) Establish a mastery of the pinyin Romanization system and can pronounce and
transcribe correctly sounds used in modern standard Chinese.
4) Read short texts.
5) Master basic sentence patterns and use them to produce sentences.
6) Conduct simple conversations in Chinese
7) Lay foundation for further study of Chinese language and prepare for the next level
Chinese course.

Recommended Text Books

New Text Book2015:New Practical Chinese Reader

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 113 of 244

COURSE CONTENT

Week# Lecture# TOPICS TO BE COVERED

1. 1. Lesson7: text, new words
2. 2. Lesson7:Grammar1:V/A-not-V/A question;Grammar2:“也”and“都”
3. 3. Lesson8: text, new words
4. 4. Lesson8:Grammar: Numbers from 11 to 100
5. 5. Lesson9: text, new words
6. 6. Lesson9:Grammar:Expressing the date and days of the week
7. 7. Review
MID TERM EXAMS
MID TERM EXAMS
8. 8. Lesson10: text, new words
9. 9. Lesson10:Grammar:Prepositional phrase
10. 10. Lesson11: text, new words
11. 11. Lesson11:Grammar: Telling time
12. 12. Lesson12: text, new words
13. 13. Lesson12:Grammar: Alternative questions
14. 14. Review
END TERM EXAMS

Page 114 of 244

Course Title: Business Psychology
Course Code: HUM-422
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:
Psychological Applications, Business Ethics

COURSE OBJECTIVES:
A basic business psychology education program whereby the students are expected to learn about
the following concepts:
 Human behavior, motivations and attitudes at work
 The psychology of leadership, coaching and marketing
 Personnel selection, training and assessment
 Communication, conflict resolution and negotiation
 Research design and methods

LEARNING OUTCOMES:
The concepts and techniques learnt through this course will help students in a number of ways,
including:

 Have developed interpersonal skills required to work collaboratively with other

professionals and stakeholders
 Have a sound working knowledge of people and behaviors in multidisciplinary
environments
 Be capable of applying theoretical and empirical knowledge in a real world context
 Be skilled in applying research methods and the practical application of human
psychology
 Have ethical awareness, professional practice and ability to arrive at appropriate and
ethical solutions to applied psychology applications
 Be able to analyze needs of organizations to make informed decisions regarding applied
psychological issues
 Have an understanding of theories of leadership and organizational change
 Be able to contextualize and integrate psychological theory of individuals, groups, and the
organization

REFERENCE MATERIAL:
Work and Organizational Psychology by Nik Chmiel
Influence: The Psychology of Persuasion, by Robert B. Cialdini and George Newbern
Mindset: The new Psychology of Success, by Carol Dweck and Marguerite Gavin

Page 115 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1.3. Foundation of Applied Psychology
1.
2.4. Psychological skills in work place
3.5. Work Motivation
2.
4.6. Work Attitudes and Job Satisfaction
5.7. Emotion at Work
3.
6. Personality and Value
7. Psychology of Coaching
4.
8.8. Psychology of Leadership
9.9. Introduction to Human Factors
5.
10.
10. Human Behavior
11.
11. Organizational Diversity
6.
1212. Change Management
13.
13. Work Stress Management
7.
14. Case study on Stress Management
MID TERM EXAMS
MID TERM BREAK

15 Communication Skill
8 14.
16 Improving Communication
15.
17 Gender & Social Psychology
9.
16.
18 Sensation & Perception
17.
19 Effects of Social Environment
10.
18.
20 Psychology for Marketing
21 Effects of Social environments
11
22 Measures to improve Social environments
23 Attitude makes personality
12
24 Ways of Improving Personal Attitude
25 Negotiation Skills
13
26 Interviewing and Assessment
Page 116 of 244
Specialization Courses
(Finance)

Page 117 of 244

Course Title: Financial Reporting and Analysis
Course Code: FIN-454
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Fundamentals of Accounting, Financial Accounting, Cost Accounting, Introduction to Finance, Financial
Management

Course Description:
This course is an introduction to financial statement analysis, aiming to provide you the basic
skills and techniques to analyse financial statements for the purpose of valuation. You will learn
how to evaluate financial statements and perform prospective, credit, and equity analyses.
Students will also learn how to recast and adjust financial statements to obtain a better estimate of
earning power.

Course Objectives:
Financial reports are the primary means by which managers communicate company results to
investors, creditors and analysts.  These parties use the reports to judge company performance, to
assess creditworthiness, to predict future financial performance, and to analyse possible
acquisitions and take-overs.  Users of financial statements must be able to meaningfully interpret
financial reports, construct measures of financial performance and analyse the reporting choices
made by companies.  Also, since company managers choose accounting techniques when making
their reports, users must learn to undo the effects of these accounting choices.  The purpose of
this course is to give the foundation for such analysis.

LEARNING OUTCOMES:
On completion of this course unit, successful students will be able to:
 Calculate and interpret a range of accounting ratios from the financial statements of large
companies;
 Appreciate the complex nature of real life financial statement ratio calculations;
 Understand the role of, and draw upon, the strategic (competitive and sustainability)
context of a business in interpreting that business's financial statements;
 Effectively interpret financial statements from the perspective of the forward-looking
information needs of different stakeholders;
 Understand a range of factors that can indicate the quality and reliability of financial
statement information;

Page 118 of 244

  Appreciate the various sources of data that may be useful in analyzing the position,
performance and future prospects of a firm

TEXTBOOKS (OR COURSE MATERIALS):

 The Analysis and use of Financial Statements (3 rd Edition) By:Gerald I. White, Ashwinpaul C. Sondhi, and Dov
Fried.
 Financial Statement Analysis Using Financial Accounting Information (7 th Edition) By: Charles H. Gibson

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50

3. Internal Evaluation Breakdown

Quiz(s) 5
Assignements(s) 5
Class Participation/Presentations 5
Case Discussion 5
Total 20
Grand Total 100

Week #Lecture # TOPICS TO BE COVERED

1. Introduction to Analysis of Financial Statements,
1.
Utilization and Practicality of the Course
2. Framework for Financial Statements Analysis
Need for financial statement analysis, Users of financial statements
Principal financial statements
Qualitative characteristics of accounting data
Chapter # 1 (Sondhi) Chapter # 1 (Gibson)
3. Framework for Financial Statements Analysis….
2. GAAP
Chapter # 1 (Sondhi) Chapter # 1 (Gibson)
4. Accounting Policies and their Impact on Financial Analysis….
Overview of Accounting Cycle
Auditor’s Report and its types
Chapter # 2 (Sondhi) Chapter # 2 (Gibson)
5. Accounting Policies and their Impact on Financial Analysis….
The accrual concept of income
Revenue recognition methods
3.
Percentage-of-Completion Method
Completed contract method
Chapter # 2 (Sondhi) Chapter # 2 (Gibson)
Page 119 of 244
 6. Accounting Policies and their impact on Financial Analysis…….
Nonrecurring items
Adjustments for Nonrecurring items
Management Discretion and Earnings Manipulation
Chapter # 2 (Sondhi)
7. Cash Flow Statement Analysis
Need for a Cash Flow Statement
4.
Importance of Cash Flow Statement
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
8. Cash Flow Statement Analysis….
Basic Elements of Cash Flow statement
Cash Flow Classification Issues
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
9. Cash Flow Statement Analysis….
Direct and Indirect cash flow method
5.
Preparation of Cash Flow Statement
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
10. Cash Flow Statement Analysis….
Analysis of cash flow information
Free Cash Flows and Valuation
Chapter # 3 (Sondhi) Chapter # 11 (Gibson)
11. Foundations of Ratio and Financial Analysis
Purpose and use of ratio analysis
6.
Cautionary Note
Chapter # 4 (Sondhi) Chapter # 5 (Gibson)
12 Foundations of Ratio and Financial Analysis…..
Common size statements
Vertical and Horizontal Analysis
Case Study: Cooper Tire & Rubber Company.
Chapter # 4 (Sondhi) Chapter # 5 (Gibson)
13. Foundations of Ratio and Financial cont…
Categories of ratios:
7.
Liquidity analysis
Chapter # 4 (Sondhi) Chapter # 5 & 7 (Gibson)
14. Foundations of Ratio and Financial cont…
Activity analysis
Profitability analysis
Chapter # 4 (Sondhi) Chapter # 5 & 7 (Gibson)

MID TERM EXAMS

MID TERM BREAK
15. Foundations of Ratio and Financial cont…
Long-term debt and solvency analysis
8.
Ratios: An integrated analysis
Chapter # 4 (Sondhi) Chapter # 8 & 9 (Gibson)
Page 120 of 244
 16. Foundations of Ratio and Financial cont…
Earnings per share and other ratios used in valuation
Trend Analysis
Chapter # 4 (Sondhi) Chapter # 10 (Gibson)
17. Foundations of Ratio and Financial cont…
Operating and financial leverage
9.
Leverage and its effect on earnings
Chapter # 4 (Sondhi) Chapter # 6 & 10 (Gibson)
18. Foundations of Ratio and Financial cont…
Operating and financial leverage
Leverage and its effect on earnings
Case Study: “The Case of the Beleaguered, Burgled Balance Sheet”
Chapter # 4 (Sondhi) Chapter # 6 & 10 (Gibson)
19. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
10.
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
20. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
21. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
11.
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
22. Statement Analysis for Special Industries:
Banks, Utilities, Oil and Gas,
Transportation, Insurance, Real Estate Companies
Chapter # 15 (Gibson)
23. Analysis of Inventories
Inventory and cost of goods sold: Basic relationships
12.
LIFO Versus FIFO: Income, Cash flow, and working capital effect
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
24. Analysis of Inventories
Inventory and cost of goods sold: Basic relationships
LIFO Versus FIFO: Income, Cash flow, and working capital effect
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
25. Analysis of Inventories cont…
Adjustments from LIFO to FIFO
13.
Financial ratio: LIFO Versus FIFO
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
26. Analysis of Inventories cont…
Adjustments from LIFO to FIFO
Financial ratio: LIFO Versus FIFO
Chapter # 6 (Sondhi) Chapter # 7 (Gibson, p. 265)
14. 27. Financial Planning and Forecasting
Introduction to basic financial planning models

Page 121 of 244

 A simple financial planning model
The Percentage of sales approach
Chapter # 4 (Ross/Westerfield/Jordan) Chapter # 18 (Brealey/Myers/Marcus)
28. Financial Planning and Forecasting…….
Additional/External fund needed
Additional/External financing and growth
Chapter # 4 (Ross/Westerfield/Jordan) Chapter # 18 (Brealey/Myers/Marcus)
END TERM EXAMS

Page 122 of 244

Course Title: Corporate Finance (BSAF)
Course Code: FIN-451
Credit Hours: 3+0
Course Instructor:

PREREQUISITES
Financial Accounting, Financial Management
COURSE DESCRIPTION/OBJECTIVES:

Every decision that a business makes has financial implications, and any decision which affects
the finances of a business is a corporate finance decision. The objectives of the course is
 To provide the students basic concepts of corporate finance
 To provide students with an in-depth knowledge of business finance concepts, principles
and methods and
 To develop the ability and skills to develop finance concepts to be applied in different
organizations.
 to help the students to understand the financial problems faced by the business today, as
well as the best way to solve these problems

INTENDED COURSE LEARNING OUTCOMES:

After studying this course the students would be able to:

 Understand the importance of a firms cost of capital and be able to estimate it from given
capital structure.
 Be able to use basic capital budgeting tools like Net present value, and internal rate of
return to determine the desirability of both long term and short term capital investment.
 Understand and be able to analyze the difference between investment decisions and
financial decisions and apply them in their businesses.
 Understand the impact of capital structure decisions and be able to perform break-even
analysis.
 Be able to understand the concept of Dividend policies and apply them in business
decisions.

RECOMMENDED TEXTBOOKS:

 Financial Management & Policy By James C Van Horne (12th Edition)

 Fundamentals of Corporate Finance By Ross Westter field and Jordon (7th Edition)
 Corporate Finance Theory By William L Megginsons

REFERENCE BOOKS:

 Theory and problems of Financial Management By M Y Khan & P K Jain (5th Edition)

Page 123 of 244

 ASSESSMENT INSTRUMENTS WITH WEIGHTS:

S.NO Items Marks

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 5
Class Participation 3.5
Case Study and Presentations. 6.5
Total 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

Introduction to Corporate Finance:
Objective, corporate finance & the financial manager, financial statements and
1. financial corporate decisions, goal of financial management, agency problem and
control of the corporation. Difference between acquisition, financing and dividend
1. policy decisions.
Concept in valuation:
Concept in valuation. Time value of money. Concept of annuity and perpetuity practical
2.
problems
and exercises related to the time value of money (Exercises in MS Excel)
Concept in valuation:contd…
The valuation of long term securities. Bonds. Difference between Non-zero, Zero and
3.
Perpetual bonds. Different ways to calculate valuations. Comparison of Present value of
instruments with the current market price. (Exercises in MS Excel)
2. Concept in valuation: contd…
Difference between Preferred Stock and Common stock. Different methods of
4. calculating the valuations. Dividend discount model of valuation of common stock.
Comparison of valuation with the market price and decision making. (Exercises in MS
Excel)
FINANCING DECISION:
5. Theory of Capital Structure:
Introduction to the theory, Assumptions, definitions and symbols.
3.
Theory of capital structure. Contd..
6. Net Income approach to capital structure, Net Operating Income approach. Assumptions
and requirements of both approaches. Comparison of both methods.
Theory of capital structure. Contd..
7. Modigliani Miller approach to capital structure. Assumptions and theories. Arbitrage
principles questions and numerical
4.
Theory of capital structure. Contd..
8. Arbitrage vs Reverse Arbitrage principles. Practical questions and numericals.
(Exercises in MS Excel)
Page 124 of 244
 Theory of capital structure. Contd..
Traditional Approach to capital structure theory. Questions and numericals given at the
9.
5. end of the book. Practice questions.
(Exercises in MS Excel)
10 CASE STUDY RELATED TO CAPITAL STRUCTURE THEORIES
4. Designing capital structure:
11. EBIT-EPS chart. How to incorporate different alternatives in decision making.
EBIT-EPS indifference point. Calculations
6. Designing capital structure: contd….
Graphical analysis of EBIT-EPS point. How to calculate indifference point. Decision
12
making and role of managers in decision making.
(Exercises in MS Excel)
13. CASE STUDY RELATING TO INDIFFERENCE POINT (EBIT-EPS)
7. INVESTING DECISIONS
14.
Basics of Budgeting – Capital Budgeting & its Techniques
MID TERM EXAMINATION
MID TERM BREAK
15. INVESTING DECISIONS CASE STUDIES
Lease Financing
8. Comparison of Leasing vs debt financing . Lease payments made at the end of time
16.
period. Payments made in arrear.
(Exercises in MS Excel)
Lease financing: contd..
17. Lease buy or borrower decisions. Questions and problems relating to lease, end of
Chapter questions and numericals.
9. Mergers. Amalgamations and acquisitions/takeovers: contd…
Definition, classification of acquisitions. reasons for mergers and acquisitions
18.
Financial Framework: Evaluating a potential merger, Determining Firm’s Value
(Book Value, Appraisal Value, and Market Value).
Mergers. Amalgamations and acquisitions/takeovers:contd..
Earnings impact and market value impact. Bootstrapping EPS, Mergers as
19. Capital Budgeting, Net Present Value Approach, Acquisitions and Valuation
matters (Accounting for mergers
10.
(Exercises in MS Excel)
Mergers. Amalgamations and acquisitions/takeovers: contd..
20. Purchase Vs Pooling of Interest method. tax Aspects Of mergers, Divestitures, spin offs,
sell offs, LBO’s
Mergers. Amalgamations and acquisitions/takeovers: contd..
Mergers as a capital budgeting decisions, what are the steps for preparing a combined balance
21.
11. sheet,
Qque Questions and problems
22. CASE STUDIES RELATED TO CORPORATE RESTRUCTURING
DIVIDEND POLICY DECISIONS
23.
Concept of dividend, stock dividend, dividend splits.etc..
12.
Dividends and valuations:
24.
Introduction, passive Vs active dividend policy, dividend policy theories,

Page 125 of 244

 Dividend and valuations: contd…
25. factors influencing dividend policy, stock dividends and stock splits, stock repurchase
end of chapter.
13.
Determinants of dividend policy:
26. Dividends payout ratio, stability of dividend, owner’s contribution, bonus shares and
stock splits.
Determinants of dividend policy contd…
Dividends payout ratio, stability of dividend, owner’s contribution, bonus shares and
27.
14. stock splits.
(Exercises in MS Excel)
28. CASE STUDEIS RELATED TO DIVIDEND VALUATION
15. 29. WORKING CAPITAL MANAGEMENT DECISIONS
Theory & Numerical
30.
(Exercises in MS Excel)
END TERM EXAMINATION

Page 126 of 244

Course Title: Financial Risk Management
Course Code:
Credit Hours: 03
Course Instructor:

Prerequisites: Financial Management, Financial Accounting

Textbooks (or course materials):

Financial Markets & Institutions: An introduction to Risk Management Approach by Anthony

Saunders and Marcia Millon Cornett

Analysis of Derivatives by Don M. Chance.

Course Description:

The course explains the risk management types and techniques and its application in the financial
and non-financial institutions. The speculative hedging approaches critically demonstrate the
management objective risk.

Reference Material:

Investment Analysis and Portfolio Management, 8th Edition, Frank K. Reilly and Keith C. Brown

Course Objectives:

1. To acquaint the students with the categories of risk

2. To demonstrate the hedging approaches to manage risk
3. Introduction to derivatives markets and tools

Course Outcomes:

Technical knowledge about the management of risk in financial and non-financial institutions

Assessment Instrument with weights:

Project 10%
Quizzes 5%
Assignments 5%
Mid term 30%
End term 50%

Page 127 of 244

Week No. Lecture No. Topics to be covered
1 1 Overview of the course/ various types of financing
2 Financial Markets and their role in the global economic
system
2 3 Emerging trends in the global Financial Markets
4 What is Risk, types of risk, categories of risk
3 5 Pre-loss and Post loss objectives of Risk, Risk Management
6 Process of Risk Management, Matrix of Risk Management
4 7 Financial Risk Management, Types of risks incurred by
Financial Institutions
8 Estimation techniques of Risk Management
5 9 Interest Rate Risk,
10 Repricing Model, Weakness of Repricing Model
6 11 Duration + Numericals
12 Credit Risk, 5’Cs of Credit, NPLs/ Provisions, Real Estate
Lending
7 13 ROA, Altman Z-score, RAROC
14 Ratios, Internal Credit Risk Rating System
MID TERM EXAMS
MID BREAK
8 15 Liquidity Risk, Causes/ Liquidity Plan
16 Liquidity Index, Financial Gap/ Requirements
9 17 Numericals – Liquidity Risk
18 Managing Market Risk\ Value at Risk
10 19 Simulation/ Back Simulation Approach
20 Operational Risk
11 21 Types of Operational Risk and its practical aspects
22 Derivatives, Introduction and Pakistan’s Perspective
12 23 Importance of Derivatives, How derivatives are Traded, How
derivatives are Used
24 Future Market (Advantages and Disadvantages)
13 25 Forward Market (Advantages and Disadvantages), Difference
between forwards and futures
26 Hedging, Options and its type
14 27 SWAPS, Caps, Floors and Collars
28 Country Risk and its Importance
END TERM EXAMS

Course Title: Investment & Portfolio Management

Course Code: FIN-
Page 128 of 244
Credit Hours: 3+0
Course Instructor:

Prerequisites: Financial Accounting, Cost Accounting, Financial Management

Course Description:
This course is intended to introduce the concepts and tools of security analysis and portfolio
management. The course content covers market structure and trade execution, client
characteristics and their effect on portfolio construction, the asset allocation decisions, the
security allocation decisions by considering the risk and return, market efficiency and trading
strategies. In addition, selected topics related to portfolio risk management and portfolio
performance evaluation will be discussed
Course Objectives:

The primary objective of the course is to study theory and empirical evidence relevant for
portfolio management. An emphasis is placed on understanding how an investment professional
would allocate funds in a hypothetical portfolio. Major topics include estimation of capital market
parameters, trade-off between risk and return, optimal portfolio selection, equilibrium asset
pricing models, and delegated portfolio management. Emphasis will be put on development of
techniques that should be part of the tool kit of those interested in becoming professional
investors and/or researchers in finance. The course material is tilted heavily towards equity
markets.

Course Learning Outcomes:

At the completion of this unit students will:

1. have an understanding of the nature of an investment, the characteristics of financial

assets and the investment environment
2. be able to describe the investment management process and understand the role of
objectives and strategy in the portfolio construction process
3. be familiar with the concepts of modern portfolio theory and have an intuitive
understanding of asset pricing models
4. have an understanding of the influence of macroeconomic and microeconomic factors on
securities markets and the pricing of financial assets
5. be able to display competence in the use of various methods of fundamental analysis to
value shares
6. understand various approaches used in portfolio management
7. understand the issues associated with the evaluation of portfolio performance and apply
various performance evaluation techniques.

Textbooks (or Course Materials):

Page 129 of 244

  “Investment Analysis and Portfolio Management” by Frank K. Reilly and Keith C.
Brown (10th or later edition)
 “Investments Analysis and Management” by Charles P. Jones
 “Investments” by Bodie Zvi, Kane Alex, and Marcus Alan

Reference Material:

Business Pages of Dawn News, Business Recorder, Pakistan Stock Exchange (PSX) Website

ASSESSMENT INSTRUMENTS WITH WEIGHTS:

S.NO Items Marks

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 5
Assignements(s) 10
Project 5
Total 20 20
Grand Total 100

COURSE CONTENT

Lecture # TOPICS TO BE COVERED

1. The Investment Setting
 Revisions of Finance basics
 What is an investment?
2.  Investments: background and issues
 Measuring risk and return
 Measures of historical/expected rates of return
3. The Investment Setting….
 Risk measures for historical/expected returns
4.  Calculation of Covariance and correlation
 Relevant risk in the context of a portfolio
5.  Determinants of required rates of return
 Nominal and real risk free rate
6.  Risk premium
 Risk Premium and portfolio theory
 Relationship between Risk and Return
 SML line
 Changes in the SML line
End of Chapter Problems
7. The Asset Allocation Decisions

Page 130 of 244

8. Individual Investor Lifecycle
The Portfolio Management Process
The need for Policy Statement
Input to the Policy Statement
The importance of asset allocation
Objectives and Constraints of Institutional Investors
9. Setting investment in a Global Market
 The case for global investments
 Global Investment Choices
10.  Fixed-Income Investments
 Equity Investments
 Special Equity Instruments
 Options
 Futures Contracts
 Historical Risk and Return on Alternative Investments
11. Organization and Functioning of Securities Markets
 What is Market?
 Types of Markets
12  Money Vs Capital Markets
 Primary Vs Capital Markets
 Debt Vs Equity Markets
 Regional exchanges and the over-the-counter market
13.  Detailed Analysis of Exchange Markets
 How Securities are traded
 Types of Orders
14  Changes in the Securities Markets
 Pakistan Stock Exchange Trading Mechanism
 End of Chapter Problems
MID TERM EXAMS
MID TERM BREAK
15. Security Market Indicator Series
 Uses of Security Market Indexes
 Differentiating Factors in Constructing Market Indexes
16.  Stock Market Indicator Series
 Value-Weighted Series
17. Security Market Indicator Series…
 Price-Weighted Series
 Un-weighted or Equal-Weighted Series
18.  Annual security risk-returns and correlations
 Comparison of Indexes Over Time
End of Chapter Problems
Efficient Capital Markets
 Why should capital markets be efficient?
 Alternative efficient market hypotheses
 Implications of efficient capital markets
19. An Introduction to Portfolio Management
 Background assumptions
 Markowitz portfolio theory
20.  Risk and return of a portfolio
Page 131 of 244
  Measuring risk and return
21  Expected return for individual investment
 Expected return for a portfolio
22  Variance and standard deviation of return for an individual investment
 Variance and standard deviation of return for a portfolio
 More than two assets portfolio and estimation issues
23 An Introduction to Portfolio Management….
 The efficient frontier
24 The efficient frontier and investor utility
End of Chapter Problems
25 An Introduction to Asset Pricing Model
 Capital market theory: An overview
 Risk-free asset
 Market portfolio
26 The Capital Asset Pricing Model: Expected return and risk
End of Chapter Problems
27 Multifactor models of risk & Return
The market portfolio: theory versus practice
28  Arbitrage Pricing Theory
 Using the APT
End of Chapter Problems
END TERM EXAMS

Page 132 of 244

Specialization Courses
(HR)

Page 133 of 244

Course Title: Organizational Development
Course Code: HR-467
Credit Hours: 3+0
Course Instructor:

Prerequisites:

 Students should be specialized in Human Resources Management.

 Students should know the basic concept of change and development.

Course Objectives:

The course is about the study of behavioral science techniques to improve organizational
health and effectiveness, internal relationships and problem-solving capabilities.
Organizational learning, transition processes, changing values, diversity of labor forces and
other challenges put forward by globalization are some of the topics discussed.

Learning Outcomes:

 Establishing relationships with key personnel in the organization (often called "entering"
and "contracting" with the organization);
 Researching and evaluating systems in the organization to understand dysfunctions and/or
goals of the systems in the organization ("diagnosing" the systems in the organization);

 Identifying approaches (or "interventions") to improve effectiveness of the organization

and its people;

 Applying approaches to improve effectiveness (methods of "planned change" in the

organization),

 Evaluating the ongoing effectiveness of the approaches and their results.

Textbooks (or Course Materials) with Edition:

Organizational Development & Change By:

1. Dianne M Waddell, Thomas G Cummings & Christopher G Worley
2. French, Wendell, Cecil Bell and Robert A. Zawacki. Organization Development and
Transformation: Managing Effective Change, 6th Ed., McGraw Hill. 2005
3. Rothwell, W. & Sullivan, R. (2005). Practicing Organizational Development: A Guide for
Consultants. 2nd Edition. Pfeiffer

Page 134 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Introduction of OD
1.
2. Organization Development- an overview
3. Need for OD; genesis of challenges; definition
2.
4. characteristics of OD; contributions
5. Presentation of history of OD
3.
6. The planned change
7. Theories of planned change
4.
8. Cont……..
9. Dimensions of planned change
5.
10. Cont……..
11. Characteristics of OD practitioners
6.
12 Cont………..
13. Internal versus external OD practitioners and Skills of OD prectioners
7.
14. Revision
MID TERM EXAMS
MID TERM BREAK
15. Evaluating and institutionalizing O D interventions
8.
16.
17. Human resource interventions: interpersonal and group process approach;
9.
18. Cont……….
19. Organization process approach of HR interventions
10.
20. Cont……….
21. Techno-structural interventions
11.
22. Cont………..
23. Human resource management interventions
12.
24. Cont…….
Page 135 of 244
 25. Strategic interventions
13.
26. Evaluating and institutionalizing O D interventions
27. Cont………………
14.
28. Human resource interventions: interpersonal and group process approach;
END TERM EXAMS
Course Title: Career Management and Planning
Course Code: HRM-472
Credit Hours: 03
Course Instructor:

Prerequisites:
Career Management and Planning is a specialized subject and assumes that the student must have
basic understanding of human resource management and management's concepts and strategies.

COURSE DESCRIPTION:
Career management is conscious planning of one’s activities and engagements in the jobs one
undertakes in the course of his life for better fulfilment, growth and financial stability. It is a
sequential process that starts from an understanding of oneself and encompasses occupational
awareness. An individual’s career is the sole source of one’s natural expression of self. It is an
integral component of one’s life and therefore the need for its management. Career management
is more or less like the organizational management; after all an organization is nothing but an
assortment of individuals.

The process of career management begins with the formulation of goals and objectives those that
are short term or meant to be achieved in the short run. This is a tedious task compared to a long-
term career goal which is more or visionary in nature. Since the objective is short term or
immediate, it is more of action oriented. Second it demands achievement every day, every
moment. However more specific, measurable and achievable the goals are, greater the chances of
the management plan bearing fruit. Achievement of goal requires a well chalked strategy, which
implies a plan of action to achieve the goal. This has to be followed by drafting or establishment
of procedures / policies / norms or rules that govern action or practice. The final step in the career
management process is evaluation of the career management plan for ensuring that progress is
being made or if there is a need to introduce some changes in the latter.

COURSE OBJECTIVES:
The course aims at:
1. Providing the students with insight of different aspects of career management and
planning.
2. Helping students develop a thorough understanding of theory and research in the area of
career management and planning so that they may develop their own career.
3. Creating understanding about one's potential and knowing the possible career paths.
4. Helping the students to develop decision making and analytical skills required in
understanding and dealing with career issues.

INTENDED COURSE LEARNING OUTCOMES:

Page 136 of 244
After successful completion of this course, students will be able to:
a. Initiate and manage their job search process better.
b. Explain the characteristics and criteria for career management.
c. Use a framework and a set of guidelines that can serve as a career management "map"
throughout their live.
d. Identify factors influencing employees and their careers;
e. Identify their career paths that best suits their values, interests, abilities and personalities.
f. Make their career decisions proficiently.
g. Write a business research paper preferably on CMP.

RECOMMENDED TEXT BOOK

Career Management, 3rd Edition, by Jeffrey.H.Greenhaus, Gerard.A.Callanan

REFERENCE BOOKS
Career Management Secrets 2010 Edition, by Carolyn Boyes.
Personality Development and Career Management: A Pragmatic Perspective, 3 rd
Edition, by R M Onkar.
Handbook of Career Management by Saiki Danyi

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Overview of HRM
1.
2. Overview of HRM
2. 3. Learning Objectives, Importance of CMP in HR practices

Page 137 of 244

 4. Learning Objectives, Importance of CMP in HR practices
5. Role of Training and Development in Career Management and Planning.
6. Five pillars of your personality development & career advancement
3.
(chapter no.1 Personality Development and Career Management: A
Pragmatic Perspective, 3rd Edition, by R M Onkar)
7. Identify the reasons why companies should help
4. employees manage their careers.
8. Why and how the concept of a career has changed.
9. The development tasks and activities in the career development process.
5.
10. Value of Career Motivation
11. Comparison of Traditional Career
and Protean Career
6.
12 Discuss the role of the web in career management.
Effectively perform the manager’s role in career management.
13. Career Management Models
7.
14. Articles/ Case studies
MID TERM EXAMS
MID TERM BREAK
15. Career Management Processes
8.
16. Guide to Career Exploration and self-exploration
17. Guide to Career Exploration and self-exploration
Tutorial activity: Journey into self-awareness: Discussion of career
9.
autobiography and  interview with significant others.
18. Design a career management system
19. Making a self Assessment Report, developing "My Values" Report
10.
20. Goals, Strategies and Appraisals linked with CMP
21. Articles/Case Studies/ Video Lectures
11.
22. Introduction of career development
23. Occupational choice: Preparation of work
12.
24. Organizational Entry: Individual actions and Organizational actions
25. What it contains:
1. Self-awareness, Opportunity Awareness, Presentation skills
CV, Application, Interview and Selection Training, Job Stress
13.
26. What it contains:
2. Self-awareness, Opportunity Awareness, Presentation skills
CV, Application, Interview and Selection Training, Job Stress
27. Project Presentation
14.
28. Project Presentation
END TERM EXAMS

Page 138 of 244

Course Title: Compensation Structure Development
Course Code: HR-572
Credit Hours: 3+0
Course Instructor:

Prerequisites:
 Human Resources Management.

COURSE DESCRIPTION/OBJECTIVES:

 This course focuses on the development of compensation structure development in the

organizations.
 The course emphasis is on the understanding of the concepts like: Job analysis, job
design, job description, job evaluation, Pay structures, strategic perspective of the
compensation, internal alignment and external competitiveness, individual pay, relational
rewards and benefits (long-term and short-term).
 The course will enable the students to know the techniques of compensation structure
development of different management levels and blue collar employees.
 The CSD course will enable the students to align the compensation and pay structures of
the employees with overall strategic objectives of the organizations.

COURSE LEARNING OUTCOMES:

Students will be able to have the knowledge of

 Different compensation strategies of the organizations
● how business strategies are aligned with the compensation strategies
● Design the tangible and intangible rewards of the employees (White collar and blue collar
workers).

RECOMMENDED BOOK:
 Compensation by George T. Milkovich, Jerry M. Newman and Barry Gerhart, 11th
edition
REFERENCE MATERIAL:
Case studies, Research articles
ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown

Page 139 of 244

 Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture TOPICS TO BE COVERED

No No
1. Compensation- Definition; Factors affecting compensation; Pay structure, Internal &
external Alignment; Benefits
1.
2. Strategic perspective, How to achieve Competitive advantage; Total compensation
development
3. Alignment (internal equity);approaches to job value; characteristics of a good pay
2. structure
4. Job based structure; Job-evaluations; Methods of job evaluations
5. Person based structures; skill based; competency based; comparison between the two
3. 6. External Competitiveness(external equity); what shapes external competitiveness;
how labor markets work
7. Compensation differentials; efficiency wage and signaling theories; labor supply;
4. 8. Compensation- Definition; Factors affecting compensation; Pay structure, Internal &
external Alignment; Benefits
9. Strategic perspective, How to achieve Competitive advantage; Total compensation
development
5.
10. Alignment (internal equity);approaches to job value; characteristics of a good pay
structure
11. Job based structure; Job-evaluations; Methods of job evaluations
6.
12 Person based structures; skill based; competency based; comparison between the two
13. External Competitiveness(external equity); what shapes external competitiveness;
7. how labor markets work
14. Compensation differentials; efficiency wage and signaling theories; labor supply;
MID TERM EXAMS
MID TERM BREAK
15. Wage and salary survey: standard steps
8.
16. Building salary structure; mid point; scale; progression; smoothing; overlaps; exercise
17. Individual pay fixation; seniority based; performance based
9.
18. Performance appraisal; training raters
10. 19. Contributions (individual equity); Managing fairness, Expectations and results,

Page 140 of 244

 Integrative model of individual equity;
20. Benefits and other administration issues, components of successful incentive plans &
Project presentation
21. Organizational culture, openness, communication, International compensation
11. policies
22. Building salary structure; mid point; scale; progression; smoothing; overlaps; exercise
23. Individual pay fixation; seniority based; performance based
12.
24. Performance appraisal; training raters
25. Contributions (individual equity); Managing fairness, Expectations and results,
Integrative model of individual equity;
13.
26. Benefits and other administration issues, components of successful incentive plans &
Project presentation
27. Revision
14.
28. Revision
END TERM EXAMS

Page 141 of 244

Course Title: Performance Management Systems
Course Code: HRM-474
Credit Hours: 03
Course Instructor:

Course Description:

Performance Management is about aligning individual objectives to organizational objectives,

that provides for expectations to be defined and agreed in terms of role responsibilities and
accountabilities (expected to do), skills (expected to have) and behaviors (expected to be). The
objective of this course is to enable the students to understand the nature, aims, characteristics,
concerns and guiding principles of performance management as a full fledge system and
continuous process. In addition, they would be able to clearly understand the differences between
performance appraisal and performance management, especially with reference to the views of a
selection of practitioners on performance management. They would also be able to know and
understand the core performance management activities in the light of latest research in the field,
which include performance planning, executing, monitoring, evaluating, 360 degree feedback and
reviewing.

This course is based on the design and the implementation of successful performance
management system. It also focuses on the internal and internal organizational and environmental
factors and their importance in implementing a successful performance management system.
Understanding the strategic importance of performance management systems will be the hallmark
of this course. Students will come across research based designs and findings related to
performance management. This course is intended to provide an overview of the main issues
involved in performance management, including rationales for conducting it, the costs and
benefits of performance management, alternatives to it and expected as well as unintended
outcomes that may emerge from it. The history of performance management is examined.
Different techniques for conducting performance evaluations are critically examined, as are the
links between performance evaluation and systems of remuneration and opportunities for training
and promotion. Finally the role of performance evaluation in different industries and occupations
are examined.

Learning outcomes:

Upon completion of this course students will be able to develop an in-depth understanding of the
following:
- Design performance management processes that reflect the context and nature of the
organization;
- Create supportive delivery mechanisms for performance management; and
- Evaluate and continuously develop performance management strategies to reflect the changing
business environment.
- Understand the latest core concepts of performance management system and differentiate it
from traditional performance appraisal approach.

Page 142 of 244

- Knowledge on important topics like performance planning, management by objectives,
performance executing, monitoring, evaluating, 360 degree feedback and reviewing.
- The course will adopt research and development (R & D) approach, facilitating the students to
start research activities and explore new avenues of development in the field.

Teaching Methodology:

A variety of teaching approaches will be utilized including lectures, class discussions, quizzes,
assignments and class activities. Students are expected to come prepared by properly completing
the take home assignments. Active participation is essential, and students will be expected to
master material assigned in readings, presented in class lectures, discussions, and presentations.

Recommended Textbooks:

1 Performance Management by Herman and Aguinis

2 Michael Armstrong Handbook of Performance Management
3 Managing employee performance: Design and implementation in organizations by
Richard S Williams
4 Performance Management by Robert Bacal

Attendance:

Minimum 75% attendance at lecture and tutorials/seminars/discussions is required. This is

student responsibility to follow up on what they may have missed through absence from a
teaching session through interaction with fellow students who attended the class.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
a Quiz(s) 5%
b Assignements(s) & Présentation 8%
c Class Participation 2%
d Lab Work / Practical Project 5%
e Any Other
Total Internal Evaluation 20 20
GRAND TOTAL 100

Week # Lecture # TOPICS TO BE COVERED

1. Outline Discussion
Introduction to PMS, Basic Concepts and Research on PM : Performance Management
1. Defined, Payoffs Of Using PM
2. Performance Planning, Performance Execution, Performance Assessment, Performance

Page 143 of 244

 Review, Performance Measurement, Performance Management – Research, PMS and
Motivation, Class Activity
3. The Process of Performance Management: Performance Management as a Process of
Management, The Performance Management Cycle, The Performance Management
Sequence
2.
4. How Performance Management Works, Performance Management Activities, Performance
Management in Action, Key Values / Core Values, Ethical Dimensions, Role of HR in PMS
Disadvantages of poorly implemented PMS, Class Activity
5. Characteristics of Ideal PMS, PMS management process
3. 6. Strategic plan and PMS, Class Activity, Assignment 3 (Research Paper Review)
Group Assignment ( Organizational study)
7. Job Analysis and Design, Defining performance, Performance Planning : Performance Management –
Discussion, Role Profiles,
Objective Setting, Performance Measures and Assessment,
4.
8. Performance Planning, Development Planning, The Performance Agreement,
Performance and Development Planning – Checklist, Determinants of Performance
Performance Dimensions, Class Activity
9. Group Presentations
(Articles Review)
5.
10. Group Presentations
(Organizational Study)
11. Performance execution: Manager’s, Employees’ responsibilities in the performance
execution phase, track of employees’ performance, Others’ access to Employee
performance log, motivating to deliver good performance and to correct performance
problems, recognition – an effective motivational tool, building performance excellence,
6.
12 Influences on individual’s development, development efforts, “achievement orientation”
competency, Effective development plan, Gap identification and discussion, document
Performance improvement discussion, Approaches in measuring performance, Evaluation
Systems, Class Activity
13. Performance Assessment : Manager’s, Employees’ and reviewer’s responsibilities in the
performance Assessment phase, self-appraisal, Data collection, Rating errors, Purposes and
use of performance appraisal,
7. 14. Different approaches and Methods to performance assessment, Rating, approaches,
techniques, issues in rating 360 Degree feedback
Class Activity
Group Assignment (Organizational Study)

MID TERM EXAMS

MID TERM BREAK

15. Gathering performance information
Appraisal forms, Characteristics of appraisal forms
Strategies in obtaining performance information, Performance Review, Manager’s,
Employees’ responsibilities in the performance review phase, Preparation for the meeting,
8.
Objectives to performance review,
16. Criteria for performance assessment, Conducting performance review meetings and
difficulties, handling agreements and disagreements, balancing past performance against
future potential, evaluating performance reviews, organizational issues,
17. Performance Measurement, The Power, Functions and scope of Performance Measurement, uses,
problems and prospects of performance measures,
9.
18. Performance Measurement Systems,
The Design and Implementation
19. Process Feedback: Definition, nature and uses of feedback, guidelines on providing feedback,
feedback expert system,
10.
20. Rationale, definition, effectiveness, advantages and disadvantages of 360 degree feedback, Class
Activity

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 21. Managing organizational performance : Process and strategic approach to managing org. performance,
11. 22. Business performance management system, org. capability, developing high performance
culture and measurement, Class Activity
23. Managing team performance: The performance of teams and individual team members,
12. team competencies
24. Team performance management measures and process, Class Activity
25. Performance Management and Employee Development
13.
26. Performance Management and Coaching Skills
27. Project Present
14.
28. Project Presentation

END TERM EXAMS

Page 145 of 244

Course Title: Training and Development
Course Code: HRM-475
Credit Hours: 3+0
Course Instructor:

PREREQUISTES:

Principles of Management and Human Resource Management.

COURSE OBJECTIVES:

 Personnel Training & Development is aimed at giving an overview of the

training process.
 This course gives the overview of different international well reputed organization
T&D activities.
 This course is aimed at in sighting the students with the fundamentals of a training
program, training delivery, and training management and how to conduct training
need analysis.

COURSE LEARNING OUTCOMES:

 Students shall be better comprehend the training process, improved skills for
managing training programs
 It enhances the understanding of the development needs within an organization
 Students are able to demonstrate the role of career management of their
prospective organization.

RECOMMENDED BOOK:

Employee Training and Development by Raymond A. Neo.

ASSESSMENT INSTRUMENT WITH WEIGHTS:
S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 146 of 244

Week # Lecture # TOPICS TO BE COVERED
1. The Organization and role of human resource management.
Organizational structure
1. Organizational goals and strategies
2. Human resource strategies
Training policy and business policy
3. Organizational development & training
Organizations perception
2.
Organizational needs
4. Relationship of training and development with other HR functions
5 Training as a system approach
3.
6 Defining excellence
7 Training Need Analysis
Types of need analysis.
4.
Selecting suitable methods.
8 Organizational, teams and individual need analysis.
9 Training Benefits
Benefits of training to individuals.
5.
10 Benefits of training to teams.
Benefits of training to organization.
11 The trainer and training methodologies
Selection of trainer.
6. Competencies of trainer.
12 In-house and on the job training.
Group Discussion.
13 Case study
7.
14 Experiential exercise
MID TERM EXAMS
MID TERM BREAK
15 Developing a training plan
Training objectives
8.
16 Business impact objectives
Determining training sequence
17 Training evaluation system
9.
18 ROTI: Return on training investment
19 Measurement of training impact
Pre- training evaluation.
10.
20 During training evaluation.
Post training evolution.
21 Mentoring & Coaching skills.
Mentoring skills for trainer.
11.
22 Coaching skills for trainer.
Counseling skills for trainer
12. 23 & 24 Case study 2
25 Career Management concept
13.
26 Theories & issues of traditional course VS Protean career
Page 147 of 244
 27. Career Development model
28. Challenges in training
14.
Challenges in development
Challenges in career management
END TERM EXAMS

Page 148 of 244

Course Title: Recruitment and Selection

Course Code: HR-667

Credit Hours: 3+0
Course Instructor:

Prerequisites:
Human Resource Management

COURSE DESCRIPTION/OBJECTIVES:

 Recruitment and selection activities ensure the availability of right people in the right place, at the
right time in organizations.
 The process involves most fundamental human resource management functions like assessing
organizational and individual’s needs as well as abilities and producing an effective match.
 The course is designed to provide the learners with an understanding of the activities involved in
advanced recruitment and selection from the viewpoint of a human resource practitioner and/or
business manager.
 This course is designed to enable students to understand current theory and practice in the field. In
particular, students undertaking this course will come to a detailed appreciation of best practice in
recruitment and selection. Specific objectives of the course are:

COURSE LEARNING OUTCOMES:

By the end of this course, students should be able to:

 Describe the basic principles of recruitment and selection, including Reliability, validity an
utility, Job analysis, Job marketing, Applicant assessment, Selection decision-making etc.
 Explain the relationship of recruitment and selection practices to relevant theory.
 Connect recruitment and selection practices with their organizational, social and legal contexts.
 Students will learn about Job Analysis and Design, Recruitment Sources, Pre-employment
Assessment techniques, Interviewing techniques and Retention Management
RECOMMENDED TEXT BOOK:
• Hiring and Keeping the Best People. (1992). Harvard Business School Press –
Boston
• 101 Strategies for Recruiting Success: Where, when, and how to find the right
people every time. By: Christopher W. Pritchard, SPHR
• Strategic Staffing : A Practical Toolkit for Workforce Planning by: Thomas P.
Bechet
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 • Recruiting, Interviewing, Selecting and Orienting New Employees by Diane
Arthur.

REFERENCE MATERIAL:
Harvard case studies and research papers will be discussed

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
LabWork/Practical Project
AnyOther
Total 20 20
Grand Total 100

COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
No No
1. History: Transition from Agricultural Economy to Industry Economy to Knowledge
Economy, What is Human Capital and its importance,
1.
2. Significance of recruitment and selection for organization, challenges
of recruitment, Overview of recruitment & selection
3. Strategic Staffing: Developing and Implementing and Supporting
Strategic Staffing Process- Placing Strategic Staffing Within the
2. Business Context ,
4. Assessing Current Strategic Staffing Process, Involving Managers in the
Strategic Staffing Process
5. Human Resource Planning, Labor Demand and supply, transitional
Matrix
6. Job Analysis and Design: Requirement gathering, Organizational
3.
Structures and Jobs Alignment Job Design, Types of Job Design
- Mechanistic Job Design- Biological Job Design –
Motivational Job Design.- Perceptual Job Design
4. 7. Conducting Human Resource Audit – Importance of Human Resource
Audit – Periodic and Exit Interviews - Systematic Recruitment and
Selection Process – Conducting Job Analysis

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 8. Approaches and sources of recruitment: Advertising, realistic job
preview.
Labor market analysis & setting rates of pay, Electronic recruiting and
sources. Recruitment process and techniques,
9. Recruitment sources - Traditional Recruitment Sources and Innovative Recruitment
Sources Recruiting from within the organization,
Outsourcing-When to Use a Professional Recruiter , Colleges,
Universities, Professional organizations, Seminars/workshops, Job fairs.
5. 10. Selection Process: Pre-employment test, Selection/Recruitment
Interview, Types and components of employment interviews, Cognitive
Ability in Personnel Selection
Decisions, Personality in Personnel Selection. Emotional Factors as
Selection Criteria,
11. Situational Judgment Tests, Psychological and Physical examination,
Computer-
Based Testing and the Internet. Evaluating selection techniques:
Reliability, validity
& cost-benefit (utility) analysis.
6.
Ability testing: General mental ability; specific -abilities; work samples.
12 Documenting the interview, Second Rounds and Offers, Structuring Compensation
Offers, The Prediction of Typical and Maximum Performance in
Employee Selection, Different types of questions for a test or interview,
Job Performance:.
13. Assessment Issues in Personnel Selection, The Prediction of Contextual
Performance.
Decision Making in Selection, Ethnic Bias and Fairness in Personnel
7.
Selection and Consequences. Background and reference check
14. Personality Assessment: Big 5 Personality Model, Assessment Centers
and 360 degree Evaluation
MID TERM EXAMS
MID TERM BREAK
15. Selecting for fit and employment laws: Individual fit with jobs, teams,
organizations
&cultures. The legal & social context for R&S:
Employment legislation, equal opportunity (adverse impact etc).
8. 16. Employee Orientation: Significance and methods of Orientation
Program,
Outsourcing Recruitment and Selection Activities, Expatriate Selection:
A Process approach Selection for Teams, Multilevel Selection and
Prediction,
17. Beyond the fundamentals of employee orientation
9.
18. Recruitment from Employer perspective: Training for recruitment &
selection; Outsourcing recruitment & selection.
19. The organizational context for recruitment & selection
10.
20. Diversity recruitment and hiring success
11. 21. Retention (Keeping the best): Essential retention strategies
Page 151 of 244
 22. Market wise retention,
23. Retention Success
12. 24. Workplace factors that affect Hiring and Retention: Staff turnover and
negative and positive impact on the organization
25. Keeping employees even after they leave
26. Measuring Staffing Effectiveness and Efficiency, Calculating Staffing
13.
Costs and Evaluating Staffing Options, Maintaining GEMS
(Global Employees Mobile and Skilled).
14. 27. Recruiting Evaluation and Metrics
28. Revision

Page 152 of 244

Course Title: Job Analysis Performance Evaluation and appraisal
Course Code: HR-464
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Students should be specialized in Human Resources Management.

Course Objectives:

 Develop an understanding of the impact of job analysis on employees and its thorough
understanding as future HR Managers.
 To understand the practical implication of JAPEA in Pakistani environment.
 To have a strong in-depth focus on performance management and appraisal for employees

Learning Outcomes:

Equips the students with the concepts, problems and techniques applicable to the Job analysis,
Performance Evaluation and Appraisal related functions of business organizations.

Textbooks (or Course Materials) with Edition:

 Job Analysis by Michel t Brannick and Edward L Levine (any edition)

 Human Resource Management by Noe and Hollen Beck 9th edition.
 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

Reference Material:

 Case studies, Research articles will be provided by the instructor

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100
Page 153 of 244
COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. An introduction to Job Analysis (Methods, Processes, Techniques
1. and Purposes)
2. Application in Pakistan environment.
3. Importance of job analysis (Data to be gathered, uses of job design)
2.
4. Climate of HRD and Process in Pakistan.
5. Building blocks of job analysis
3.
6. Building blocks of job analysis cont…………..
7. Time and motion study for job and performance evaluation
4.
8. Function job analysis by Department of Labor and Fines
9. Function job analysis by Department of Labor and Fines cont……..
5.
10. Job element method
11. Task analysis inventory
6.
12 Concept of Performance management
13. Performance management (continued).
7.
14. Case study
MID TERM EXAMS
MID TERM BREAK
15. Concept of Performance appraisal
16. Appraisal methods, Choosing a source of performance information,
8.
Approaches to measuring performance, Rater errors in performance
management.
17. Employee separation and retention, How to retain good employees,
9. How to fire the unwanted stuff, Sources of Job dissatisfaction.
18. Case Study
19. Multi Method Job Design Questionnaire, Position analysis
10. questionnaire.
20. Occupational network
21. Employee development, Time management and organization growth
11. cycles
22. Different models of organizational growth cycles.
23. Job analysis and performance evaluation for teams
12.
24. Job analysis and performance evaluation for team’s cont…………..
25. Presentations of assigned project.
13.
26. Presentations of assigned project.
27. Revision
14.
28. Revision
END TERM EXAMS

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Course Title: Human Resource Information System (HRIS)
Course Code: HR-
Credit Hours: 3+0
Course Instructor:

Course Description:
This course focuses on the Human Resource management and planning. The course emphasis is
on the understanding of the concepts of right person for right job with right policies.

Course Objectives:

 The student will synthesize HRIS applications and organizational strategy.

 The student will outline the basic steps that an organization must go through to plan for,
acquire, and then implement an HRIS.
 The student will explain the basic uses of job analysis information, how the information
should be archived, and what job and workflow variables should be tracked.
 The student will explain how recruiting is facilitated by the HRIS.
 The student will outline the relationship between screening and selection and explain their
importance to the implementation of strategy.
 The student will explain the strategic importance of training programs in maintaining and
improving employee knowledge, skills, and competencies.
 It will explain how and what to track in evaluating the outcomes of training programs; the
student will, based on learning theory, explain how HRIS training metric tracking
facilitates training transfer.
 The student will integrate the eLearning and SDL technology with HRIS tracking
capabilities.
 This course will explain and illustrate the various performance appraisal data that can be
tracked by HRIS and tell how tracking individual performance helps to improve overall
organizational effectiveness.
 This course will explain the basic issues which must be addressed in implementing an
HRIS system.
Learning Outcomes:

Equips the students with the concepts, problems and techniques applicable to the human resource
functions of business organizations. The emphasis is on decision making in human resource areas.

Textbooks (or Course Materials):

 Kavanagh, M. J., Thite, M. & Johnson (2015). Human Resources Information Systems:
Basics, Applications, & Future Directions (Third Edition)
 David A. Decenzo and Stephen P. Robins (HUMAN RESOURCE MANAGEMENT).

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 Online Resource(s):
http://www.sap.com (SAP official website) http://www.ihrim.com (IHRIM –
The International Association of Human Resource Information Management)
http://www.hrmscanada.com (Human Resource System Group)

Reference Material:

Case studies, Research articles will be provided by the instructor

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT
Week # Lecture # TOPICS TO BE COVERED
1 1 Evolution of HRMS; Information System Concepts, Role of IT Systems strategic
and competitive opportunities in HRM.
2 Database Concepts and application in HRIS, Database Model, MS ACCESS
Database, SQL Concepts
2 3 Relational Databases Concepts, Data Warehousing, Business Intelligence and
Mining; Developing HRIS using MS Access
4 HRIS needs Analysis, SDLC, Gap Analysis
3 5 Systems Considerations in the Design of an HRIS; HRIS Architecture, System
Implementation Process
6 System Design and Acquisition, Cost justifying HRIS Implementation
4 7 Employee life cycle, Compensation, Self Service portal, Payroll management
8 Project Management & Development and HRIS Acceptance
5 9 Talent management, talent acquisition, Change Management and Data
Validation , Models of change process
10 Introduction to the Enterprise Resource Planning (ERP) Systems SAP HR
application: The Company Structure and jobs and positions in the company
6 11 Job Analysis & HR Planning; Framework for Strategic HR Planning
12 Recruitment & Selection in Internet Context or e-Recruitment
7 13 Coaching, Designing effective training system, Training methods,
Evaluating training program(Continued)
14 Grand quiz
Page 156 of 244
 MID TERM EXAMS
MID TERM BREAK
8 15 Performance management, Purpose of performance management
16 Appraisal management, International performance appraisal
9 17 Compensation Management
18 Job Evaluation, Salary Survey, and Job Pricing
10 19 HR Administration
20 Travel Management
11 21 Learning Management Systems , Decision support system, Popular Software
for an HRIS, Vendors and Consultants
22 International HRM
12 23 Information security and privacy
24 The Next Decade of HR: Emerging trends in HRM and IT
13 25 Presentations of assigned project.
26 Presentations of assigned project.
14 27 Revision
END TERM EXAMS

Page 157 of 244

Course Title: Strategic Human Resource Management
Course Code: HR-
Credit Hours: 3+0
Course Instructor:

Perquisites:

It’s compulsory that student should have clear understanding of concepts and practice of Human
Resource Management and Business policy & Strategy courses.

Course Description:
 Strategic HRM is a course for HR specialization students to learn and understand the
integrative link of Strategic management with HRM practices.
 To know the Importance of SHRM toward new success trend for organizations.

Learning Outcomes:

 To enhance the knowledge & analytical skills regarding course contents.

 To enable the students for integrating level of different concepts and its
applicability through learning.

Textbooks (or Course Materials):

Strategic Human Resource Management: An action guide By Micheal Armstrong, 3rd edition.

Reference Material:
Strategic Human Re source Management by Charles R. Greer, 2nd Edition.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks
1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

Page 158 of 244

COURSE CONTENT

Week Lecture TOPIC TO BE COVERED

1 CH#1:Strategic Human Resource Management: An Introduction
1 Strategic HRM Concept and Process, Aims of SHRM, Approaches to
2
SHRM, Limitations to SHRM
CH# 2: HR Environment: Technology and Organizational Structure,
3
Workers Value and Attitudinal Trends, Management Trends,
2
Demographics Trends, Trends in utilization of HRM, International
4
Developments .
CH#3 HR Strategies: Defining HR Strategies, Different types of HR
5
3 Strategies,
6 Different Criteria for effective HR Strategies
CH#4 Formulating & Implementing HR Strategy: Fundamental Process
7
4 Considerations
8 Characteristics of Fundamental Process, Developing HR Strategies.
CH#4 Formulating & Implementing HR Strategy:- Setting out the
9
5 Strategies,
10 Conducting a Strategic Review, Implementing HR Strategy
CH#5 Improving Business Performance through SHRM:- How HR
11
Impacts on Organizational Performance,
6
How HR Strategy makes an Overall Impact, How SHRM concepts
12
impact on Practices
13 Presentations
7
14 Presentations
MID TERM EXAMS
MID TERM BREAK
15 Paper Shown up and Discussion
8
16 CH#5 Improving Business Performance through SHRM:
CH # 6 Roles in Strategic HRM:- Strategic Role of Top Management,
17
9 The Strategic Role of Frontline Management
18 The Strategic Role of HR Directors, The Strategic Role of Hr Specilist
CH#7 Strategies For improving organizational Effectiveness:- Strategies
19 for Organizational Development, Strategies for Organizational
Transformation
10
Strategies for Culture and Knowledge Management, Commitment
20 Strategy, Quality Management Strategy & Continuous Improvement and
Customer Service Strategy.
CH #8 Resourcing Strategies:=- Objective of Resourcing Strategy,
21 SHRM approaches to Strategy, Integrating business and resourcing
11 strategy
Bundling resourcing strategy and business activities, components of
22
employee resourcing strategy,
Human Resource Planning, Resourcing Plans, Retention Strategy,
23
Flexibility Strategy, Talent Management Strategy
12
CH#9 Employee Relational Strategy: Concerns of Employee Relation
24
Strategy, Strategic Directions
Page 159 of 244
 The Background to employee relational strategies, The HR approach to
25
13 employee relations, policy options
26 Formulating the employee relation strategy and employee voice strategy.
14 27 Revision
END TERM EXAMS

Page 160 of 244

Course Title: Contemporary issues in HRM
Course Code:
Credit Hours: 03
Course Instructor:

Prerequisites
Human resource management and all its specialization courses

COURSE DESCRIPTION

The aim of this course is to build upon students existing knowledge of Human
Resource Management (HRM) from previous courses, by focusing on key
contemporary issues in the study and practice of managing human resources. The
course is not aimed at mapping all debates in HRM: rather, the course is a topics-
based approach to HRM research and practice. The course begins with an overview
of the HRM debate to date and key controversies in HRM research which provides
the basis for the subsequent sessions. Thereafter, prominent debates in HRM are
critically assessed, including flexible working, trust in HRM and managing well-
being; the changing nature of contemporary workplaces and the management of
work-life balance. The course concludes with sessions on the significance of evidence
based management and leadership. The overarching themes of the course will be the
interplay between the theory and practice of HRM, the challenges of managing
human resources and the state of contemporary HRM research. The course will
provide knowledge and understanding of both academic and practical relevance to
students of management and organization studies and will encourage students to
think critically and analytically about some of the more popular solutions offered to
the problems of managing people in the workplace.
Students will be expected to have previous general knowledge of human resource
management issues and to apply critical analytical skills developed from other
courses on organizations and management.

INTENDED COURSE LEARNING OUTCOMES

On successful completion of this course students will be able to:

1. Describe and discuss key issues and controversies associated with current debates in
human resource management;
2. Critically assess the objectives, rationales, uses and limitations of various managerial
policies

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and practices in human resource management;
3. Identify the scale and nature of adoption of specific human resource policies;
4. Identify the perspectives of key stakeholders in the theory and practice of human resource
management
5. Understand the nature of contemporary HRM research;
6. Consider the longer term consequences of current trends in HRM

RECOMMENDED READINGS
Recommended Texts
 Torrington, D., Hall, L., Taylor, S and Atkinson C (2011) Human Resource Management
(Eighth Edition). FT Prentice Hall. Pearson Education.
 Roper, I., Prouska, R. and Na Ayudhya, U.C. (eds.) (2010) Critical Issues in Human
Resource Management, CIPD books: London.
 van der Linden, D., Pekaar, K. A., Bakker, A. B., Schermer, J. A., Vernon, P. A., Dunkel,
C. S., & Petrides, K. V. (2017). Overlap between the general factor of personality and
emotional intelligence: A meta-analysis. Psychological bulletin, 143(1), 36.
 Miao, C., Humphrey, R. H., Qian, S., & Pollack, J. M. (2019). The relationship between
emotional intelligence and the dark triad personality traits: a meta-analytic review.
Journal of Research in Personality, 78, 189-197.
 Einarsen, K., Salin, D., Einarsen, S. V., Skogstad, A., & Mykletun, R. J. (2019).
Antecedents of ethical infrastructures against workplace bullying. Personnel Review.
 Javadizadeh, B., & Strevel, H. B. (2018, July). Workplace Bullying: The Role of HR
Policies and Training in Promoting a Healthy Environment. In Academy of Management
Proceedings (Vol. 2018, No. 1, p. 17940). Briarcliff Manor, NY 10510: Academy of
Management.
 Chirilă, T., & Constantin, T. (2013). Understanding workplace bullying phenomenon
through its concepts: A literature review. Procedia-Social and Behavioral Sciences, 84,
1175-1179.
 Carpenter, N. C., Whitman, D. S., & Amrhein, R. (2020). Unit-Level Counterproductive
Work Behavior (CWB): A Conceptual Review and Quantitative Summary. Journal of
Management, 0149206320978812.
 Valeau, P. J., & Paillé, P. (2019). The management of professional employees: linking
progressive HRM practices, cognitive orientations and organizational citizenship
behaviour. The international journal of human resource management, 30(19), 2705-2731.
 Lupșa, D., Vîrga, D., Maricuțoiu, L. P., & Rusu, A. (2020). Increasing psychological
capital: A pre‐registered meta‐analysis of controlled interventions. Applied Psychology,
69(4), 1506-1556.
 Triatmanto, H. R. B. (2019). Reward System as a Strategic HRM Determining Work
Productivity in Hospitality Organizations.
 Culiberg, B., & Mihelič, K. K. (2017). The evolution of whistleblowing studies: A critical
review and research agenda. Journal of Business Ethics, 146(4), 787-803.
This course relies heavily on academic journals and students should be familiar with the
University Library’s electronic journals system. In addition, students will be expected to
keep up-to-date with developments in the area through newspaper and business reports.

Relevant Journals
There are a number of relevant journals in this area. Useful material is to be found in the
following:
Human Resource Management Journal (available in electronic form)
Employee Relations (available in electronic form)
People Management (available in hard copy in the library)
Personnel Review (available in electronic form)
International Journal of Human Resource Management (available in electronic form)
British Journal of Industrial Relations (available in electronic form)

Page 162 of 244

Industrial Relations Journal (available in electronic form) Work, Employment & Society (available
in electronic form)

Relevant Websites

Some relevant websites are listed below:

http://www.bis.gov.uk/ www.cbi.org.uk www.cipd.co.uk
http://www.equalityhumanrights.com/ www.theworkfoundation.com www.tuc.org.uk
http://www.bestcompanies.co.uk/

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture Topics to be Covered

No. No.
1. Knowledge Management: Definition of Knowledge management
1. (KM), Types, Tools, KM Process, KM Techniques, Theories of
2. knowledge management and knowledge sharing
3. Cultural Diversity: Definition, Meaning, Why cultural diversity is
2.
4. important, Benefits and challenges of cultural diversity
5. Technology in HRM: Using HR technology, Impact of technology
3. on HR practices, HR and digital transformation, Benefits and
6. challenges of the use of technology in HR, E HR, HRIS, Digital
talent management, Future trends
7. Green HRM: Green HRM Policies and Practices, Green HR
process, Contemporary Developments in Green HRM Research,
4. Motivation and GHRM, Green Intellectual Capital, Employee
8. engagement in managing environmental performance, Enabling
green spillover: how firms can benefit from employees' private
green activism
9. Occupational Health and Safety: Introduction and Overview,
Current issues, Policy instruments on workers' health, How to
5. protect and promote health at the workplace, Improving the
10. performance of and access to occupational health services,
incorporating workers' health into other policies
Page 163 of 244
 11. High Performance Work Systems: Features, Characteristics,
6. HPWS and corporate performance, HPWS and individual
12. outcomes, Designing a HPWS, Value of High Performance Work
System
13. Talent Management: What is Talent Management? Definition,
Process and Models, Talent Management as a Business Strategy,
7. Manager's Key Role in Talent Management, Benefits of Talent
14. management for organization and for employees, Talent
Management for the Twenty-First Century, How talent
management is different from HR

8. MID TERM EXAM

9. MID TERM BREAK

15. Emotional Intelligence: Definition, Types; Difference between trait

10. EI and ability EI, EI and Leadership, How to foster EI in
16. employees, Bright and Dark sides of EI, Components of Emotional
Intelligence
17. Workplace Bullying: Different dimensions of Workplace Bullying,
Cyber Bullying, Effects of bullying on employee’s performance,
11. Corporate laws against workplace bullying; establishment of anti-
18. bullying HR policies, ethical infrastructure, anti- bullying training
to prevent bullying behavior.
19. Counterproductive Work Behavior: Types of CWB, factors
12. effecting (antecedents) of CWB, Consequences of CWB, HR
20. policies and practices to reduce CWB, leadership and CWB,
employees attitudes and justice perceptions.
21. Organizational Citizenship Behavior: Dimensions of OCB,
13. Antecedents and consequences of OCB, Progressive HRM
22. practices and OCB, Leadership and OCB, Organizational policies
and practices on OCB, Dark side of OCB on employees.
23. Psychological Capital: Dimensions of PsyCap, Difference between
14. state like and trait like PsyCap, Roles of managers and PsyCap,
24. Organizational policies and practices to enhance employee’s
PsyCap, Effective training programs on PsyCap.
25. Reward Systems: Different types of Rewards systems, HRM
15. policies and practices for rewards, Consequences of effective
26.
reward systems, dealing employees in times of crisis.
27. Whistleblowing and Glass ceiling: Different dimensions of
Whistleblowing and Glass ceiling, Moral Whistleblowing and
Glass ceiling, Virtual Whistleblowing and Glass ceiling,
whistleblowing from initiator’s perspective, Effects of
16. whistleblowing and glass ceiling on employee’s performance,
28. Corporate laws against Whistleblowing and Glass ceiling;
establishment of anti-whistleblowing HR policies, ethical
infrastructure, anti-whistleblowing trainings to prevent deviant
behavior.

17.
END TERM EXAMS
18.

Page 164 of 244

 Course Title: Occupational Health and Safety Management
Course Code: HRM-479
Credit Hours: 3+0
Course Instructor:

Prerequisites:
A very sound and in-depth knowledge of HR practices and théories

Course Objectives:
This course introduces the student to the study of workplace occupational health and safety. The
student will learn safe work practices in offices, industry and construction as well as how to
identify and prevent or correct problems associated with occupational safety and health in these
locations as well as in the home. The course is designed to assist the student with the
implementation of safe healthy practices at work and at home.
Learning Outcomes:

Upon successful completion of this course, the student will have demonstrated the ability to:

 Identify hazards in the home or workplace that pose a danger or threat to their safety or
health, or that of others.
 Control unsafe or unhealthy hazards and propose methods to eliminate the hazard.
 Present a coherent analysis of a potential safety or health hazard both verbally and in
writing, citing the Ontario Occupational Health and Safety Regulations as well as
supported legislation.
 Discuss the role of health and safety in the workplace pertaining to the responsibilities of
workers, managers, supervisors.
 Indicate a comprehension of the changes created by WHMIS legislation in everyday life.
 Identify the decisions required to maintain protection of the environment, home and
workplace as well as personal health and safety.
Textbooks (or Course Materials) with Edition:
1. Fundamentals of Occupational Safety and Health. Fifth Edition by Mark A. Friend, James P.
Kohn.
2. Pakistan Factories Act, 1934
3. Occupational Health and Safety Management: A Practical Approach By Charles D. Reese

Reading Material:
Occupational Safety and Hygiene VI: Book chapters from the 6th International Symposium on
Occupation Safety and Hygiene (SHO 2018), March 26-27, 2018, Guimarães, Portugal
ASSESSMENT INSTRUMENT WITH WEIGHTS:
Items Marks
1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 4
Assignements(s) 3
Class Participation 3
Presentations
Case Discussion
Project 1 Select one of the following Chapters for group presentation:
0 - Computers, Automation and Robots
- Safety and the Environment
- Product Safety and Liability
- Ergonomics and Safety

Total 20 20
Grand Total 100

Page 165 of 244

 Course Content:

Week # Lecture # Session topics

1. 1. Introduction to Personal Health and Safety, history and background
- personal health and safety at home and in the workplace
2. Chapter 01 of Pakistan Factories Act
1. Short title, extent and commencement 2. Definitions 3. References to time of day
4. Seasonal factories 5. Power to apply provisions applicable to factories to certain
other places 6. Power to declare departments to be separate factories 7. Power to
exempt on a change in the factory 7-A. Exemption from certain provisions of the Act
8. Power to exempt during public emergency 9. Notice to Inspector before
commencement of work.
2. 3. Accidents & Their Effect on Industry
- costs of accidents
- work accident costs and rates
- time lost
- work injuries, parts of the body injured on the job
-chemical burn injuries
- Carpal Tunnel Syndrome Injuries
- Drugs and Alcohol in the Workplace
4. Chapter 02 of Pakistan Factories Act 10. Inspectors. 11. Powers of Inspector 12.
Certifying Surgeons.
3. 5. Accidents & Their Effect on Industry
- costs of accidents
- work accident costs and rates
- time lost
- work injuries, parts of the body injured on the job
-chemical burn injuries
- Carpal Tunnel Syndrome Injuries
- Drugs and Alcohol in the Workplace
6. Chapter 03: Health and Safety 13. Cleanliness 14. Disposal of wastes and effluents
15. Ventilation and temperature 16. Dust and fume 17. Artificial humidification 18
Overcrowding 19. Lighting 20. Drinking water 21. Latrines and urinals 22. Spittoons
23. Precautions against contagious or infectious disease 23-A. Compulsory
vaccination and inoculation 24. Power to make rules for the provision of canteens 24-
A. Welfare officer 25. Precautions in case of fire 26. Fencing of machinery 27. Work
on or near machinery in motion 28. Employment of young persons on dangerous
machines 29. Striking gear and devices for cutting off power 30. Self-acting
machines.
4. 7. 31. Casing of new machinery 32. Prohibition of employment of women and children
near cotton openers 33. Cranes and other lifting machinery 33-A. Hoists and lifts 33-
B. Revolving machinery 33-C. Pressure plant 33-D. Floors, stairs and means of
access 33-E. Pits, sumps, opening in floors, etc. 33-F. Excessive weights 33-G.
Protection of eyes 33-H. Power to require specifications of defective parts or tests of
stability 33-I. Safety of building, machinery and manufacturing process 33-J. Power
to make rules to supplement this Chapter 33-K. Precautions against dangerous fumes
33-L. Explosive or inflammable dust, gas, etc. 33.M. Power to exclude children 33-
N. Notice of certain accidents 33-P. Appeals 33-Q. Additional power to make health
and safety rules relating to shelters during rest.
8. Same as above
5. 9. Theories of Accidents-(Essay-Select 1 of the following
theories)
- Domino Theory of Accident Causation
- Human Factors Theory of Accident Causation
-Accident/Incident Theory of Accident Causation
-Epidemiological Theory of Accident Causation
-Systems Theory of Causation
Page 166 of 244
 - Combination Theory of Accident Causation
10. Same as above
6. 11. Falling, Impact, Acceleration and Lifting Hazards
- correct lifting techniques
- selecting correct lifting procedures in the workplace
- safety equipment
- safe storage of materials at home and in the workplace
- dealing with manual handling
12. Experiential exercise
7. 13. CHAPTER IV - of Pakistan Factories Act Restrictions on Working Hours of Adults
14. Workers Compensation
-injuries and workers compensation
- workers' compensation legislation
- resolution of workers' compensation disputes
8. 15. CHAPTER IV-A - Holidays with pay
16. Roles of Health and Safety Personnel
- the modern health and safety team
- health and safety manager
- engineers and safety
MID TERM EXAMS
MID TERM BREAK
9. 17. Stress and Safety
- workplace stress defined
- sources of workplace stress
- human reaction to workplace stress
- measurement of workplace stress
- shift work, stress and safety
- improving safety by reducing stress
- stress in safety managers
- stress and workers compensation
18. Same as above
10. 19. Ergonomics and Safety Management
20. CHAPTER V - Special Provisions for Adolescents and Children
11. 21. Mechanical Hazards and Safeguarding
- common mechanical injuries
- safeguarding defined
- lockout/tag out systems
- taking corrective action
Heat and Temperature Hazards
- the body's response to heat
- heat stress and its prevention
- overview of cold hazards
- preventing cold stress
22. Same as above
12. 23. CHAPTER VI - Penalties and Procedure
24. Same as above
13. 25. Fire Hazards
- sources of fire hazards
- fire dangers to humans
- detection of fire hazards
- reducing fire hazards
- development of Fire Safety Standards
- fire safety myths
- fire hazards defined
13. Noise and Vibration Hazards
- hazards levels and risks
Page 167 of 244
 - identifying and assessing hazardous noise conditions
- noise control strategies
- vibration hazard
26. Same as above
14. 27. Workplace violence, Industrial Hygiene
28. Preparing for emergencies and promoting safety
MID TERM EXAMS

Page 168 of 244

Specialization Courses
(MARKETING)

Page 169 of 244

Course Title: Brand Management (MBA/ BBA)
Course Code:
Credit Hours: 3+0
Course Instructor:

PREREQUISITES: As a marketing elective, you must have an understanding of brand and the marketing mix to
apply marketing principles to this course.

Textbook
 Strategic Brand Management (Building, Measuring and Managing Brand Equity), By Kevin
Lane Keller & Vanitha Swaminathan , 5th Edition, Pearson Education, Inc.

Course Description
Brand Management Course highlights the benefits of recognizing the importance and
relevance of marketing strategy and brand management. Brand management is the application of
marketing techniques to a specific product/services, product line, or brand. It seeks to increase a
product's perceived value to the customer and thereby increase demand for a particular brand and its
brand equity. Since brands are intangible assets, creating and nurturing a strong brand is a challenge;
thus, building a brand is both an art and a science, calling for more than building brand image through
traditional marketing communication activities.

Reference Material

 New Strategic Brand Management. J N KEPFERER 5th edition

 Managing Brand Equity. Aaker, D. A. (2009).  Free Press NewYork
 Super brands in Pakistan
 Brand Failures. Matt Haig
 Harvard Business Review Cases studies

Course Objectives: The course objectives are

 To provide an appreciation of the role of brands in customer decision making and in creating
shareholder value.
 To understand the core principles of brand strategy, and create familiarity with research tools
that illuminate the meaning and strength of any particular brand.
 To analyze creatively and critically about the strategies and tactics involved in building,
leveraging, defending and sustaining inspired brands.
 To encourage the application of brand principles for building and communicating one’s own
personal and professional brand.
 To comprehend brand equity and different brand equity measurement methods
 To understand the advances in information technology that is shaping new marketing
opportunities and strategies.
 To understand the increasingly intense competition that is affecting the global markets.

Course Outcomes: After successful completion of this course, students will be able to

 Understand and conduct the measurement of brand equity and brand performance
 Prepare a professional, logical and coherent report in the form of a brand audit
 Know branding principles and marketing communication concepts and frameworks to
achieve brand management goals and improve marketing performance.
 Understand important issues related to planning and implementing brand strategies for a
diverse group of marketing offerings (e.g., products, services, industrial goods, non-profits,
etc.).

Page 170 of 244

  Develop a consumer-centric approach to building, measuring and evaluating strategies that
build brand equity for new and existing brands.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
LabWork/Practical Project
AnyOther
Total 20 20
GRAND TOTAL 100

Week # Lecture # TOPICS TO BE COVERED

1. Class & Course Introduction

Brands and Brand Management

1.  What Is a Brand?
2.  Why Do Brands Matter?
 Can Anything Be Branded?

3. Cont… Brands and Brand Management

 What Are the Strongest Brands?

2. 4.
 The Brand Equity Concept
 Strategic Brand Management Process

5. Customer-Based Brand Equity and Brand Positioning

 Customer-Based Brand Equity
 Sources of Brand Equity
3.
6.  Identifying and Establishing Brand Positioning
 Positioning Guidelines
 Defining a Brand Mantra
7.
Case Study Discussion-I
4.
8.
9. Brand Resonance and the Brand Value Chain
10.  Building a Strong Brand: The Four Steps of Brand Building
5.
 The Brand Value Chain

11.
Choosing Brand Elements to Build Brand Equity
 Criteria for Choosing Brand Elements
6.
 Options and Tactics for Brand Elements
 Putting It All Together
12
13. Discussion on Branding issues in Pakistan
7.
14.
MID TERM EXAMS

Page 171 of 244

 MID TERM BREAK
15. Branding in the Digital Era
16.  Key Issues for Branding in the Digital Era
 Brand Engagement
 Digital Communications
8.
 Overview of Social Media Paid Channels
 Influencer Marketing and Social Media Celebrities
 Brand Management Structure

17. Leveraging Secondary Brand Associations to Build Brand Equity

18.  Conceptualizing the Leveraging Process
 Company
 Country of Origin and Other Geographic Areas
 Channels of Distribution
9.
 Co-Branding
 Licensing
 Celebrity Endorsement
 Sporting, Cultural, or Other Events
 Third-Party Sources
19. Case Study Discussion-II
10.
20.
21. Measuring Outcomes of Brand Equity: Capturing Market Performance
11. 22.  Comparative Methods
 Holistic Methods
23. Introducing and Naming New Products and Brand Extensions
24.  New Products and Brand Extensions
 Advantages of Extensions
12.  Disadvantages of Brand Extensions
 Understanding How Consumers Evaluate Brand Extensions
 Evaluating Brand Extension Opportunities
 Extension Guidelines Based on Academic Research
25. Managing Brands Over Geographic Boundaries and Market Segments
26.  Regional Market Segments
 Other Demographic and Cultural Segments
 Rationale for Going International
 Advantages of Global Marketing Programs
13.
 Disadvantages of Global Marketing Programs
 Global Brand Strategy
 Standardization versus Customization
 Developing versus Developed Markets
 Building Global Customer-Based Brand Equity
27. Final Project and Class Presentations
14.
28.
END TERM EXAMS

Topic related exercises and assignments – Throughout the term as we cover different topics and
exercises related to brand Management. These exercises might include written assignments, online
discussions, or outside activities and case studies

Final Project
Students are required to work on a brand Management project during the term. The topics will be
assigned by the course instructor and students are required to work individually on the assigned project.
The project can be any facet of a brand Management.

Page 172 of 244

Course Title: Sales Management
Course Code: MKT-564
Credit Hours: 3+0
Course Instructor:

PREREQUISITES
Sales Management is a marketing elective subject and assumes that the student must have basic
understanding of marketing concept and strategies as well as adaptive business concepts.
Principle of Marketing and Introduction to Business (A South Asian Edition).

TEXTBOOK
M. Johnston and G. Marshall, Sales Force Management, Leadership, Innovation, Technology, 12th
Edition, Routledge, 2016.

COURSE DESCRIPTION
Selling: Building Partnerships was the first text to bring a partnership/relationship approach into the
selling course, offering a solid frame work on which to hang plenty of practice and real-world
application. The eighth edition of this popular text builds on that foundation with updated content,
improved hands on exercises, and powerful technology that’s sure to make the material more
engaging for professors and students alike. It’s going to help students distinguish various phases of
the selling process and how to apply different questions to different selling situations. This course
will also help to guide the students understand what is involves in the presentation and the
demonstration. The role plays with in the class will assist how to deal with buyers objections and
understand and apply the art of negotiation. There are ways to handle and close the sale and through
this book one can get the grip on the concepts. Personal selling helps to comprehend the customer
needs and long term survival within the competitive era. One can get the concept very clear that
marketing is not about using deceptive and manipulative tactics and also need to avoid high pressure
sales techniques. Not only good communication skills get enhanced but also help ethical standards
get developed.

REFERENCE MATERIAL
 Case Studies will be provided along with the course pack in advance after selection.

 Selling; building partnership (8th Edition); by Stephen B. Castleberry and John F. Tanner

 Additional slides/handouts/information will also be shared in-class, as appropriate.

COURSE OBJECTIVES
The course objectives are:-
a. Gain a solid understanding of Personal Selling concepts and strategies.
b. Apply concepts and strategies to diverse products, services, and situations within the
organization and with the customers for a long term survival.
c. Develop strong new product or service ideas, strategies and communicate your
recommendations and rationale persuasively.
d. Evaluate and develop the new products or/and services in order to fulfill customers
needs and wants.
e. Establish ethical standards, negotiation skills and handling objections.
f. How personal selling and CSR can be linked together in this competitive era?
Page 173 of 244
 COURSE OUTCOMES
After successful completion of this course, students will be able to:
e. Explain key communication and negotiation as well as handling objections concepts,
and apply them to marketing with in the competitive era.

f. Analyze factors/characteristics affecting the competitive position of sales people within

an organization.

g. Explain key elements of communication principles and usage of adaptive selling

techniques.

h. Formulate long term business relationship and managing your career by understanding

yourself and the company.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s) 6
Assignements(s)
Class Participation
Présentations 4
Case Discussion 2
LabWork/Practical Project 8
AnyOther
Total 20 20
GRAND TOTAL 100
1. Case studies will be provided by the instructor. Theses case studies will be only for class
discussion and will not be asked in final paper.

2. Instructors at regional campuses may please give case studies with their own choice.

Week Lecture TOPICS TO BE COVERED

1. Introduction to Sales management
 Changing customer needs

1.
2. Sales management in the 21st Century
What is involved in sales management?
How environmental factors impact sales success?

3. The Process of Selling and Buying

 Drivers of change in selling and sales management
2.
4.
Stages in the selling process
Organizational buying decision process
3. 5. Linking Strategies and the Sales Role in CRM
6. What is customer relationship management?
Importance of market orientation
Process of strategy development
Page 174 of 244
 Personal selling’s role in marketing strategy
 Personal selling’s role in the communication mix

7. Organizing the Sales Effort

Importance of the sales organization decision
Purpose of the sales organization
4.
8. Horizontal structure of the sales force
Organizing to service key accounts
 Vertical structure of the sales organization

9. The Strategic Role of Information in Sales Management

Introduction to market opportunity analysis
Methods of Sales Forecasting
Choosing a forecasting method
Developing territory estimates
5.
10. Purposes and characteristics of sales Quotas
Setting quotas
Determining sales force size
Designing sales territories
 Sales analysis

11. Salesperson Performance

Understanding salesperson performance
 The Model
6.
12 Rewards and satisfaction
Salesperson’s role perceptions
 Stages in the salesperson’s role

13. Role play Case Studies

7.
14.
MID TERM EXAMS
15. Motivating the Salesforce
Psychological processes
8. Motivational model
16. Career stages and motivation
 Impact of environment and organization variable on motivation

17. Personal Characteristics and Sales Aptitude for Selecting Salespeople

Are good salespeople born or made?
9.
18.. Characteristics of successful salespeople
 Job-specific determinants of good sales performance

19. Sales Force Recruitment and Selection

Recruitment and selection issues
Who is responsible for recruiting?
10.
20. Job analysis and determination of selection criteria
Recruiting
 Selection procedures

11 21 Sales Training, Objectives, Techniques and Evaluation

22 Objectives of sales training
Development of sales training programs
Training new sales recruits
 Training experience salespeople

Sales training methods

Page 175 of 244
  Measuring the costs and benefits of sales training

23 Salesperson Compensation and Incentives

Straight salary
Straight commission
Combination plans
12.
24 Sales contests
Non-financial rewards
Expense accounts
 Deciding the most appropriate mix and level of compensation

25 Evaluating Sales Person Performance

Performance versus effectiveness
13. Objective measures
26
Subjective measures
Feedback in performance evaluation
27 Final Project Presentations
14.
28
END TERM EXAMS

Page 176 of 244

Course Title: Global Marketing
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites: As a marketing elective, this course focuses in more detail on one key aspect of
marketing. However, you must have an understanding of marketing strategy and the marketing mix to
apply marketing principles to this course. (Principles of Marketing /Marketing Management course)

COURSE DESCRIPTION: This course reflects current issues and events while offering conceptual
and analytical tools that will help students apply traditional marketing planning, implementation and
evaluation techniques, including the 4Ps, segmenting, targeting and positioning, and market entry
strategies, to global marketing. It will also examine the social and cultural environments and the role of
social media in the expanding global market place. The growing importance of global marketing is one
aspect of a sweeping transformation that has profoundly affected the people and industries of many
nations during the past 40 years. An advanced study of the process and problems associated with
establishing and maintaining global marketing operations. Cross-cultural, legal, political, ethical and
environmental factors are introduced to enhance global marketing decision-making.

COURSE OBJECTIVES: The Course Objectives are

 The primary objective of this course is to give a detailed understanding of the theories and tools
that are used for managing the marketing effort of a product and/or organization in global
settings
 Introduce students to the key concepts and ideas in global marketing and providing them with a
sound understanding of the basics.
 Provide students with an opportunity to analyze a number of real world global marketing
situations.
 Provide an understanding of the scope and function of global marketing theory and practice.
 Increase knowledge and skills to help in developing global market entry strategies.
 Develop skills related to the analysis of global marketing data, in particular the use of secondary
data in assessing the global marketing opportunities.

COURSE LEARNING OUTCOMES: Upon successful completion of this course, the student will be
able to:
 Describe how marketing on a global scale is affected by cultural differences.
 Identify how cultural differences can aid in proper marketing campaigns.
 Analyze cultural differences to determine appropriateness of marketing approach.
 Identify how cultural differences affect marketing of products and services
 Explain the criteria that global marketers use to segment markets and choose specific markets to
target.
 Understand social, political and technological trends shaping global marketing.
 Understand global advertising, promotions and public relations techniques used in global
marketing communications.
 Identify and explain the major changes in the world economy that have occurred during the past
few decades.
 Identify and analyze opportunities within global marketing environments.

RECOMMENDED TEXT BOOK:

 Keegan, WJ & Green, MC, 2020, Global Marketing, 10th edition (Global), Pearson Education

REFERENCE BOOKS / MATERIAL:

 International Marketing by Cateora, Philip Gilly, Mary and Graham, 2019 John, 18th edition
 Global Marketing by Svend Hollensen, Pearson Education (2019), 8th Edition
 Global Marketing by Gautam Dutta, Pearson Education (2016)

Page 177 of 244

 Global Marketing: Foreign Entry, Local Marketing and Global Management by Jhonny K. Johansson
(2008)

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any other
Total 20
Grand Total 100

COURSE CONTENT
Week Lecture TOPICS TO BE COVERED
No No
1. Introduction to Global Marketing
Introduction and Overview
1. Principles of Marketing: A Review
2. Global Marketing: What it is and What it isn’t
The Importance of Global Marketing
3. Management Orientations
Forces Affecting Global Integration and Global Marketing
4. The Global Economic Environment
2.
The World Economy—Overview of Major Changes
Economic Systems
Stages of Market Development
5. Balance of Payments
Trade in Merchandise and Services
3.
6. Discussion on global Marketing issues in Pakistan

7. Social and Cultural Environments

Society, Culture, and Global Consumer Culture
High- and Low-Context Cultures
4. Hofstede’s Cultural Typology
8. The Self-Reference Criterion and Perception
Diffusion Theory
Marketing Implications of Social and Cultural Environments
9. Segmentation, Targeting, and Positioning
Global Market Segmentation
Assessing Market Potential and Choosing Target Markets or Segments
5.
10. Product–Market Decisions
Targeting and Target Market Strategy Options
Positioning
11. Case Study Discussion
6.
12 Case Study Discussion
7. 13. Importing, Exporting, and Sourcing
Export Selling and Export Marketing: A Comparison
Organizational Export Activities
National Policies Governing Exports and Imports
Tariff Systems
Page 178 of 244
 14. Key Export Participants
Organizing for Exporting in the Manufacturer’s Country
Organizing for Exporting in the Market Country
Sourcing
MID TERM EXAMS
MID TERM BREAK
15. Global Market-Entry Strategies: Licensing, Investment, and Strategic Alliances
Licensing
8. Investment
16. Global Strategic Partnerships
International Partnerships in Developing Countries
17. Cooperative Strategies in Asia
Twenty-First-Century Cooperative Strategies
9.
Market Expansion Strategies
18. Case Study Discussion
19. Brand and Product Decisions in Global Marketing
Basic Product Concepts
Basic Branding Concepts
10. A Needs-Based Approach to Product Planning
20. Country of Origin” as a Brand Element
Extend, Adapt, Create: Strategic Alternatives in Global Marketing
New Products in Global Marketing
21. Pricing Decisions
Basic Pricing Concepts
Global Pricing Objectives and Strategies
Incoterms
Environmental Influences on Pricing Decisions
11. 22. Global Pricing: Three Policy Alternatives
Gray Market Goods
Dumping
Price Fixing
Transfer Pricing
Countertrade
23. Global Marketing Channels and Physical Distribution
Distribution Channels: Objectives, Terminology, and Structure
12. Establishing Channels and Working With Channel Intermediaries
24. Global Retailing
Physical Distribution, Supply Chains, and Logistics Management
25. Global Marketing Communications Decisions I
Global Advertising
Advertising Agencies: Organizations and Brands
13.
26. Creating Global Advertising
Global Media Decisions
Public Relations and Publicity
27. Final Project Presentations
14.
28. Final Project Presentations
END TERM EXAMS

Topic related exercises and assignments: Throughout the term as we cover different topics and
exercises related to Global marketing. These exercises might include written assignments, online
discussions, or outside activities and case studies

Final Project: Students are required to work on a Global marketing project during the term. The topics
will be assigned by the course instructor and students are required to work individually on the assigned
project. The project can be any facet of a Global marketing.

Page 179 of 244

Course Title: Retail Management (MBA/BBA)
Course Code:
Credit Hours: 3+0
Course Instructor:

PREREQUISITES: Retail Management is a specialization subject and assumes that the student must
have basic understanding of Principles of Marketing course.

TEXT BOOK
 Retailing Management (9th/ 10th Edition) by Michael Levy, Barton A. Weitz & Dhruv Grewal, McGraw-
Hill.

REFERENCE BOOKS AND MATERIAL

 Retail Management: Barry Berman, Joel Evans, 13th Edition, Pearson

 Harvard Business Review Case studies
 Research Articles
 Articles about latest scenario prevailing in the Retail Industry of Pakistan.

Course Description: This course provides the student with a comprehensive view of retailing, an analysis of the retai
environment and exposure to issues and developments in the industry. Retailing is changing today, and the successful
business will know how to identify, adapt, and plan with these changes.
This course is divided into four (4) sections, which are Retailing Environment, Retailing Strategy,
Merchandise Management and Store Management. . The course focuses on the retail industry including
retailers of consumer services, the content of the course is useful for students interested in working for
companies that interface with retailers such as manufacturers of consumer products or for students with a
general management or entrepreneurial interest.

Course Objectives: The main objectives of this course are

 To understand the impact of retailing on the economy.
 To see how retailing fits within the broader disciplines of business and marketing.
 To understand retailing’s role in society and, conversely, society’s impact on retailing.
 To recognize the operations-oriented policies, methods, and procedures used by successful
retailers in today’s global economy.
 To know the responsibilities of retail personnel in the numerous career positions available in the
retail field.

Course Outcomes: After successful completion of this course, students will be able to
 Understand consumer motivations for evaluating retail offering and purchasing merchandise and
services.
 Know how retailer’s differentiate their offering as an element in their corporate strategy;
 Understand factors affecting strategic decisions involving investments in locations, supply chain
and customer retention programs.
 Know how retailer’s communicate with their customers
 A comprehensive and in-depth knowledge of tactics (pricing, merchandise assortment, store
management, visual merchandising, customer service) for extracting profit from a retail offering

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown

Page 180 of 244

 Quiz(s)
Assignements(s)
Class Participation
Presentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
Grand Total 100

COURSE CONTENT

Week # Lecture # TOPICS TO BE COVERED

1. Class & Course Introduction

Introduction to the World of Retailing 

 What Is Retailing
1.  Social and Economic Significance of Retailing
2.  The Growing Importance of Retailing and Retailers
 Management and Entrepreneurial Opportunities
 The Retail Management Decision Process

3. Types of Retailers
 Retailer Characteristics
 Food Retailers
4.
2.  General Merchandise Retailers
 Service Retailing
 Types of Ownership

5. Multichannel Retailing
 Non-store Retail Channels
3.  Relative Benefits of Retail Channels
6.  Challenges Facing Multichannel Retailers
 Multichannel Shopping in the Future
7. Retail Market Strategy
 What Is a Retail Strategy?
 Central Concepts in a Retail Market Strategy
4.  Growth Strategies
8.  Global Growth Opportunities
 The Strategic Retail Planning Process

9.
5. Case Study Discussion-I
10.
11. Retail Locations
 Types of Retail Locations
 Unplanned Locations
 Shopping Centers and Planned Retail Locations
6. 12  Shopping Centers and Planned Retail Locations
 Nontraditional Locations
 Location and Retail Strategy
 Societal and Legal Considerations

13. Discussion on Retailing in Pakistan

7.
14.
MID TERM EXAMS
MID TERM BREAK
8. 15. Buying Merchandise
Page 181 of 244
 16.  Brand Alternatives
 Buying National-Brand Merchandise
 Developing and Sourcing Store-Brand Merchandise
 Negotiating with Vendors
 Strategic Relationships
 Legal, Ethical, and Social Responsibility Issues for Buying Merchandise

17. Retail Pricing

18.  Pricing Strategies
 Considerations in Setting Retail Prices
9.  Markdowns
 Pricing Techniques for Increasing Sales and Profits
 Legal and Ethical Pricing Issues

19.
10. Case Study Discussion-II
20.
21. Retail Communication Mix
22.  Traditional Media Elements
11.  New Media Elements
 Communications Programs Build Brand Images and Customer Loyalty
 Planning the Retail Communication Program
23. Store Layout, Design, And Visual Merchandising
24.  Store Design Objectives
 Store Design Elements
12.  Space Management
 Visual Merchandising
 Creating an Appealing Store Atmosphere

25. Customer Service

26.  Strategic Advantage through Customer Service
 Customer Evaluations of Service Quality
13.
 The Gaps Model for Improving Retail Customer Service Quality
 Service Recovery

27. Final Project and Class Presentations

14.
28.
END TERM EXAMS

Topic related exercises and assignments– Throughout the term as we cover different topics and
exercises related to Retail Management. These exercises might include written assignments, online
discussions, or outside activities and case studies. Presentations and regular assignments ensure that the
student gets value from this course.

Final Project
Students are required to work on a project during the term. The topics will be assigned by the course
instructor and students are required to work individually on the assigned project. The project can be based
on any facet of Retail Management.

Page 182 of 244

Course Title: Social Media Marketing
Course Code: MKT-
Credit Hours: 3+0
Course Instructor:

TEXTBOOK
Tracy Tuten, Michael R. Solomon Social Media Marketing (3rd Edition)

COURSE DESCRIPTION
The course is designed to provide a broad understanding of social media marketing. The course exposes students to th
implications of social media as well as opportunities and challenges for marketers, businesses and organizations. Speci
emphasis will be given to a large array of social media applications and tools used in the marketing of product, services, an
corporate image. Topics include (but not limited to) social communities (e.g. social networking websites, message board
forums, wikis), social publishing (e.g. blogs, media sharing websites: video, photo, audio, etc. and bookmark sharing
entertainment (e.g. social media game-based marketing, virtual reality, and entertainment communities), social commerc
(e.g. reviews and ratings, social shopping websites) and social media metrics (i.e. measurements of success an
effectiveness).

REFERENCE MATERIAL
 Case Studies will be provided along with the course pack in advance.
 Additional slides/handouts/information will also be shared in-class, as appropriate.

COURSE OBJECTIVES
The course objectives are:-

1. Describe the scope of social media marketing and identify current and emerging trends.
2. Explain how consumers interact socially and how this impacts product/service evaluations and
company image
3. Examine the dark side of social media
4. Design social media strategies.
5. Examine the interrelatedness and convergence of social media platforms with traditional
marketing channels.
6. Examine the methods used to evaluate the effectiveness of social media presence and campaigns.
COURSE OUTCOMES

Upon satisfactory completion of the course, students will be able to:

1. Identify key issues, challenges and opportunities for evolving social media tools
2. Use social media tools to reach marketing and communications objectives.
3. Use effectively social media tools with an awareness of legal and ethical implications. 4.
Participate effectively in collaborative learning on social media projects
5. Work on real-world projects and build a business online presence.
6. Evaluate the effectiveness and success of social media use
ASSESSMENT INSTRUMENT WITH WEIGHTS
SNR ITEMS MARKS
1 MidTerm Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion

Page 183 of 244

 LabWork/Practical Project
AnyOther
Total 20 20
GRAND TOTAL 100

3. In case the instructor wants to change any case study, it will be provided by the instructor. Theses
case studies will be only for class discussion and will not be asked in final paper.

4. Instructors at regional campuses may please give case studies with their own choice

Week Lecture TOPICS TO BE COVERED

No No
1. Class Introduction and Course Overview
2. Chapter 1: Foundation of social media marketing
 Digital Native
 The infrastructure of social media
 The zones of social media
1.
 Monetization and social media
 Social media marketing
 Career in social media marketing
Assignment 1: Assign the case study to students and will discuss it in next class
about American Express innovates with social media marketing
3. Chapter 02 : Social Consumer
4.  Segmenting and targeting on social media
 Social Identity
 Motives and attitude influencing social media marketing
2.
 Social media segments
Assignment 2: Do your own research about yourself, who are you? And what is your
personality traits? Write down your hobbies and interest.

5. Chapter 03: Network structure and group influence in social media.

6.  Community structure
3.  The characteristics of online communities
 The rise of influencer
 Flow: How ideas travel online
7. Training session:
 What are the requirements about to run Facebook and Instagram ADDS?
4. 8.  What are the strategies you should focus when you are running the Facebook
and Instagram adds?
 How to run Facebook and Instagram adds
9. Chapter 04: Social media marketing strategy
 Strategic planning and social media marketing
10.  Social media campaigns: the strategic planning process
5.
 Managing social media marketing in the organization
Assignment 4: Arrange some branded videos about strategic planning of social
media marketing.
11. Chapter 05: Tactical Planning and Execution
 Tactical planning for social media marketing
12  Why: Value-driven social media marketing
6.  Who: Understanding and honoring the target audience
 Where: The channel plan
 What: designing the experience
 How: Producing and scheduling content posting and promotion
13.
7. MINI PROJECT

Page 184 of 244

 14.
The Pizza Hut case “Boosting Pizza Hut Digital Ordering and Digital Public
Relations” discusses some challenges related to the use of social media to promote
digital ordering and raising funds for donation. In this case study, students are
challenged to combine their knowledge and creativity to come with practical and
well-sound marketing solutions.

Students are asked to create:

(a) An integrated marketing campaign using all direct and interactive channels
including Pizza Hut’s-owned and earned media channels; social media (e.g.
Facebook, Twitter, Youtube, etc.), e-mail, rss feeds, Pizza Hut website, and Product
reviews, with a goal of increasing the number of orders driven through a Pizza Hut’s
Mobile App.
(b) A public relations campaign to recruit donors and raise money for the World
Hunger Relief Campaign. In your campaign you need to think about emphasize how
digital 4 / 7 ordering blends with digital public relations to support raising money.
Your challenge is to recruit 100.000 new donors and to raise nearly 2.5 million.
MID TERM EXAMS
MID TERM BREAK
15. Mid Term Papers to be Shown
16. Chapter 06: Social Community
 The social community zone
 Marketing application in the social community zone
8.
 Brand fans
 Brand social communities
 Paid media in social network sites
Assignment: Why digital marketing is destroys traditional marketing
17. Chapter 07: Social Publishing
 The social publishing zone
18.  Publishing zone
9.
 Developing effective branded content
 Distributing and promoting content
Discussion: how you can run SMS and Email marketing?
19. Chapter 8: Social Entertainment
20.  The social entertainment zone
 Social games
10.
 Original digital videos and branded videos
 Social TV
 Social Media
21. Chapter 9: Social Commerce
22.  The zone of social commerce
 The social shopping experience
11.
 Social commerce strategies
 Psychology of influence
 Benefit of social commerce
23. Training session:
12. 24. How to write blogs and how to earn money from blogs
How to make effective channel on youtube and how to earn money from youtube
25. Chapter 10: Social media analytics
26.  The role of social media in research
 Social media listening: the research process
13.
 Research error and biases
 Social intelligence
 Primary social media research
27.
14. Final Presentations
28.
END TERM EXAMS

Page 185 of 244

Course Title: Hospitality and Tourism Management
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Principles of Marketing.

Course Objectives:

1. To aware the students about the advance knowledge of hospitality and tourism
management.

2. Provide an overview of the concepts, process, and best practices associated with successful
business ethics program.

3. By using managerial framework, explain how ethics can be integrated in to business practices.

4. Explain the structure, amenities and product types available in the lodging industry.

5. Prepare the students to cope with the corporate and hospitality industry dilemmas, they will face in
their careers.

Course Outcomes:

1. Would be able to understand the vocabulary, concepts and theories of hospitality and tourism
management.
3. Would be able to apply ethical approaches in making practical decision in hospitality and tourism
Industry.
4. Would be able to deal with complex environmental issues by applying ethical practices.
6. To enable the students to understand the managerial, financial impact and operational mechanism
of effective best practices in industry and academia.

Textbooks (or Course Materials):

 Hotel Management and Operation, John Wiley & Sons, Inc. 4 Edition
 Worldwide Destinations: The Geography of Travel and Tourism, Boniface, Brian G., and
Chris Cooper. 4th Ed.

Reference Material:

 Handouts

 Case studies

 Worldwide Destination Casebook: The Geography of Travel and Tourism

Brian Boniface and Chris Cooper (2005)Elsevier Butterworth-Heinemann Linacre
House, Jordan Hill, Oxford OX2 8DP ISBN 0 7506 6440 1

 Accessed at
http://shora.tabriz.ir/Uploads/83/cms/user/File/657/E_Book/Tourism/Worldwide
%20Destinations%20Casebook.pdf

Page 186 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Any other
Total 20 20
Grand Total 100

COURSE CONTENT:
Week # Lecture # TOPICS TO BE COVERED
1. Introduction
Overview of the hospitality industry in Pakistan and Worldwide
The hotel development process
1. The art and science of opening a hotel
2. Customer relationship management
Hospitality structures (organizational) major hospitality division, and support
departments.
3. Chapter 2: Organization
Organizational design
2.
4. General Managers: A View at the Top
Job demand and relationship issues and the roles played by general manager
5. Grooming future hospitality leaders: a competencies model
3. 6. Marketing and Associated Activities
Building market leadership: marketing as process
7. The hotel marketing process
Creating awareness and stimulating Demand
4.
8. Human Resources Policy Management
The causes and consequences of turnover in the hospitality Industry
9. Current issues in hospitality employment law
The strategic and operational roles of human resources—an emerging model
5.
10. Operations: Room
The electrifying job of the front office manager and guest relations
11. Operations : Housekeeping, Engineering and Security
6. Housekeeping
12 Housekeeping organizations: Their history, purpose, structures and personnel
13. Food and Beverage Division
Managing food and beverage operations in lodging organizations
7.
14. Focus on product quality
Restaurant design and conceptualization
MID TERM EXAMS
MID TERM BREAK
8. 15. An introduction to the geography of travel and tourism
Define and use the terms leisure, recreation and tourism and understand their
interrelationships.
16. An introduction to the geography of travel and tourism
Distinguish between the different forms of tourism – and the relationship of
different types of tourist with the environment.
-type of destination

Page 187 of 244

 -the characteristics of the tourism system the market the distance travelled.
17. The geography of demand for tourism
-Leisure, recreation and tourism: a basic human right?
-The demand for tourism: concepts and definitions
9.
18. The geography of demand for tourism
-Understand the concepts of travel propensity and frequency.
-Identify the motivations and determinants of demand for tourism.
19. The geography of resources for tourism
-Tourism planning flow chart
-Tourism resources at the world scale
10.
20. The geography of transport for travel and tourism
-Appreciate the close relationship between tourism and transport.
-Describe the four main physical elements of any transport system.
21. Case study / Class discussions
11.
22. Case study / Class discussions
23. The tourism geography of South Asia
Pakistan, what the book says
12.
24. The tourism geography of South Asia
Pakistan in today’s era, with the facts and figures.
25. The future geography of travel and tourism
-Markets (Patterns of demand, Changing market demands, Destinations)
13. 26. The future geography of travel and
-The tourism sector
-Globalization and the New World Order
27. Final Project presentations
14.
28. Final Project presentations
END TERM EXAMS

Page 188 of 244

Course Title: Marketing Research
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Principles of Marketing
Course Description:
Marketing Research is concerned, primarily, with the systematic gathering and analysis of primary and
secondary information to significantly reduce uncertainty in major marketing problem areas. Exposure to
problem definition, sampling, collecting, and interpreting data is experienced through discussion, case
analysis, and group projects.
Course Objectives:
The course is designed to help students develop their research, inquiry and communication skills while
providing a road map to their future career in Marketing. This course will provide students with an
overview of career opportunities in Marketing.
Learning Outcomes:
Upon successful completion of this course, the student will have reliably demonstrated the ability to:

1. Describe, in detail, each of the steps in the marketing research process.

2. Differentiate between the Marketing Problem and the Research Objectives; and then apply this
knowledge to a given research problem.
3. Distinguish between Primary and Secondary Data, and when to use each type, within the marketing
research process.
4. Differentiate between the three research design alternatives, and when to use each type within the
research process.
5. Evaluate the variety of techniques available to collect primary data, and when to use each type.
6. Calculate appropriate sample size for a given research problem.
7. Explain the fundamental design and construction principles for effective survey questionnaires, and
apply these to a given research problem.
8. Discriminate between the data analysis techniques that are utilized in marketing research, and then
apply these to a given research problem.
9. Prepare a final research report for a given research problem.
Reference Material

 Marketing Research- An Applied Approach by Naresh K. Malhotra, Daniel Nunan, David F.

Birks. 5th Edition

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Research Proposal/Research paper
Any Other
Total 20 20
GRAND TOTAL 100

Page 189 of 244

Week # Lecture # TOPICS TO BE COVERED
1. Introduction to Marketing Research
1. 2. Defining the marketing research problem and developing a research approach
3. Research design
2.
4. Secondary data collection and analysis
5. Internal secondary data and analytics
3.
6. Qualitative research: its nature and approaches
7. Qualitative research: focus group discussions
4.
8. Qualitative research: in-depth interviewing and projective techniques
9. Qualitative research: data analysis
5.
10. Survey and quantitative observation techniques
11. Casual research design: experimentation
6.
12 Measurement and scaling
13. Questionnaire design
7.
14. Research proposal
MID TERM EXAMS
8
MID TERM BREAK
15. Sampling: Design and procedures
9.
16. Sampling: determining sample size
17. Survey fieldwork
10
18. Social media research
19. Mobile research
11.
20. Data integrity
21. Frequency distribution, cross-tabulation and hypothesis testing
12.
22. Analysis of variance and covariance
23. Correlation and regression
12.
24. Factor analysis
25. Discriminant and cluster analysis
13.
26. SEM and path analysis
27. Research paper
14.
28. Research paper Presentations
END TERM EXAMS

Page 190 of 244

Course Title: New Product Development
Course Code: MKT-478
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:

As a marketing elective, this course focuses on detail and advanced knowledge regarding the different
phases of product development. To be able to comprehend this knowledge, prerequisite subjects are
Principles of Marketing, Strategic Marketing and preferably Entrepreneurship.

Course Objectives:

g. Gain a solid understanding of key new products development concepts and strategies.
h. Apply concepts and strategies to diverse products, services, and situations within the
organization and how to gain competitive advantage.
i. Develop strong new product or service ideas, strategies and communicate your
recommendations and rationale persuasively.
j. Evaluate and develop the new products or/and services.

INTENDED COURSE LEARNING OUTCOMES:

After successful completion of this course, students will be able to:

a. Explain key planning and innovation as well as development concepts, and apply them to marketing.
b. Analyze factors affecting the competitive position of an organization, including the
opportunity identification, concept generation, concept/project evaluation, development
and launch.
c. Explain key elements of PIC (Product Innovation Charter).
d. Formulate and implement new products development in line with an organization's
competitive positioning.
Textbook
C.Merely Crawford ,New Product Development/Management (9th /11th Edition)

Reference Material
 Case Studies will be provided along with the course pack in advance.
 C.Merely Crawford (10th edition) New product management.
 Additional slides/handouts/information will also be shared in-class, as appropriate.

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 191 of 244

 COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. (Chapter 1) The Menu
Figure 1.2, 1.3, 1.4, 1.5
2.
 What’s special about this field?
1.  What is a new product?
 What about new service, Business to Business Products and International Products?
 Is New Products Management an Art or a Science?
 Careers in the field of New Products.
3. (Chapter 2) The New Products Process
4. Figure 2.1, 2.2, 2.3
 The basic new products process (5 phases)
2.  The concept life cycle
 What about new services? (4 scales of goods and services)
 Voice of Customers VOC
 Probe and learn and Lickety-stick.
5. (Chapter 3) Opportunity Identification and Selection
6. Figures 3.1, 3.4
 Why have strategic planning?
 A strategy for a ‘Company within a company’
3.
 New product strategy inputs
 The Product Innovation Charter (goals and objectives, special guidelines

Case Study: Kellogg page 75

7. (Chapter 4) Preparations and Alternatives
8. Figures 4.2, 4.3, 4.4, 4.5
 Setting
4.  Preparation
 The concept
 Important sources of readymade new product ideas
Case Study: toy industry (page 107)
9. Presentations on self made ideas for new product/products development with the help
5.
10. of topics studied till date.
11. (Chapter 5) Problem Based Ideation
12 Figure5.1
 The overall system of internal concept generation
6.  Gathering the problems
 Scenario analysis
 Solving the problems
Case: Earning Organizational Respect
13. Mega Quiz and questions and queries
7.
14.
MID TERM EXAMS
MID TERM BREAK
15. (Chapter 6) Analytical Attribute Approaches
16.  Understanding why customers buy a product?
8.  Gap analysis
 Perceptual gap maps based on attribute ratings (AR)
 Perceptual gap maps based on overall similarities (OS)
9. 17. (Chapter 8) The Concept Evaluation System
18. Figures 8.1, 8.2, 8.3, 8.6
 What’s going on in the New Product Process?
 The cumulative expenditures curve.
 Planning the evaluation system
Page 192 of 244
  A-T-A-R Model
Case Study: Concept Development Corporation (Page 189)
19. (Chapter 9) Concept Testing
20.  Importance of Up-Front Evaluations
 PIC
 Market Analysis
10.  Initial reaction
 Concept testing and development
 What is a new product concept? Its purpose
Case Study: Nokia (page 215)

21. Final Presentations of the Project

11.
22.
23. (Chapter 12) Product Protocol
24. Figures 12.2, 12.3
 Settings and Review
12.  Purpose of protocol
 Protocol’s Specific Contents
 Protocol and voice of customer

25. (Chapter 14) Development Team Management

26.  What is a team?
13.  Building a team
 Managing a team
Case Study: Marko Products (page 341)
27. Mega Quiz and questions and queries
14.
28.
END TERM EXAMS

Page 193 of 244

Course Title: Personal Selling
Course Code: MKT-477
Credit Hours: 3+0
Course Instructor:

Prerequisites:
As a marketing elective, this course focuses in more detail on one key aspect of marketing and selling.
However, you must have an understanding of marketing mix and marketing principles and strategies.

Course Description:

Personal selling is an interpersonal communication process during which a seller uncovers and satisfies
the needs and wants of a buyer to the mutual, long-term benefit of both parties. In spite of the growth of
other forms of selling, face-to-face meetings and personal relationships between sellers and buyers are
more important than ever before. Research indicates that personal visits and personal contacts are still the
most effective approach for building committed relationship between a buyer and a seller. In this course,
you will learn about the field of selling, fundamental skills needed to be successful as a salesperson,
formal negotiation, and the role of selling in the total marketing process. This course looks at the different
aspects of the sales process. It looks at how deals are made, how they are negotiated and what aspects of
personal selling go into closing the sale.

Course Objectives:

The objective of this Course is to help the student develop his personal selling skills that will successfully
meet customer and employer needs. To provide a route to more satisfied customers, more successful
salespeople, and better long term business relationships.

INTENDED COURSE LEARNING OUTCOMES:

After successful completion of this course, students will be able to

 Describe what a salesperson does and the specific value he or she adds to an organization.
 Explain the basic steps in a typical sales process and their application to real business situations.
 Analyze a salesperson's techniques and articulate what he or she is doing well and what needs to
be improved.
 Define the role that sales plays in a marketing campaign.
 Understand and discuss the ethical issues faced by sales professionals.
 Explain how to conduct a successful sales call, including the role of verbal and non-verbal
communication.
 List the different types of sales presentations and the advantages of each.
 Describe the basic principles of organizing and managing a sales territory.
 Explain the importance of service and support in earning a customer's business.

Textbook:

 “Selling, Building Partnerships” by Waitz, Castleberry, Tanner (8th Edition)

Reference Material:

 “Fundamentals of Selling” by Charles Futrell

 Harvard Business Review Cases studies

Page 194 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

1.
1. Introduction to personal selling and Personal Selling in Pakistan
2.
3. Selling and Salespeople
 Why Learn about Personal Selling
 Creating Value: The Role of Salespeople in Business
 What Do Salespeople Do?
2.
4.  Types of Salespeople
 Characteristics of Successful Salespeople
 Rewards in Selling
 The Building Partnerships Model
5. Ethical and Legal Issues in Selling
 Ethics and Personal Selling
3.  Selling Ethics and Relationships
6.
 Legal Issues
 International Ethical and Legal Issue
7. Using Communication Principles to Build Relationships
 Building Relationships through Two-Way Communication
 Sending Verbal Messages Effectively
4.  Active Listening
8.
 Reading Nonverbal Messages from Customer
 Sending Messages with Nonverbal Communication
 Communicating via Technology
9. Adaptive Selling for Relationship Building
 Types of Presentations
 Adaptive Selling and Sales Success
5.  Knowledge Management
10.
The Social Style Matrix: A Training Program for Building Adaptive Selling
Skills
 Systems for Developing Adaptive
11. Prospecting
 The Importance of Prospecting
6.  Characteristics of a Good Prospect
12
 How and where to Obtain Prospects
 Lead Qualification and Management
Page 195 of 244
 13. Role play Case Studies
7.
14.
MID TERM EXAMS
15. Making the Sales Call
 Making a Good Impression
8.  Identifying the Prospect’s Needs: the Power of Asking
16.
 Offering Value: The Solution to the Buyer’s Needs
 Building Credibility during the Call
17. Responding to Objections
 The Goal Is to Build Relationships and Sell Value
 When Do Buyers Raise Objections?
 Common Objections
9.
18..  Behaviors of Successful Salespeople
 Effective Response Methods
 The Price Objection
 Dealing with Tough Customers
19. Obtaining Commitment
 Securing Commitment Today
 Financial Terms and Conditions
 When to Attempt to Obtain Commitment
10.  How to Successfully Obtain Commitment
20.
 Effective Methods
 If Commitment is Obtained
 If Commitment is not Obtained
 Bringing the Interview to Close
21 Formal Negotiating
 The Nature of Negotiation
11
22  Planning for the Negotiation Session
 The Negotiation Meeting
23 Building Partnering Relationships
 The Value of Customers
 Relationships and Selling
12.
24  Managing Relationships and Partnering
 Phases of Relationship Development
 Characteristics of Successful Relationships
25 Role play Case Studies
13.
26
27 Final Project Presentations
14.
28
END TERM EXAMS

Topic related exercises and assignments:

Throughout the term as we cover different topics and exercises related to personal selling and Selling
process. These exercises might include written assignments, online discussions, or outside activities and
case studies. Presentations and regular assignments ensure that the student gets value from this course.
Topics include techniques for effective speaking, persuasion, and listening.

Page 196 of 244

 Specialization Courses
(Supply Chain Management)

Course Title: Inventory Management

Course Code:
Credit Hours: 3 + 0
Course Instructor:

PREREQUISITES:

 Students accepted for the BBA, MBA in Supply Chain Management (SCM) Program are eligible
for the course. Students should be familiar with objective and development of inventory planning
and control in supply chain management.

COURSE DESCRIPTION/OBJECTIVES:

 Gain knowledge on the basics of inventory management & control

Page 197 of 244

  Acquire know-how about the dynamics of inventory management's principles, concepts,
and techniques as they relate to the entire supply chain management.
 Scope of inventory management activity & its evaluation, relevant strategic issues.
 Learn about the basic risk management and mitigation strategies related to inventory
management
 Gain knowledge about the storage of stock, controlling the amount of product for sale,
and order fulfillment
 Apply critical thinking to inventory management processes & operations.

INTENDED COURSE LEARNING OUTCOMES

 To let students understand how to use basic concepts, strategies and techniques to analyze
a variety of inventory systems and make optimal decisions for the improvement of these
systems.
 Examine the key processes of inventory management in order to excess their roles in
business system.
 Apply the knowledge of inventory management to make appropriate inventory decision in
different business situation and to emphasize the practical implementation of the strategies
and techniques.
 Recommend inventory management strategies and select inventory control system.
 Understand the both of strategic and tactical horizons of inventory management.
 Use tools and techniques to analyze and to optimize various costs indulged with
inventories like purchase cost, carrying cost, & storage cost, etc.
 Appreciation of the processes & operations involved in inventory management and their
wider relevance to the supply chain processes & operations of the organization.
 Understand the methods and techniques for reducing the cost of holding goods while
providing an efficient and effective service to their customers are covered.
 To explain the dynamics of inventory management’s principles, concepts, and techniques
as they relate to the entire supply chain, including customer demand, distribution, and
product transformation processes.
 Understand how to eliminate duplication in ordering stocks & how to minimize loss
through deterioration, pilferage, wastages, and damages.
 Practical approach to keep material cost under control as they contribute to reducing the
cost of production.
 Understand the methods used by organizations to obtain the right quantities of stock or
inventory, & familiarize themselves with inventory management practices.

PROVISION OF SOFT SKILLS

 Capability to communicate effectively through presentation, email, and team discussion.

 Capability to logically organize thoughts
 Time management & Information retrieval
 Analytical skills & academic writing

RECOMMENDED TEXT BOOK

 “ Inventory Control and Management”
By Donald Waters, Latest Edition

REFERENCE BOOKS
 “Foundations of Inventory Management” By Zipkin, Paul H. The McGraw-Hill Company”
 “Inventory and Production Management in Supply Chains” 4th Edition by Edward A.
Silver (Author), David F. Pyke (Author), Douglas J. Thomas (Author)

Page 198 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Présentations 3
Case Discussion 3
Lab Work/ Practical Project 5
Any other
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lectur
TOPICS TO BE COVERED
No. e No.
Introduction to Stocks and Inventories
 Stocks of materials.
1
1.  Reason for holding Stock.
2  Stocks in the Supply Chain, Worked Examples.
3  Trends affecting stocks.
2. Stocks within an Organization
4
 Inventory management and logistics.
5  Setting the aims of inventory management.
3.  Strategic role of stock.
6
 Cost of holding stock.
Economic Order Quantity
4. 7  Defining the Economic Order Quantity.
 Worked Examples.
 Adjusting the EOQ.
8
 Worked Examples.& problems
Models for Known Demand
9
5.  Price discounts from Suppliers.
10  Worked Examples & problems
11  Finite replenishment rate.
6.  Worked Examples & Problems
12
13  Case Study
7. 14  Revision
MID TERM EXAMS

Models for Uncertain Demand

8. 15  Uncertainty in stocks.
 Worked Examples & Problems
 Models for discrete demand .
16  Newsboy Problem
 .Worked Examples.
Sources of Information.
17
9.  Inventory Management and Information System
18  Worked Examples and Problems
Forecasting Demand
19
10.  Methods of forecasting.
Page 199 of 244
  Judgmental forecast
 Causal forecasting
20
 Projective forecasting.

11. Planning and Stocks

21  Levels of planning.
 Aggregate planning

 Operational schedules
22
 Simulation of stocks
Just-in-Time
23
12.  Principles of Just-in-Time
24  Main feature for stocks
 Achieving Just-in-Time operations
25
13.  Kanbans.
26  Jidoka – quality at source.
27  Case Study
14
28  Quiz/ Presentation
END TERM EXAMS

Course Title: Sourcing & Procurement

Course Code: SCM-582
Credit Hours: 3 + 0
Course Instructor:

PREREQUISITES:

 Students should be specialized in Purchasing objectives & development key procurement

issues & applications.
Page 200 of 244
COURSE DESCRIPTION/OBJECTIVES:

 Gain knowledge on the basics of purchasing and procurement

 Scope of purchasing activity & its evaluation, relevant strategic issues.
 Learn about basic risk management and mitigation strategies related to purchases
 Key purchasing variables of quality, inventory, lead time, sourcing, price &
negotiation.
 Important purchasing activities.
 Obtain the knowledge to conduct a competitive solicitation, evaluate bids and award
a contract
 Contract Management & performance measurement.
 Apply critical thinking to procurement processes

INTENDED COURSE LEARNING OUTCOMES

 Examine the key processes of procurement management in order to excess their roles
in business system.
 Apply the knowledge of procurement to make appropriate procurement decision in
different business situation.
 Recommend sourcing strategies and select supplier evaluation system.
 Understand the both of strategic and tactical horizons of procurement field.
 Appreciation of the processes involved in procurement and their wider relevance to
the supply chain processes of the organization.
 Practical approach towards negotiations and effective contract management.
 Use tools and techniques to analyze and evaluate suppliers and their performance.
 Develop a procurement plan in public sector and grip on PPRA rules and tender
process.
 Concepts of E-Procurement and strategic procurement planning, execution, and
evaluation.
 Procurement budgeting and reporting.

PROVISION OF SOFT SKILLS

 Ability to communicate effectively through presentation, email, and team discussion .

 Ability to logically organize thoughts
 Time management.

RECOMMENDED TEXT BOOK

 “The Procurement and Supply Manager’s Desk Reference”
By Fred B. Sollish, C.P.M, John Semanik, C.P.M.
 “Purchasing and Supply Chain Management”
by Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L.
Patterson
 “Procurement principles and management”
by Baily, Peter J. H

REFERENCE BOOKS
 “Handbook of Procurement”
ByNicola Dimitri, Gustavo Piga& Giancarlo Spagnolo

Page 201 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Présentations 3
Case Discussion 3
LabWork/ Practical Project 5
AnyOther
Total 20 20
Grand Total 100

COURSE CONTENT

Week Lecture TOPICS TO BE COVERED READING MATERIAL/EXERCISES

# #
1. PROCUREMENT BUSINESS CH-1 The procurement and Supply
PRACTICES Manager’s Desk reference (Fred B.
Understanding Procurement & Sollish)-
Conveying Requirements. Internal
cost related tools.
1.
2. Improving Procure to Pay Process CH-2 Purchasing and Supply Chain
(P2P) through Six stages cycle. Management (Monczka, Sixth Edition)

Indoor game on Procurement & Bear Game.

Supply
3. SOURCING MANAGEMENT CH-2 The procurement and Supply
Establishing, Creating and Manager’s Desk reference (Fred B.
Organizing Requirements. Sollish)-
Developing specification & formats
for goods and services.
2.
4. A mock exercise on development of Specs. development for home theater/
specifications. class projector etc.

5. What Is a Category Strategy? CH-6 Purchasing and Supply Chain

3. Category Strategy Development. Management (Monczka, Sixth Edition)

4. 6. SUPPLIER SELECTION AND CH-3 The procurement and Supply

PERFORMANCE Manager’s Desk reference (Fred B.
MEASUREMENT Sollish)
Selecting the Supplier and
Awarding the Contract
Applying Selection Criteria.
7. A class based exercise on supplier 5-S Exercise
selection.
8. What to measure? CH-9 Purchasing and Supply Chain
Suppliers measurement Management (Monczka, Sixth Edition)
techniques.

Page 202 of 244

 Formal Approaches to Supply
Base Rationalization.
A Process Map for Supplier
Development.
Supplier-Specific Barriers.
9. Case Study-Class discussion and PQI Taiwan case
5.
assignment
10. A class based exercise on supplier Laser printers’ suppliers selection.
selection.
6.
11. PUBLIC PROCUREMENT https://www.ppra.org.pk/doc/rules.pdf
PPRA Rules.
12. Standard Form of Bidding https://www.ppra.org.pk/doc/pec/em.pdf
Documents
for Procurement of Works.
7. 13 Review & Practice Public Tenders (PPRA website)
Comparison b/w PRA(s) of all
provinces.
Quiz & Presentation
8.
14.
MID TERM EXAMS
MID TERM BREAK
15. NEGOTIATIONS. CH-7 The procurement and Supply
Assessing the Negotiating Manager’s Desk reference (Fred B.
Environment. Gathering Sollish)
Information and Analysis.
9.
16. Preparing for the Negotiation, CH-7 The procurement and Supply
Conducting the Negotiation& Case Manager’s Desk reference (Fred B.
study. Sollish)
A Mock negotiation Exercise Negotiation b/w two groups
17. CONTRACT MANAGEMENT CH-4 The procurement and Supply
Contract essentials. Manager’s Desk reference (Fred B.
Legal requirements Sollish)
10.
18. Elements of contract(How to write CH-14 Purchasing and Supply Chain
a contract?) Management (Monczka, Sixth Edition)

Assignment FIDIC -The Red book, The Pink book,

The Yellow book, The white book, The
blue green book
GLOBAL SOURCING AND E- CH-13 Procurement Principles and
19. SOURCING Management (Baily, Eleventh Edition).
Letter of credit(foreign payment),
Incoterms, Freight forwarding,
11. Customs.
20. E-Sourcing basics, E-Sourcing CH-18 Purchasing and Supply Chain
Suites-Supplier Relationship Management (Monczka, Sixth Edition)
Management (SRM)
THE PROCUREMENT CH-17 The procurement and Supply
21. ORGANIZATION Manager’s Desk reference (Fred B.
Planning procurement strategies. Sollish)
12.
Preparing departmental reports.
Responding to audit.

Page 203 of 244

 22. Evaluating procurement
department performance.
Budgeting process, Organizational
forms.

23. Organization Visit Any manufacturing/Service company

13.
24. Review
25. Quiz & Presentation
14.
26. Quiz & Presentation
END TERM EXAMS

Page 204 of 244

Course Title: Logistics Management
Course Code: SCM-483
Credit Hours: 3+0
Course Instructor:

PREREQUISITES:

 Students should be specialized in Logistics Management & Strategy that support the need to
disseminate knowledge and understanding of logistics in an easy to read way.

COURSE DESCRIPTION/OBJECTIVES:
 It describe the way that materials move into organization from suppliers, through the
operation with in organization and then out to the customers.
 Brought view of logistics looking at every kind of organization & moving every kind of
material.
 Understanding about increasing strategic importance of logistics.

INTENDED COURSE LEARNING OUTCOMES

After successful completion of this course, students will be able to:

 Understand the structure of supply chains and the different ways through which supply chains can become
competitive in the market.
 Explain how to use the levers of the logistics strategy to redefine the points necessary to make this
harmonization.
 Analyze the importance of the term “value creation” and to propose actions in the field of
management of logistics costs towards the creation of value.
 Distinguish the forces shaping international logistics in a global market.
 Assess accurately the risks occurred due to loss of focus on the satisfaction of end-customer demand.
 Produce and combine effectively the options available for managing inventory and orders per case.
PROVISION OF SOFT SKILLS

 Ability to communicate effectively through presentation, email, and team discussion

 Ability to logically organize thoughts
 Time management
 Ability to present oneself to confidence

RECOMMENDED TEXT BOOK

 Logistics Management, Donald Waters & Logistics Management.

 Strategy, 3rd edition, Alan Harrison and Remko Van Hoek.

REFERENCE BOOKS
 Lean Supply Chain & Logistics Management by Paul Myerson

Page 205 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. Mid Term Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Presentations 3
Case Discussion 3
Lab Work/Practical Project 5
Any Other
Total 20 20
Grand Total 100

COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. Introduction of logistics, The supply chain, Activities of Logistics
1.
2. Aims of Logistics, Importance of Logistics, Case Study
3. Progress in logistics, Current trends in logistics, Integrating logistics
2. within organization
4. Competing Through Logistic
5. Integration along the supply chain
3.
6. Achieving integration
7. logistic strategy, strategic decision
4.
8. Designing a logistic strategy, Case Study
9. Implementing the strategy
5.
10. Implementing the strategy
11. Transport
6.
12 Transport
13. Review
7.
14. Quiz & Presentation
MID TERM EXAMS
MID TERM BREAK
15. Measuring and improving performance
8.
16. Measuring and improving performance
17. Controlling material flow time
9.
18. Controlling material flow time, Case Study
19. Warehousing and Material Handling
10.
20. Warehousing and Material Handling
21. Procurement
11.
22. Procurement
23. Inventory Management
12.
24. Inventory Management
25. Global Logistics
13.
26. Global Logistics
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS
Page 206 of 244
Page 207 of 244
Course Title: Distribution Network & Design
Course Code:
Credit Hours: 3+0
Course Instructor:

Prerequisites:
 Students accepted for the BBA, MBA in SCM Program are eligible for the course

COURSE DESCRIPTION/OBJECTIVES:
In today’s competitive environment, a company’s performance does not depend just upon its
own capabilities. Companies must also rely on and develop effective distribution network
designs in its supply chain. Distribution network design is an approach to managing the entire
supply chain. Therefore, on completion of this course the student will be able to:

 Carrying out the routine but vital responsibilities of Distribution Network Design and
handling major challenges facing to Supply Chain Management.

 Mastering the Challenges of fulfilling customer demand is a result of contributions from

several fields. This course takes an analytical perspective to the task of organizing
distribution networks for optimum performance.

 Identify and analyze important factors in formal models, to uncover important trade-offs
and performance drivers in distribution networks.

 Focus on analysis, planning, and organization of these distribution activities. The dynamics
of the business context – in terms of globalization and the rapid growth of information and
communication technology – make this a challenging task.

COURSE LEARNING OUTCOMES:

After completing this course the students will be able to:
 To introduce and study key concepts in Distribution Network
 To understand the role and function of Distribution Network in business operations
 To analyze, through case study analysis and Internet research – the Distribution Networks
of different businesses and how companies create competitive advantages from their
Distribution Network designs
 To understand the importance of distribution networks designs in successful business
operations
 To learn how companies use distribution network designs to give them competitive
advantages

RECOMMENDED TEXT BOOK:

 “The Handbook of Logistics and distribution management”, 5th Edition,
By Alan Rushton,
 “Supply Chain Management” 6th Edition
By Chopra, Sunil, and Peter Meindl.

REFERENCE BOOKS / MATERIAL

 Case studies
 “Designing and Managing the supply Chain”.
Page 208 of 244
 By Simchi-Levi, David, Philip Kaminsky,& Edith Simchi-Levi.
McGraw Hill/lrwin, 2007. ISBN: 9780073341521

ASSESSMENT INSTRUMENT WITH WEIGHTS:

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 8
Assignements(s) 4
Class Participation 2
Presentations 6
Case Discussion
Lab Work/Practical Project
Anyother
Total 20 20
Grand Total 100

COURSE CONTENT
Week No Lecture Ch TOPICS TO BE COVERED
No
1. 01. Historical Prospective
1.
2. 01. Importance of Logistics and Distribution
3. 02. The total Logistics Concept
2.
4. 02. Globalization and Integration
5. 02. Integrated Systems
3.
6. 02. Competitive advantage through logistics
7. 04. Physical distribution channel types & Structures
4.
8. 04. Channel selection
9. 04. Outsourcing channels
5.
10. 05. Logistics & distribution
11. 11 Multichannel fulfillment
6.
12 11 Food retailing & Non-food retailing
13. - P&G Case Distribution Case Study
7.
14. - Quiz & Presentation
MID TERM EXAMS
MID TERM BREAK
15. 16 Floor Area Usage
8.
16. 16 Typical warehouse functions in a cross dock warehouse
17. 17 Palletized storage and movement
9.
18. 18 Non-Palletized storage and movement
19. 19 Order Picking
10.
20. 19 Order Packing
21. 20 Receiving and dispatch
11.
22. 21 Warehouse Design
23. 22 Warehouse management and information
12.
24. - Application: Revenue Optimization
25. - Robust Optimization
13. 26. - Comparison of different distribution models (FMCG, Pharma,
Cement)
27. - Review
14.
28. - Quiz & Presentation
END TERM EXAMS
Page 209 of 244
Course Title: Enterprise Resource Planning (ERP)

Course Code: SCM-662

Credit Hours: 3 + 1
Course Instructor:

PREREQUISITES:
 Students should be specialized to understand the role of ERP in business planning activities.

COURSE DESCRIPTION/OBJECTIVES:
This course introduces students to the use of Enterprise Resource Planning (ERP) Systems- the
Manufacturing Modules. ERP systems are the first generation of enterprise software is meant to integrate
data and support all the major functions of the manufacturing organization. Moreover it wouldimprove
service experience. It helps to modernize and integrate business processes and systems and enhance
competitiveness.

INTENDED COURSE LEARNING OUTCOMES

Upon successful completion of the course, the student becomes familiar with a modern ERP (Enterprise
Resource Planning) information system, its concepts and potential in contemporary business environment
and able to utilize ERP systems, basic functionalities and run business processes within the system ; to
model and portray business processes and able to understand the interaction between various business
areas through business processes
 Working knowledge of the fundamental technology and principles underline the development,
Implementation & use of integrated enterprise information system.
 Understanding the basics of ERP software and its role in business strategy.

PROVISION OF SOFT SKILLS

 Ability to communicate effectively through presentation, email, and team discussion.
 Ability to logically organize thoughts.
 Time management.
 Ability to present oneself to confidence.

RECOMMENDED TEXT BOOK

 Enterprise Resource Planning by Bret Wagner by Ellen Monk, Course Technology; 3rd Edition
(February 4, 2008). ISBN-10: 1423901797.

REFERENCE BOOKS
 Modern ERP: Select, Implement & Use Today's Advanced Business Systems by Marianne
Bradford, lulu.com (October 19, 2009). ISBN-10: 0557012910.
 ERP Systems by Dimpi Srivastava and AartiBatra, I K International Publishing House (February
15, 2010). ISBN-10: 9380578148.

Page 210 of 244

ASSESSMENT INSTRUMENT WITH WEIGHTS

S.NO Items Marks

1. MidTerm Exam 30
2. End Term Exam 50
3. Internal Evaluation Breakdown
Quiz(s) 3
Assignements(s) 3
Class Participation 3
Presentations 3
Case Discussion 3
LabWork/Practical Project 5
AnyOther
Total 20 20
Grand Total 100

Week # Lecture # TOPICS TO BE COVERED

1. Business Functions and Business Process
Introduction
1. Functions Areas and Business Process
2. Functions Areas and Business Processes of a very small Business
3. Functional Area Information System
2. 4. The Development of Enterprise Resource Planning Systems
The evolution of information system
5. ERP software emerges: SAP
3. ERP for midsize and smaller companies + Quiz
6. The significance and benefits of ERP and systems
7. Marketing information systems and the sales order process
Overview of Fitter Snacker.
4.
8. Problems with Fitter Snacker’s sales process
Sales and distribution in ERP.
9. A standard order in SAP ERP.
5. 10. Production and supply chain management information system
Production Overview,
11. The production planning process, ERP and Suppliers
6.
12 Case Study
13. Review
7.
14. Review + Quiz
MID TERM EXAMS
MID TERM BREAK
15. Accounting in ERP Systems
Accounting Activities
8.
16. Operational Decision making problem : Credit Management
Product profitability analysis
17. Management reporting with ERP systems
9. 18. Human Resources Processes with ERP
Problem with fitter’s Human Resources Processes + Quiz
19. Human Resources with ERP software
Advanced SAP ERP Human Resources Features
Additional Human Resources Features of ERP SAP
10.
20. Processes Modeling, Processes Improvement, ERP Implementation
Processes Modeling
Processes Improvement
11. 21. ERP Workflow Tools
Implementing ERP systems
Page 211 of 244
 Implementation and Change Management
22. RFID, Business Intelligence (BI), Mobile Computing, and the Cloud
Introduction & Case Study
23. Radio Frequency Identification (RFID) Technology + Quiz
12.
24. Business Intelligence /Business Analytics
25. In-memory Computing,Mobile Computing.
13.
26. From internet –Enabled to Cloud computing, SaaS: (Software as a Service)
27. Review
14.
28. Presentation
END TERM EXAMS

Page 212 of 244

Course Title: Introduction to Supply Chain Management
Course Code: SCM-481
Credit Hours: 3+0
Course Instructor:

Prerequisites:
Students should be specialized in Strategy Planning & Operations aspects.

Course Objectives:
 To cover high level supply chain strategy & concepts..
 Strategic role of the supply chain.
 Key strategic drivers of supply chain performance.
 Analytic methodologies for supply chain analysis.

Learning Outcomes:

Textbooks (or Course Materials) with Edition:

 Supply Chain Management, 4th edition, Sunil Chopra.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 213 of 244

COURSE CONTENTS

Week Lecture TOPICS TO BE COVERED

# #
1. What is supply chain, Objective of supply chain
1.
2. Importance of supply chain, Decision phases in supply chain
3. Process view of supply chain
2.
4. Supply chain macro process in a firm, case study
5. Competitive & Supply chain strategic, Achieving strategic fit
3.
6. How strategic fit achieved
7. How strategic fit achieved & obstacles to achieving strategic fit
4.
8. Quiz & Presentation
9. Drivers of supply chain performance & Facilities
5.
10. Inventory and transportation
11. Information and sourcing
6.
12 Pricing
13. Review
7.
14. Quiz and presentation
MID TERM EXAMS
MID TERM BREAK
15. Role of distribution in Supply chain, Factors influencing distribution
8. network
16. Design option for a distribution network
17. Design option for a distribution network
9.
18. E-business and the distribution network & impact of e-business on cost
19. The role of transportation in supply chain & modes of transportation
10.
20. Modes of transportation & Case Study
21. Design option for a transportation network & trade-off in transportation design
11.
22. Tailored transportation and role of IT in Transportation
23. Planning Supply & Demand in Supply chain
12.
24. Planning Supply & Demand in Supply chain & Case study
25. Information technology in supply chain
13.
26. Information technology in supply chain
27. Review
14.
28. Quiz & Presentation
END TERM EXAMS

Page 214 of 244

Specialization Courses
(Entrepreneurship)

Page 215 of 244

Course Title: Entrepreneurial Finance
Course Code:ENTR-482
Credit Hours: 3+0
Course Instructor:

Prerequisites:

Course Objectives:
To understand and handle your own and corporate business this course will equip the students with
appropriate subject knowledge and practical skills for managing business investments and Marketing,
fundraising for startups.
A thorough emphasize on writing business plan and developing the idea into a proto type project and
eventually a startup will provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan

Learning Outcomes:

Textbooks (or Course Materials) with latest Edition:

Entrepreneurial Finance by J. Chris Leach, Ronald W. Melicher

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

Page 216 of 244

COURSE CONTENTS

Week # Lecture # TOPICS TO BE COVERED

1. (CH 1) Nature and Importance of Entrepreneurship , Entrepreneurial
1. Mindset and research
2. (CH 1) Venture life cycle
3. (CH 2) Idea to the business plan
2.
4. (CH 2) Idea to the business plan
5. (CH 3) Organizing and Financing a new Business
3.
6. (CH 3) Organizing and Financing a new Business
7. (CH 4) Measuring Financial performance
4.
8. (CH 4) Measuring Financial performance
9. (CH 5) Evaluating financial performance
5.
10. (CH 5) Evaluating financial performance
11. (CH 6) financial planning Short term
6.
12 (CH 6) financial planning Long term
13. (Case Study)
7.
14. (Case Study)
. MID TERM EXAMS
. MID TERM BREAK
19. (CH 8) Securities for obtaining venture capital
8.
20. (CH 8) Law for obtaining venture capital
21. (CH 9) Valuing early stage venture
9. 22. (CH 9) Valuing early stage venture
23. (CH 10) Venture valuation Methods
10.
24. (CH 10) Venture valuation Methods
25. (CH 11) Other financing alternatives (Case study)
11.
26. (CH 11) Other financing alternatives (Case study)
27. (CH 12) Security strictures and determining Value
12.
28. (CH 12) Security strictures and determining Value
29. (CH 13) Exit and turnaround Strategies
13.
30. (CH 13) Exit and turnaround Strategies
14. Final project presentations
.
End term examination

Course Title: Entrepreneurial Marketing

Course Code: ENTR-483
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Credit Hours: 3+0
Course Instructor:

Prerequisites:

Course Objectives:
This course will equip the students with appropriate subject knowledge and practical skills for managing
business investments and marketing, to analyses different marketing strategies for startups. A thorough
emphasize on writing marketing plan and developing the idea into a proto type project and eventually a
startup will provide a sound platform for a successful business which will contribute and boost economic
activity in Pakistan.

Textbooks (or Course Materials) with latest Edition:

Marketing for Entrepreneurs: Concepts and Applications for New Ventures (2012), Frederick Crane.

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Week # Lecture # TOPICS TO BE COVERED

1. (CH 1) Introduction to Entrepreneurship, Nature and Importance of
1. Entrepreneurship
2. (CH 1) Introduction to Marketing for the Entrepreneur
3. (CH 2) Finding and Evaluating Entrepreneurial Opportunities
2.
4. (CH 2) Finding and Evaluating Entrepreneurial Opportunities
5. (CH 3) Segmentation/ Positioning/Differential Advantage
3.
6. (CH 3) Segmentation/ Positioning/Differential Advantage
7. Case study
4.
8. Case study
9. (CH 4) Developing Products and Services
5.
10. (CH 4) Developing Products and Services
11. (CH 5) Building and Sustaining a Brand
6.
12 (CH 5) Building and Sustaining a Brand
13. (CH 6) Entrepreneurial Pricing
7.
14. (CH 6) Entrepreneurial Pricing
. MID TERM EXAMS
Page 218 of 244
. MID TERM BREAK
19. (CH 8) Developing Effective Distribution Strategies
8.
20. (CH 8) Developing Effective Distribution Strategies
21. (CH 9) Developing and Presenting Marketing Plans
9. 22. (CH 9) Developing and Presenting Marketing Plans
23. (CH 10) Personal Selling for the Entrepreneur
10.
24. (CH 10) Personal Selling for the Entrepreneur
25. (CH 11) Media for the Entrepreneur (Case study)
11.
26. (CH 12) Media for the Entrepreneur (Case study)
27. (CH 13) Franchising for the Entrepreneur
12.
28. (CH 13) Franchising for the Entrepreneur
29. (CH 14) Sustainability for the Entrepreneur
13.
30. (CH 14) Sustainability for the Entrepreneur
14. Final project presentations
End term examination

Course Title: Social Entrepreneurship

Course Code: ENTR-484
Credit Hours: 3+0
Page 219 of 244
Course Instructor:

Prerequisites:

Course Objectives:

To understand and handle your own and corporate business this course will equip the students with
appropriate subject knowledge and skills for identifying social business opportunity, managing business
investments and Marketing, fundraising for startups.

A thorough emphasize on writing business plan and developing the idea into a proto type project and
eventually a startup will provide a sound platform for a successful business which will contribute and
boost economic activity in Pakistan.

Textbooks (or Course Materials) with latest Edition:

Bornstein, D. and Davis, S., Social Entrepreneurship: What Everyone Needs to Know (Oxford, Oxford
University Press, 2010)

ASSESSMENT INSTRUMENT WITH WEIGHTS:

SNR ITEMS MARKS

1 Mid Term Exam 30
2 End Term Exam 50
3 Internal Evaluation Breakdown
Quiz(s)
Assignements(s)
Class Participation
Présentations
Case Discussion
Lab Work/Practical Project
Any Other
Total 20 20
GRAND TOTAL 100

COURSE CONTENTS

Week # Lecture # TOPICS TO BE COVERED

1. (CH 1) Introduction to social entrepreneurs
1.
2. (CH 1) Introduction to social entrepreneurship: The journey ahead
3. (CH 2) Creating social change: The social value proposition and identifying
a social business opportunity
2.
4. (CH 2) Creating social change: The social value proposition and identifying
a social business opportunity
5. (CH 3) Understanding poverty: The Millennium Development Goals
3.
6. (CH 3) Understanding poverty: The Millennium Development Goals
7. (CH 4) Human-Centered Design: Partnering with the targeted community to
address social problems
4.
8. (CH 4) Human-Centered Design: Partnering with the targeted community to
address social problems
9. (CH 5) Developing a theory of change: Starting with the social impact
5.
10. (CH 5) Developing a theory of change: Starting with the social impact
11. (CH 6) Envisioning an innovative society: The role of social innovation
6.
12 (CH 6) Envisioning an innovative society: The role of social innovation
Page 220 of 244
 13. Case Study
7.
14. Case Study
. MID TERM EXAMS
. MID TERM BREAK
19. (CH 7) The business model: Creating a social business model
8.
20. (CH 7) The business model: Creating a social business model
21. (CH 8) Funding social ventures: Strategies for success
9. 22. (CH 8) Funding social ventures: Strategies for success
23. (CH 9) The driving force behind social entrepreneurship: Measurement and
scaling social impact
10.
24. (CH 9) The driving force behind social entrepreneurship: Measurement and
scaling social impact
25. (Case Study)
11.
26. (Case Study)
12. 27. (CH 10) The future: Reflection
28. (CH 10) The future: Reflection
29. (CH 10) The future: Shared experiences
13.
30. (CH 10) The future: Shared experiences
14 Final project presentations
14. Final project presentations
. End term examination

Page 221 of 244

 Research Report
(BBA-FYP)

Standard Operating Procedure (SOP) for BBA Research Project

Page 222 of 244

BBA research project is mandatory for degree requirement at National University of Modern Languages.
It worth’s 06 Credits hours in total.

Policies for BBA Research Project

1. Registration of Student

a. Eligibility
The pre-requisite incudes full completion of sixth semester. Students with one course deficient can avail
this opportunity only subject to the formal approval from the HOD. Students with more than one course
deficient will not be catered.
b. Allotment of Supervisor
A group of 2-3 students will be displayed by Program Coordinator after formal approval of the HOD and
Dean.

c. Research Project Option

By analyzing the industries dynamic, student are supposed to opt any one of the following option for their
FYP.
i. Business plan
ii. Business Consultancy Report
iii. Business Research Paper

d. Supervisor Consent and meeting record

Students must submit their supervisor consent form and finalized topic to program - coordinator with in
the first two weeks of displaying the final list (Annexure-FYP-1).

After that students are meant to complete their FYP under the guidance of supervisor. Minimum criteria
of meeting between supervisor and supervisee is established on five meetings (Annexure-FYP-2) which
will be submitted to program coordinator at the completion of project duly signed by supervisor and
supervisee.

2. Research Report Contents

Content of Research Report includes Business Plan, Business Consultancy Report and Business Research
Report as mentioned in Annexure -FYP-3

3. Time Frame
Students must complete their FYP in 8 th semester, before the start of final term examination. In case
student is interested to avail an extension in the submission of FYP, only HOD and DEAN can take the
final decision, by considering the recommendations of program coordinators.

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 4. Evaluation
For the evaluation of student’s group wise presentation, a list will be displayed on notice board. Within a
week of receiving this notice, all groups must submit three spiral copies of FYP and will deliver the
presentation in front of academic committee which comprises of

i. HoD
ii. Program Coordinator
iii. Supervisor
iv. 3 Panel Members
The presence of committee members is mandatory for business project presentation. For this, students
FYP is evaluated according to the predetermined criteria and weightage (Annexure FYP-4). Maximum
marks are 200 for FYP. Committee members will finalized the Business Research Report grade by a
majority vote. The form FYP-5, showing the final result must be signed by all members of the
committee. For further proceeding it will be submitted to the BBA Program manager.

5. Submission of Hard Copy

Within the 10 days of provisional result announcement, student has to prepare their binded copies and get
it signed by the Head of Department and supervisor. For the final submission, approved version of FYP
will be submitted to the student support office.

Page 224 of 244

 BUSINESS PLAN
(ORGANIZATION NAME)

Ali A. Rehman

Submitted in partial fulfillment of the requirements for the degree

of Master / Bachelor of Business Administration

at

National University of Modern Languages

Islamabad, Pakistan
December 2008

Page 225 of 244

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
Faculty of Management Sciences

It is hereby certified that the Business Plan has been thoroughly and carefully read and
recommended to the Faculty of Management Sciences for acceptance of Final Report. by Ali
A. Rehman (Student Name), Roll No.________________, Session (Jan 2007 to Dec 2008) Mor / Eve,
in partial fulfillment of the requirements for the degree of Master / Bachelor of Business
Administration of National University of Modern Languages Islamabad.

Dated: Dec 15, 2008

Supervisor Name

Supervisor Signature

Panel Member Name

Panel Member Signature

Program Coordinator:

Head of Department:

Page 226 of 244

 Table of Contents
Table of Contents…………………………………

1. Executive Summary
 Be written last, but should be come at first place.
Content of Executive Summary

 Business opportunity and vision

 The market and projection
 The comparative advantage
 Management Team
 The offering
2. Business Introduction
 Mission statement (business purpose)
 Company vision (statement about company growth)
 Business goals and objectives
 Brief history of the business
 List of key company principals
 Stake Holder of your business.
3. The Company (Form of a company)
 Legal status of company
4. The Industry
 Industry Structure
 Industry Trend
5. Market Analysis and Marketing Plan
 Market Size
 Identify your target market
 Provide a general profile of your targeted clients
 Describe what share of the market you currently have and/or anticipate
 Competition
 Describe your channels of distribution
 Explain your sales strategy, specific to pricing, promotion, products and place (4Ps)
6. Operational Plan
7. Description of Products and Services
 Specifically describe all of your products and services
 Explain how your products and services are competitive
 If applicable, reference a picture or brochure of your products, which would be included in
the plan’s appendix
 Product development stages
Page 227 of 244
  Manufacturing plan
 Maintenance and support
8. Organization & Management
 Organization chart
 Provide a brief bio description of key managers within the company
 Advisory Board, if applicable
 Board of Directors, if applicable

9. Financial Management
New Business (Assumptions)

 Estimate of start-up costs

 Projected balance sheet (1 year forward)
 Projected income statement (1 year forward)
 Projected cash flow statement (12 months forward)

Existing Business

 Balance sheets (last 3 years)

 Income statements (last 3 years)
 Cash flow statement (12 months)

If Applying for a Loan

 Current personal financial statement on each principal

 Federal tax return for prior year

10. Appendices
 Company brochures
 Resumes of key employees
 List of business equipment
 Copies of press articles and advertisements (if available)
 Pictures of your business location and products (optional)
 Information supporting the growth of your industry and/or products (optional)
 Key business agreements, such as lease, contracts, etc. (optional)

Page 228 of 244

Report Format
The report should have the following format.
 One (1) inch margin on all sides of the paper
 Double line spacing
 Typeface in 12 point Times New Roman Style
 Topic Heading 14 points Time New Roman Style
 Page numbers at center bottom of the page

Navy Blue color for BBA and Dark Green Color for MBA Executive & BBS for hard
binding with silver monogram and text on outer title.

Report Must Include

 Title Page
 Certificate of Acceptance
 Table of Content
 Text report
 References if any
 Appendices
 Supporting material (Letter of Completion of Internship from the organization)
 Internee Evaluation Performa filled by the organization

Report Must Include

Report and comprehensive viva voice

NOTE: - Student must submit three copy of rough draft to coordinator in spiral
bonding for final presentation.

Student must submit final approved Hard Copy, one for department and one for
himself/herself.

Page 229 of 244

 FORMAT FOR PREPARATION OF BUSINESS RESEARCH REPORT

1. ARRANGEMENT OF CONTENTS:

The sequence in which the project report material should be arranged and bound should be as
follows:

1. Cover Page & Title Page

2. Bonafide Certificate
3. Candidate Declaration Form
3. Abstract
4. Table of Contents
5. List of Tables
6. List of Figures
7. List of Symbols, Abbreviations and Nomenclature
8. Chapters
9. Appendices
10. References

The table and figures shall be introduced in the appropriate places.

2. PAGE DIMENSION AND BINDING SPECIFICATIONS:

The dimension of the project report should be in A4 size. The project report should be bound
using flexible cover of the thick white art paper. The cover should be printed in black letters
and the text for printing should be identical.

Page 230 of 244

 A typical Specimen of Cover Page & Title Page
<Font Style Times New Roman – Bold>

TITLE OF BUSINESS RESEARCH REPORT

<Font Size 18><1.5 line spacing>

A BUSINESS RESEARCH REPORT

<Font Size 14>

Submitted by
<Font Size 14><Italic>

NAME OF THE CANDIDATE(S)

<Font Size 16>

Submitted in partial fulfillment for the award of the degree of

<Font Size 14><1.5 line spacing><Italic>

NAME OF THE DEGREE

<Font Size 16>

In MANAGEMENT SCIENCES (14 font, bold)

To

FACULTY OF MANAGEMENT SCIENCES

(Subject or name of the Program in which you are registered)
(Note: Please put the above in parentheses, and do not put Faculty, Department)

National University of Modern Languages

Islamabad, Pakistan
<Font Size 16><1.5 line spacing>

MONTH & YEAR

<Font Size 14>

Page 231 of 244

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTY OF MANAGEMENT SCIENCES

BONAFIDE CERTIFICATE
The undersigned certify that they have read the following research report, examined the defence, are satisfied with the
overall exam performance, and recommend the report to the Faculty of Management Sciences

Research Report Title:

Submitted By: _____________________________________ Registration #: __________________

Name of Student

_____________________________________________________
Degree Name in Full (e.g. Bachelor of Business Administration)

___________________________________
Name of Discipline

______________________________ ______________________________
Name of Supervisor Signature of Supervisor

______________________________ ______________________________
Name of Head (MS) Signature of Head (MS)

Page 232 of 244

 CANDIDATE DECLARATION FORM

(Declaration Form to be filled in by Candidate at the time of Submission of Thesis to the Supervisor for Internal and External
Evaluation. Follow this pattern strictly, and also let the dotted lines appear on the page)

I _______________________________________________

Daughter/ Son of _______________________________________

Registration # ________________________________

Discipline _________________________________

Candidate of ______________________________ at the National University of

Modern Languages do hereby declare that the thesis (Title) ________________________

submitted by me in partial fulfillment of MPhil/ PhD degree, is my original work, and has not been submitted or published
earlier. I also solemnly declare that it shall not, in future, be submitted by me for obtaining any other degree from this or any
other university or institution.

I also understand that if evidence of plagiarism is found in my thesis/dissertation at any stage, even after
the award of a degree, the work may be cancelled and the degree revoked.

______________________________
______________ Signature of Candidate
Date

______________________________
Name of Candidate

Page 233 of 244

Abstract – Abstract should be one page synopsis of the project report typed double line spacing,
Font Style Times New Roman and Font Size 14.

Table of Contents – The table of contents should list all material following it as well as any material
which precedes it. The title page and Bonafide Certificate will not find a place among the items
listed in the Table of Contents but the page numbers of which are in lower case Roman letters. One and
a half spacing should be adopted for typing the matter under this head. A specimen copy of the Table of
Contents of the project report is given in Appendix 1.

List of Tables – The list should use exactly the same captions as they appear above the tables in the
text. One and a half spacing should be adopted for typing the matter under this head.

List of Figures – The list should use exactly the same captions as they appear below the figures in
the text. One and a half spacing should be adopted for typing the matter under this head.

List of Symbols, Abbreviations a n d Nomenclature – One and a half spacing should be adopted or
typing the matter under this head. Standard symbols, abbreviations etc. should be used.

Chapters – The chapters may be broadly divided into 3 parts (i) Introductory c h a p t e r , (ii) Chapters
developing the main theme of the project work (iii) and Conclusion.

The main text will be divided into several chapters and each chapter may be further divided into
several divisions and sub-divisions.

 Each chapter should be given an appropriate title.

 Tables and figures in a chapter should be placed in the immediate vicinity of the reference
where they are cited.
 Footnotes should be used sparingly. They should be typed single space and placed directly
underneath in the very same page, which refers to the material they annotate.

Appendices – Appendices are provided to give supplementary information, which is included

in the main text may serve as a distraction and cloud the central theme.

 Appendices should be numbered using Arabic numerals, e.g. Appendix 1, Appendix 2, etc.

 Appendices, Tables and References appearing in appendices should be numbered and referred to at
appropriate places just as in the case of chapters.

 Appendices shall carry the title of the work reported and the same title shall be made in the
contents page also.

List of References –The listing of references should be typed 4 spaces below the heading
“REFERENCES” in alphabetical order in single spacing left – justified. The reference material
should be listed in the alphabetical order of the first author. The name of the author/authors
should be immediately followed by the year and other details.

A typical illustrative list given below relates to the citation example quoted above.

Page 234 of 244

REFERENCES

1. Ariponnammal, S. and Natarajan, S. (1994) ‘Transport Phonomena of Sm Sel – X Asx’, Pramana

– Journal of Physics Vol.42, No.1, pp.421 -425.

2. Barnard, R.W. and Kellogg, C. (1980) ‘Applications of Convolution Operators to Problems in

Univalent Function Theory’, Michigan Mach, J., Vol.27, pp.8 1–94.

3. Shin, K.G. and Mckay, N.D. (1984) ‘Open Loop Minimum Time Control of Mechanical
Manipulations and its Applications’, Proc.Amer.Contr.Conf., San Diego, CA, pp. 1231-1236.

3.10.1 Table and figures - By the word Table, is meant tabulated numerical data i n the body of the project
report as well as in the appendices. All other non-verbal materials used in the body of the project
work and appendices such as charts, graphs, maps, photographs and diagrams may be
designated as figures.

4. TYPING INSTRUCTIONS:

The impression on the typed copies should be black in color.

One and a half spacing should be used for typing the general text. The general text shall be typed in the
Font style ‘Times New Roman’ and Font size 14.

*****

Page 235 of 244

Annexure

Page 236 of 244

Page 237 of 244
 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTY OF MANAGEMENT SCIENCES

Dated: - ________
SUPERVISOR CONSENT FORM

BBA (Honors)

1. Name: -------------------------------------------------------
Reg. No: ----------------------------------------------------
2. Name: -------------------------------------------------------

Reg. No: ----------------------------------------------------

Research Report Title: ________________________________________________________

______________________________________________________________________________

E-mail Address (Student): ----------------------------------------------------------------------------------

Contact Number (Student): --------------------------------------------------------------------------------

Supervisor Name: ---------------------------------------------------------------------------------------------

Date Received: _________________ Program Coordinator: ________________________

Page 238 of 244

 NATIONAL UNIVERSITY OF MODERN LANGUAGES
FACULTYOF MANAGEMENT SCIENCES

EVALUATION PROFORMA
BBA (Honors) Research Report

Name:___________________________ Name: Mr. _______________________

Reg. No. Reg. No.

Title: Business Plan : ____________________________________________________________

Panel Member Name:

Please rate the presentation of the business plan first on each of the eight content areas listed in Part I below, and
then rate the presentation itself in Part II. In Part III, please give the presentation an overall rating from 0 to 100.
Your written comments are very much appreciated and will be shared with the team.

Part I. Coverage of Key Components (please rate each area below on a 5- point scale where 1 =
poor, 5 = excellent)

a) Is there a real opportunity? (forces creating opportunity, prove of a market need, unmet market
need) __________
b) Is there an interesting business concept? (an innovative idea that could be implement)
__________
c) Is there a clearly defined market? (definition, size, market potential, target audience, purchase
decision process) __________
d) Do operations make sense? (how product or service will be produced/delivered/supported,
logistics, staffing) __________
e) Do they know how to make a sale? (marketing, advertising, branding, promotion, selling,
distribution) __________
f) Is it clear how money will be made? (margins, volumes cost structure, revenue drivers)
__________
g) Are the financial statements believable? (projected cash flow, income statement, balance sheet)
__________
h) Do they know how much money they really need to start? (amount, From where, how to get it,
how financiers will get their return) __________
Part II. Professional Assessment of Oral Presentation (again, please rate each area below on a 5-
point scale where 1 = poor, 5 = excellent)
a) Ability to capture audience attention __________
b) Power point or other audiovisuals __________
c) Mastery of facts and material related to venture __________
d) Professionalism of the presentation __________
e) Handling of questions __________

Part III. Separate Overall Recommended Score (out of 200 where 200= Outstanding, I want to invest!)
__________
Written Comments on the Presentation of the Venture (Continue on reverse side if you need more
space):

Page 239 of 244

Panel Member Signature_______________

NATIONAL UNIVERSITY OF MODERN LANGUAGES

FACULTYOF MANAGEMENT SCIENCES

Dated:

CUMMULATIVE REULT PROFORMA FOR THE VIVA VOICE

BBA (Honors) Research Report

Name: Name:
Reg. No. Reg. No.
Name:
Reg. No.
Program: BBA (Honors)

Title: Business Plan

□ Approved without changes

□ Approved with changes

□ Not Approved (Give reasons)

Evaluation Marks (200) %age

Examination committee

1. Malik Mazhar Hussain Program Coordinator: __________________

_________________
Dr. Nadeem Talib
Head of Program

Page 240 of 244