Syllabus - 8th Sem

Sales Management

Logistics and Supply Chain Management

International Finance

Financial Institutions and Markets

Strategic Management II

Sales Management

MKT 112 - BBA, Specialization, Marketing

 Course Objectives:

This course aims to provide students with the knowledge of the management of the selling function in order to develop skills for effective selling and sales management.

Course Contents:

1. Introduction                                                                                                          4 hours

Nature, role, and image of selling, Nature and role of sales management, Relationship between sales and marketing

2. Buyer’s behavior                                                                                                   6 hours

Consumer and organizational buyer behavior: distinguishing features, Consumer buying decision process and determinants, Recent developments in organizational buying

3. Sales planning                                                                                                      4 hours

Sales and marketing planning: sales planning process, steps in marketing planning, Selling in the marketing plan

4. Personal selling                                                                                                  15 hours

Sales responsibilities, Sales preparation, Personal selling skills: opening, need and problem identification, presentation and demonstration, dealing with objections, negotiation, closing the sale, and follow-up

5. Sales promotion                                                                                                    5 hours

Sales channels, Sales promotions: consumer and trade promotions, and personal motivation, Selling for resale, Exhibition and telephone selling. Selling of services

6. Sales Management                                                                                              14 hours

Concept and objectives of sales management, Recruitment and selection of sales persons, Motivation and training, Sales organization structure, Size of sales force, Establishing sales territories, Compensating the sales force, Sales control: sales forecasting approaches, sales budgeting, and evaluation of sales performance

Text Book

1.       Futrell, Charles: Fundamentals of Selling, 6^th edition, Irwin International Publication.

Reference Books

1.       Geoffrey Lancaster and David Jobber: Selling and Sales Management, Macmillan India Ltd.

2.       Richard Still, E.W. Cundiff, and N. Govoni: Sales Management, Prentice Hall India

Logistics and Supply Chain Management

MKT 113 - BBA, Specialization, Marketing

Course Objectives:

This course aims to provide students with the knowledge of logistics and supply chain management in order to develop their skills in linking the marketplace, distribution network, and the manufacturing process and establishing effective logistics system.

Course Contents:

1. Introduction                                                                                                          6 hours

Concept of marketing logistics, Competitive advantage: concept and gaining competitive advantage thourough logistics. Mission of logistics management, Supply chain and competitive performance

2. Logistics Environment                                                                                          8 hours

Changing logistics environment, Customer service, concept, components, and importance of customer service; Customer retention, Service-driven logistic system; Setting customer service priorities and service standards

3. Logistics Costs                                                                                                     8 hours

Total cost analysis. Principles of logistics costing, The bottom line approach. Shareholder value, customer profitability analysis, and direct product profitability. Cost drivers and activity based costing.

4. Logistics Performance                                                                                       10 hours

Benchmarking the supply chain: concept, benchmarking the logistics process, supply chain process mapping, supplier and distributor benchmarking, setting the benchmarking priorities, and logistics performance indicators

5. Strategic Issues in Logistics                                                                              11 hours

Time based competition. Lead time. Logistics pipeline management. Logistics value engineering. Lead time gap. Just in time logistics: the Japanese philosophy, implications for logistics. Quick response logistics: concept, vendor managed inventory, logistics information system, production strategies for quick response

6. Supply Chain Management                                                                                    5 hours

Concept. Logistics vision and problems with conventional organizations, Logistics organization: vertical and horizontal organizations

Text Book

1. Martin Chouristopher: Logistics and Supply Chain Management, Pitman Publishing/ Pearson Education

Reference Book

1.       G. Raghuram and N. Rangaraj: Logistics and Supply Chain Management: Cases and Concepts, Macmillan India Ltd

International Finance

BBA, Specialization, Finance

Course Objectives:

This course aims to enhance the students the skills required to manage the financial risks of firm operating in the international environment.

Course Contents:

1.    Spot exchange market                                                                               3 hours

Organization of the inter-bank spot market, delivery and settlement, retail vs. inter-bank spot rates, customer draft and wire transfer, convention for spot exchange quotations, direct vs. indirect exchange and cross-exchange rates

2.    Forward and Future Exchange Markets                                                     6 hours

Forward and Future Contracts on Foreign Exchange Market; Forward exchange premium and discount; Forward rates vs. expected future spot rates, out right forward exchange and swaps, bid-ask spread and forward maturity; convention in forward quotations. Currency futures, future contract vs. forward contract and their payoff comparisons. introduction to currency options and currency option contracts in exchange markets.

Determination of Exchange Rates

3.     Balance of Payments (BOP)                                                                      3 hours

BOP and factors affecting them, and implications of imbalances in trade account, in capital account;

4.    International Parity Conditions                                                                  6 hours

Law of one price, absolute and relative form of Purchasing Power Parity (PPP), reasons for departure from PPP. Covered and Open interest parity conditions, combining interest parity and P and the reasons for violation of interest parity conditions.

5.     Foreign Exchange Risk and Exposures                                                     15 hours

Nature of exchange rate risk and exposure; exposure on domestic assets, liabilities and operating incomes;

Operating exposure of importer and exporter, the effect of currency of invoicing; To hedge or not to hedge; hedging with futures, forward, currency of invoicing, swaps.

6.     International Trade, Instruments and Institutions

Letter of credit and its role in financin2 international trade; various forms of financing of imports and                exports, institutions regulating international trade.

7.     Foreign Direct Investment (FDI) and Foreign Portfolio Investment (FPI)    9 hours

           Risks in foreign investment vs domestic investment, global FDI market, Nepal’s prospects and problems in tapping FDI.The benefit of international portfolio investment, segmentation vs integration of capital markets, cost and benefit of opening economy for FPI. Analytical discussion of crisis faced by Latin American economies, East Asian economies and events of similar nature.

Text Book

1.      Levi, Maurice D.: International Finance, McGraw-Hill International Edition.

Reference Books

1.       Copeland, Laurance S.: Exchange Rates and International Finance, Addison-Wesley.

2.       Bowen, Harry P. et all: Applied International Trade Analysis (Studies in International Trade Policy), Univ. of Michigan Press.

3.       Melvin, Michael: International Money and Finance, Addison-Wesley.

4.        Grabbe, J. Orlin: International Financial Markets, Prentice-Hall.

Financial Institutions and Markets

BBA, Specialization, Finance

Course Objectives:

The course aims to enhance the students ability to understand the financial market and increase their effectiveness in working with or interacting with the financial institutions.

Course Contents:

1. Economics of Financial System                                                                   3 hours

Basic needs served by the financial system: payments, resource transfer, and risk trading, the technology adopted in serving these needs: delegation, credit substitution, risk pooling and netting, Market failure in these services and the  need for government intervention.

2. Money, Prices, Interest rates and Exchange Rates                                          9 hours                                                        

Relationship among these factors and determination of interest rates, exchange rates and inflation.

 

3.  Financial Intermediation by Depository Institutions                            12 hours

Deposit and Loan and factors affecting them; competition, asymmetric information, default risk, transaction cost. Adverse selection, moral hazard and credit rationing. Agency problems in financial institutions. Liquidity risk, interest rate and exchange rate risk, credit risk, and operation risk inherent in financial institutions, and management of those risks. Lessons learnt from the national and international experiences.

4.  Insurance                                                                                                       6 hours

Economies of insurance-benefit of risk pooling, problem or moral hazard and adverse selection.  Pricing of Insurance and marketing of insurance; Agency problems in insurance business; Different types of insurance: life insurance and related products; health insurance; property-liability insurance; reinsurance, Regulation of insurance industry, its economics, and regulation market in Nepal.

6.  Securities Markets                                                                                          6 hours

Securities market and the function of price discovery, liquidity, transaction costs reduction. Dealer and auction market risk of trade execution, clearing and settlement. Structure and requlation of securities market, comparing requlatory structure of Nepalese market with that of the other developed market.

7. Market for Government Securities                                                                   6 hours

Types of Government Securities; Primary market and auction procedures; Procedures in Nepalese market compared with the procedures in other countries especially India and the US. Secondary market and their organization: Nepal’s market compared with that of India and the US. Dealing in securities: the bid-ask spread, carry, trading profits, Repurchase agreements, Reverse Repos.

3.  Stability of the Financial System                                                                     6 hours

Bank runs and panics, crashes in stock market, their causes and consequences. Factors affecting stability: fragmentation and interdependence. Private and government measures in improving stability of the financial system: Clearing House Association, Regulation and Supervision, Lender of last resort, trading halts and circuit breaker, deposit insurance. Cost and benefit of such measures.

Text Book

1.       Meir Kohn: Financial Institute and Market, Tata McGraw- Hill

Reference Books

1.       Miskin, Frederic S.: The Economics of Money, Banking and Financial Markets, Addison-Wesley.

2.       Jeff Madura: Financial Market and Institution , South-Western  college Publishing

3.        Michael  Baye and Jansen: Money, Banking and Financial Market ,A.I.T.B.S. 

Syllabus-7th Sem

1. CORPORATE FINANCE
2. INVESTMENT DECISIONS 
3. MARKETING COMMUNICATION 
4. SERVICE MARKETING
5. STRATEGIC MANAGEMENT   

Strategic Management I

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MGT 111.3
BBA, Fourth Year, Seventh Semester

Course Objectives:

This course aims to introduce the students to the fundamental concepts of strategic management. The course also aims to develop skills in students to develop a mission statement, perform an external audit, conduct an internal assessment, and formulate strategies through cases and experiential exercises.

Course Contents:

1. Strategic management                                                                                 7 hours

Definition: Dimensions of strategic decisions, Levels of strategy, Characteristics of strategic management decisions, Formality in strategic management, Value of strategic management, Role of chief executives in strategic management.

2.   External environmental analysis and forecasting                                         5 hours               

      Components of remote environment: economic, social, political, legal (legislation and regulations), technological (PEST analysis), Linking strategy with ethics and social responsibility.

3.  Establishing company direction                                                                  6 hours

      Developing business mission and strategic vision. Communicating the strategic vision. Setting performance objectives. Strategic objectives versus financial objectives. Strategic intent. Strategy making pyramid: Corporate strategy, Business strategy, Functional strategy and operational strategy. Uniting the strategy making effort.

4.  Industry and competitive analysis                                                               6 hours

Methods of industry and competitive analysis, Five forces of competition, Driving forces, Environmental scanning techniques, Strategic group maps, Monitoring competition, Key factors for competitive success evaluating

5.   Evaluating company resources and competitive capabilities                        8 hours

      Strengths and resources capabilities, Weakness and resource deficiencies, Competencies and capabilities, Market opportunities, Threats to future profitability, Strategic cost analysis and value chains, Benchmarking, Competitive capabilities to competitive advantage

5.   Strategic options                                                                                         10 hours

      Generic strategies: Low cost provider strategy, Differentiation strategy, Best-cost provider strategy, focused strategy. Grand Strategies: Concentration, Market development, Product development, Innovation, Horizontal integration, Vertical integration, Joint Venture, Concentric diversification, Conglomerate diversification, Retrenchment/turnaround, Diverstiture, Liquidation.

6.  Strategic analysis and choice                                                                       6 hours

      Evaluating and choosing strategies, Industry environment and strategy choices, Evaluating and choosing to diversity

     

Text Books

1.       Pearce, John A. and Robinson, Richard B: Strategic Management, AITBS, Delhi.

2.       Thomson, Arthur A. and Stickland III, Strategic Management, Tata Mcgraw-Hill, New Delhi

Reference Books:

        1.     Agrawal, G.R: Business Strategy & Strategic Management in Nepal, M.K. Publisher Kathmandu

 

Investment Decisions

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FIN121.3 
BBA, Specialization, Finance

Course Objectives:

This course aims to provide students with the knowledge and skill required to value financial assets and portfolio of financial assets. Finance I and Finance II are prerequisites for this course.

Course Contents:

1.  Review and Risk and Return                                                                        6 hours

Probability distribution of the investment returns, expected rate, variance, standard deviation, covariance, and correlation of returns.

Investors' constraints: risk aversion, liquidity, time horizon, etc.

Appropriate risk measures for individual assets, and portfolio of assets. Risk contribution of components asset on risk of a portfolio.

2.  Portfolio Theory, Asset Allocation and Security Selection                           9 hours

Markowitz portfolio selection model; Tobin’s separation theorem and resulting tangency portfolio; Capital Allocation

Line and Capital Market Line; Risk Aversion and Asset Allocation; Active vs Passive strategy for asset allocation.

Systematic and Unsystematic risk, Security Market Line, and Capita! Asset pricing Model.

3. Interest Rates and Risk Premiums                                                               6 hours

Interest rates and their determination, term structure of interest rates and theories of term structures: real and nominal

interest rates; Interest Rate Structures in Nepalese Financial Market

4. Bond Price and Yields                                                                                 9 hours

Price and Yield to Maturity (YTM) Relationship; Relationship among coupon rate, YTM. and current yield for  Premium Bond, Discount Bond, and Bond at Par; yield-to-maturity, yield-to-call, holding period return, promised   yield and realized yield, yield to call. Price risk and reinvestment rate risks on bond investment; Maturity effect and  coupon effect on interest rate risk, Macaulay’s Duration and Modified Duration; Immunization by duration matching. Relating the concepts learned to real life through observation of Nepal’s Treasury Bills and Government Bond markets.

5. Valuation of Common Stocks                                                                      9 hours

Fundamental Analysis; Dividend discount model with zero-growth, constant perpetual growth, two-staged growth; Price Ratio Analysis: PIE, Price to Book, Price to sales, etc.

Market efficiency and stock Price Behavior in developed market. Comparing and contrasting the stock price behavior in Nepalese market. Relating concepts learnt to value some of the stocks traded on Nepal Stock Exchange.

6. Valuation of Options and options linked securities                                      9 hours

Types of basic option contracts: put and call; Factors affecting options value; Pricing options with one period and two periods  to expiry using binomial method; Evaluating investment projects with options with to abandon and expand; Valuation of warrants; valuation of convertible securities.

Text Books

1.       Bodies, Z., Kane A., and Marcus A. J.: Investments, McGraw-Hill Irwin.

2.    Brealey, R. A. and Myers, S. C.: Principles of Corporate Finance, McGraw-Hill

Reference Books

1.       Sharpe, W. F., Alexander, G. J., and Bailey, J. V.: Investments, Prentice-Hall of India Pvt. Ltd.

2.       Cheney, J. M., and Moses, E. A.: Fundamentals of Investments, West Publishing Company.

3.       Corrado, Carles J and Jordan, Bradford D.: Fundamentals of Investments, McGraw-Hill International Editions

4.       Chance, Don M.: An Introduction to Derivative and Risk Management, THOMSON South-Western

 

Corporate Financing Decisions

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FIN122.3
 BBA, Specialization, Finance

Course Objectives:

The course aims to equip students with basic concepts and necessary skills in raising capital for and managing financial assets of a firm. Finance I and Finance II are pre-requisite for this course. The course will cover the following topics.

Course Contents:

1.    Measuring Capital Structure and Cost of Capital                                        6 hours

         Cost of capital, cost of debt capital, cost of equity capital, weighted average cost of capital, its use and limitations. Measuring capital structure, calculating required return.

2.    Theories of Capital Structure                                                                     6 hours

         Factors affecting capital structure: MM proposition under perfect market assumption; Adjustment for market imperfections-tax, financial distress, agency problem, incentive effect of debt, information asymmetry; Static Tradeoff Theory; Pecking order theory of capital structure.

3.    Security Structure of Firm                                                                          6 hours

         Common stock, Preferred stock, convertible debt, warrants and options, and relevant components of Nepalese laws ad regulations (e.g, Company Act, Securities Board's regulations) affecting security design.

4.    Measuring and Evaluating Financial Performance                                     9 hours

         Analysis of financial statements- Balance Sheet, Income Statement, and Cash Flows. Breakeven analysis, analysis of financial ratios, Economic value added (EVA) and limitations of such analysis. Applications of the concepts learnt in analysing companies and industries in the local market.

5.    Methods of Raising Capital                                                                                               

         Commercial Lending (by banks and financial institutions): credit analysis, loan covenants, principles and applications.

         Leasing: significance, types of leases, accounting for leases, the financing decision, lease vs. borrow, lessor's point of view, lessee's point of view

         Public issue of debt and equity: merits and demerits, rights offering, effect on the position of old and new shareholders

         Venture Capital Its structure in the developed market; prospects for adopting in Nepalese environment

6.    Liquidation or turnaround of distressed firm                                             3 hours

         Financial distress; resolving financial distress; private workout and liquidation; legal and regulatory constraints.

7.    Harvesting Business Investment                                                                3 hours

         Planning exit strategy; systematic liquidation, initial public offering, selling to acquiring firm, and current and potential use of these techniques in local market.

Text Books:

1.      James C. Van Horne: Financial management and Policy, Prentice- Hall of India Pvt. Ltd

2.      Brealey, Richard A. and Stewart C. Myers: Principles of Corporate Finance, McGraw-Hill

Reference Books:

1.      Leach, J. C, Melicher, Ronald W, Entrepreneurial Finance, Thomson south -Western

2.      Brealey, Richard A. and Stewart C. Myers: Principles of Corporate Finance, McGraw-Hill

3.      Brigham, Gapanski, Ehourhardt: Financial Management and Theory, Practice, 9 th edition,

4.      Archer, Readings in Finance.

 

Syllabus 6th SEM

1. Operations Management
2. International Business
3. Human Resource Management
4.  Entrepreneurship
5. Business Law

Operations Management

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MGT 104 (Credit hours 3)

BBA, Third Year, Sixth Semester

Course Objectives:

This course aims to  acquaint students with current operations management practices and research results and with the core concepts, tools, models and managerial considerations used in making operations management decisions.

Course Contents

1.   Introduction                                                                                        3 hours

Definition, operations functions and its environments, operations objectives, operations system, the life cycle approach, historical development of operations management, productivity and competitiveness

2.   Manufacturing Environment                                                 3 hours

        Product design, frequency of decision changes, process selection, automation, process flow design

3.   Service Environment                                                        3 hours

Nature and importance of services, designing service organization, service blue printing, service guarantees

Total Quality Management: Philosophical elements, quality specification and quality costs, statistical quality control, process control, acceptance sampling, ISO 9000

4.   Supply Chain Management                                                        3 hours

Supply chain strategy, supply chain design strategy, outsourcing, and mass customization.

5.   Forecasting                                                                                6 hours

Demand management, components of demand, qualitative techniques in forecasting, time series analysis, causal relationship forecasting

6.   Capacity Planning                                                                          3 hours

Important capacity concepts, capacity planning

7.   Product Design and Process Selection                                    5 hours

Concept, classification, process and approaches, designing products for manufacture and assembly, process selection, flow design, nature of services as a product, service-system design matrix, emerging issues in products design

8.   Aggregate sales and operations planning                                  6 hours

Overview of sales and operations planning activities, the aggregate operations plan, aggregate planning techniques, yield management

Waiting Line Theory: Economies of the waiting line problem, the queuing system, waiting line characteristics, simple waiting line models

9.   Inventory Systems                                                                        5 hours

Inventory costs, independent vs. dependent demand, inventory systems, basic model types, EOQ models, problems in determining realistic costs, materials requirement planning systems and its structure

10.  Japanese operation management                          3 Hours

        Features of Japanese operation management, Elements of JIT system, stabilizing schedule, elimination of waste, JIT implementation requirement, Flexible manufacturing system, Concept of Kanban and Kaizen

11.  Waiting Line Theory                                              3 hours

Economies of the waiting line problem, the queuing system, waiting line characteristics, simple waiting line models

12.  Total Quality Management                                  5 hours

        Philosophical elements, quality specification and quality costs, statistical quality control, process control, acceptance sampling ISO 9000

Text Books:

1. Chase, Richard B. and Nicholas J. Aquilano: Production and Operations Management: A life cycle approach, Irwin.
2. Adam, Everett E. Jr and Ronald J. Ebert: Production and Operations Management, Prentice Hall of India.

International Business

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MGT 106 (Credit hours 3)
BBA, Third Year, Sixth Semester

Course Objective

The course aims to help the students in understanding the basics of international business  and its environment, and develop the analytical skills required to compete effectively in this environment.

1.     Overview of Global Business                                                           4 hours

Meaning of international business and globalization, drivers of globalization, overview of changing global picture: declining trade barriers and change in communication, information and transportation technologies.

2.        International Trade Theories                                                      7 hours                 
       Adam Smith’s Theory of Absolute Advantage, David Ricardo’s theory of comparative advantage, Heckscher-Ohlin’s theory of factor endowment, Raymond Vernon’s product life-cycle theory, new trade theory based on economies of scale, theory of national competitive advantage: Porter’s diamond. 

3.     Global Business Environment                                         10 hours          

        Political, Economic and Legal Environment

Political systems: individualism vs. collectivism; democratic vs. totalitarian, legal system: property rights, protection of intellectual property, product safety requirements,  economic environment: market economy, command economy & mixed economy,  interconnection of political, legal and economic system followed by a country,  impact of differences in system on international business.

        Cultural Environment

Meaning of culture, values and norms, determinants of culture: social structure, religion, education, language, aesthetics, history and geography, impact of differences in culture on international business.

      Multinational Companies

Concept and characteristics of MNCs and their impact on host countries (political, economic and cultural).

4.     World Trading System & Regional Trade Agreements         9 hours

Tariff and non-tariff trade-barriers, international financial system: exchange rate, exchange control and trends of exchange rate systems, role of international financial institutions: World Bank, IMF and ADB.  Evolution of GATT and WTO.  Regional groupings: EU, NAFTA, ASEAN and SAARC 

5.       International Strategic Management                                                  4 hours       
     Types of strategies: international strategy, multidomestic strategy, global strategy, transnational strategy,  advantages and disadvantages of these strategies.

6.       Entry Into International Business and Strategic Alliances               6 hours           
 Market entry decisions: timing of entry, scale of entry and strategic commitments, entry modes: exporting, licensing, franchising, joint ventures.  Choice of entry mode, comparison of green-field and acquisition, advantages and disadvantages of strategic alliances. 

7.     International Marketing                                                         6 hours

International marketing management, international market positioning, product policy, pricing issues, promotion issues, and distribution issues: international distribution and channels of distribution.

Text Books:

1.                   Robert Bennett, International Business, Pearson Education

Reference Books:

1.                   John Daniels and W H Radebough, International Business: Environments and Operations, Pearson Education

2.                   Czinkota, Michael R, Ron Kainon, I.K, L Moffett, M.H. International Business,                 Thompson South-Western.

3.                   Hill, Richard: International Business: Concepts & Issues, Tata McGraw Hill, 5th edition