BS Commerce

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HAILEY COLLEGE OF COMMERCE

University of the Punjab
Curricula/Syllabi of BS Commerce Program
Program Title: BS Commerce Program

Department: Hailey College of Commerce
Faculty: Faculty of Commerce
1. Department Vision and Mission

Hailey College of Commerce (HCC) is committed to achieve its vision and mission.
1.1 Vision
To achieve academic, professional, and research excellence in business and commerce education
1.2 Mission
HCC aspires to serve the community by imparting professional, practical, and research-oriented
knowledge and skills aligned with emerging business and commerce trends. We endure a
meritorious culture with continuous improvement that encourages entrepreneurial spirit,
professional excellence and commitment which will enable our business and commerce graduates to
lead the market through ethical consciousness.
1.3 Core Values

● Research
● Innovation
● Integrity
● Entrepreneurship
● Good governance
● Industry academia linkage
1.4 Strategic Goals

1. Community Service To provide quality business and commerce education to all the
segments of the society.
2. Research Oriented To encourage, produce and promote research-based knowledge to
Knowledge implement viable solutions for the emerging problems.
3. Continual Improvement To improve continuously: the degree programs, curriculum, faculty,
management, staff and facilities as per emerging market trends and
needs of all the stakeholders.
4. Business and Commerce To promote entrepreneurial spirit and professional excellence
Graduate Excellence among graduates by developing leadership qualities; ethical
consciousness and creativity.
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2. Introduction of Hailey College of Commerce
Hailey College of Commerce was established in 1927 to provide business and commerce education.
HCC contributed a lot to the society by creating quality human capital since its inception and
produced well-known personalities at National and International forums. It provides a friendly and
enabling working environment that promotes learning and knowledge sharing opportunities for
students through creative thinking. It has earned national and international repute for its teaching,
research, and community services. Continuous improvement of programs and courses helps the
HCC to be competitive by anticipation and reflection of evolving business and commerce trends.
Faculty and management at HCC emphasized on projects and teamwork that make learning a
challenging and stimulating experience to develop a sense of positive competition, personal
initiative, and communication skills among graduates. Hailey College of Commerce offers
following full-time degree programs according to HEC and NBEAC guidelines:
 Associate Degree in Commerce
 Associate Degree in Accounting and Finance
 B. Com (Hons.)
 BS Accounting and Finance
 M. Com
 M. Phil (Commerce)
 Ph. D (Commerce)
Moreover, professional diplomas and certificates are also offered in addition to various skill-
oriented courses and training programs. It has diversified and qualified faculty almost 100% PhD
faculty (commerce) along-with state of the art classrooms, a dedicated library, fully-equipped
computer labs, and other facilities.
3. Program Introduction
BS Commerce program will provide in-depth knowledge of commerce and business domain by
blending theoretical understanding and practical training to cope with the emerging challenges in a
creative way. The program could help aspiring professionals to develop creative thinking for
strategic decisions at various organizational levels. The BS Commerce Program consists of 134
credit hours within a time period of 04 years.
3 (a) Program Alignment with University Mission

Proposed BS Commerce program is aligned with the University mission to produce quality human
capital with appropriate knowledge and skills. The mission is to provide education for two-fold
benefit including young people are nurtured to be sensitive, tolerant, skilled, and capable of
thinking in a creative and critical way. It enables to meet the local, regional, and global emerging
demand of professionals equipped with knowledge and leadership potential for individual and
collective well-being. The program is directly associated with the mission and the vision of HCC
that is consistent and aligned with the university mission; being complementary to each other.
4. Program Objectives
1. To equip the graduates with appropriate theoretical knowledge and practical skills by
managing business and commerce issues at local, regional, and international fronts.
2. To develop creative, critical, and innovative thinking by exploring solutions for complex,
dynamic and emerging business and commerce problems
3. To use emerging technology and digital devices for modern business and commerce
practices
4. To promote entrepreneurial spirit and passion for innovative business and commerce models
as market leader
5. To encourage research-oriented learning and knowledge sharing aptitude for market-driven
initiatives
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6. To promote ethical practices, socially responsible ventures and philosophy of individual and
collective well-being
7. To enable graduates for accessing, analyzing, evaluating and processing relevant
information for decision making
5. Market Need / Rationale of the Program
5 a Potential Students for the Program

HCC aims to offer BS Commerce to meet emerging needs of business and corporate world due to
digitization, competition and globalization. The proposed program is designed for aspiring
professionals by offering customized and novel program comprising of appropriate conceptual,
theoretical, skill-oriented and practical approach. It will provide a learning opportunity to students
for theoretical understanding of contemporary knowledge in commerce and its application in the
real life situations. The program will also provide an ample opportunity to build key management
skills such as decision making, communication, rational thinking, analytical, intuitive and
independent action through group activities, discussions, brainstorming sessions and individual
presentations. It incorporates current and emerging trends in commerce covering both aspects i.e.
theory and practice to provide the research-led knowledge and practical skills that are required by
companies and employers.
5 b Potential Employers
Potential Employers of graduating students will be public sector and private sector organizations in
addition to self-employment at local, regional and international levels. Graduates will be equally
competent to meet the demands of job market at all forums and all levels due to built-in-skills and
practical knowledge acquired at HCC. BS Commerce will attract a broad range of practitioners and
academicians from the corporate world, allowing students to benefit from their expertise throughout
their studies. The program could help to strengthen academia-industry linkages through variety of
interactions and events of mutual interest for example guest speakers; individual and group
interactions, workshops and site visits. Activities will be organized to allow the engagement of
students with practitioners and to facilitate networking with industry experts to have strong
relationships with companies. These relationships could help to design and deliver the requisite
skill-set to provide opportunities for placements and employment. Moreover, this program could
provide a platform and an opportunity to involve the people from chamber of Commerce and
Industry.
5 c Academic Projections
BS Commerce could produce quality human capital to meet demands of local, regional and
international job market. Moreover, it also aims to develop entrepreneurial skills and thinking
among potential graduates to encourage self-employment and non-conventional starts-ups. It will
prepare the individuals for a wide range of business and professional positions in public sector as
well as private sector organization at various levels i.e. entry level, lower management, middle
management and even at top management of the corporate entity. The potential graduates typically
could take up roles as manager, analysts, facilitator, or company representative in addition to
traditional roles and responsibilities. Moreover, professional career development support will be
provided at campus through active and enthusiastic careers’ services and career counseling. It could
help to gain the ‘competitive edge’ by offering CVs writing, mock assessment, and interviews. The
program shall be introduced to the leading employers to develop linkages who regularly recruit the
graduates. Moreover, job fair and other initiatives may be used to seek career opportunities and
advancement in the existing position for potential graduates.
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5 (d) Faculty
HCC has competent, experienced, and capable faculty with diversified knowledge, exposure, and
experience. It has full time PhD faculty members who are working at almost all the academic
cadres. The faculty members at HCC have excellent capacity to deliver world-class knowledge,
skills, and competencies to the students of undergraduate, graduate, and post-graduate program.
Moreover, human, digital, technological, and other resources are sufficient at HCC to meet the
emerging needs of the program.
5 (e) Physical Facilities

HCC has fully functional classrooms with appropriate facilities; beautiful and gracious ground
along with sports facilities; parking facility; cafeteria; photocopier; dispensary and several allied
facilities. It is worth mentioning here that college has sufficient library equipped with modern
facilities and enriched with large number of books, journals, magazines, periodicals, and
newspapers. Moreover, HCC has three fully functional computer labs for students include Lab 1
and Lab 2 having capacity of 70 PCs each and Lab 3 having 80 PCs. Similarly, digital and e-books
section is also an added value at HCC that facilitates the students and have sufficient capacity for
the upcoming students. HCC also have Executive Training and Development Cell and Hailey
College Media Cell to provide opportunities for professional excellence and career growth to the
professionals and students.
6. Admission Eligibility Criteria
a. Eligibility
o Intermediate or equivalent
b. Admission Criteria
o As specified by PU/ HEC
c. Admission Formula
o As per basic criteria by PU
7. Duration of the Program
a. 08 Semesters
b. 04 Years
c. 134 Credit hours
d. The students of BS Commerce Program may apply for quit/exit after completion of 4
semesters to avail Associate Degree in the respective program.
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8. Categorization of Courses as per HEC Recommendation and Difference
Category (Credit Hours)

Major Minor Any Other Semester
Semester Courses Core Basic Electives Electives Load
Courses Courses*
1 6 4 2 - 17 credit hours
2 6 3 2 1 - 18 credit hours
3 6 - 5 1 - 18 credit hours
4 5 1 2 2 - 16 credit hours
7 5 - - 3 2 15 credit hours
8 5 1 - 2 2 16 credit hours
Internship and Viva Voce 3 Credit Hours
134
PU 44
Credit Hours
HEC 124-140
41-47
Guidelines Credit Hours
Difference
(HEC and) NIL
PU
*Foundation Courses + General Courses according to guidelines of NCRC for BS Commerce
**Quran and Sunnah (1 Credit Hours in 2nd, 4th, 6th and 8th Semester respectively)
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9. Scheme of Studies / Semester-wise workload
Proposed Courses for BS Commerce
Propose Pre- Cr
# Course Title Course Type Total
d Code req Hrs
Semester I
1. BSC-101 Business Mathematics Compulsory 3(3,0)
2 BSC-102 Computer Application in Business Compulsory 3(1,2)
3 BSC-103 Financial Accounting-I Compulsory 3(3,0)
4 BSC-104 Functional English Compulsory 3(3,0)
5. BSC-105 Business Organizations Compulsory 3(3,0)
6. BSC-106 Islamic Studies Compulsory 2(2,0)
Total Credit Hours 17
Semester II
1. BSC-111 Business Communication Compulsory 3(2,1)
2. BSC-112 Business Statistics Compulsory 3(3,0)
3. BSC-113 Microeconomics Compulsory 3(3,0)
4. BSC-114 Financial Accounting-II Compulsory 3(3,0)
Foreign Language-
5. BSC-115 Compulsory 3(3,0)
Arabic/Persian/French/Chinese
6. BSC-116 Pakistan Studies Compulsory 2(2,0)
Quran and Sunnah Compulsory 1(1,0)
Semester III
1 BSC-201 Macroeconomics Compulsory 3(3,0)
2 BSC-202 Cost Accounting Compulsory 3(3,0)
3 BSC-203 Advanced Financial Accounting-I Compulsory 3(3,0)
4 BSC-204 Taxation Management-I Compulsory 3(3,0)
5 BSC-205 Business Law Compulsory 3(3,0)
6 BSC-206 Money, Banking and Finance Compulsory 3(3,0)
Semester IV
1. BSC-211 Audit and Assurance Compulsory 3(3,0)
2 BSC-212 Entrepreneurship Compulsory 3(3,0)
3 BSC-213 Advanced Financial Accounting-II Compulsory 3(3,0)
4 BSC-214 Taxation Management-II Compulsory 3(3,0)
6 BSC-215 ERP in Business and Commerce Compulsory 3(0,3)
Pre- Cr
# Code Course Title Course Type Total
req Hrs
7
Propose Pre- Cr
# Course Title Course Type Total
d Code req Hrs
Semester V
1. BSC-301 Business Management Compulsory 3(3,0)
2 BSC-302 Business Research Methods Compulsory 3(3,0)
3 BSC-303 Financial Management Compulsory 3(3,0)
4 BSC-304 Principles of Marketing Compulsory 3(3,0)
5. BSC-305 Logical and Critical Thinking Compulsory 3(3,0)
Semester VI
1. BSC-311 Banking Laws and Practices Compulsory 3(3,0)
2. BSC-312 Electronic Commerce Compulsory 3(3,0)
BSC-313 Operations and Production Compulsory
3. 3(3,0)
Management
4. BSC-314 Managerial Accounting Compulsory 3(3,0)
5. BSC-315 Insurance and Risk Management Compulsory 3(3,0)
Semester VII
BSC-401 Organizational Behavior and Human Compulsory
1 3(3,0)
Resource Management
BSC-402 Islamic Principles of Business and Compulsory
2 3(3,0)
Finance
3 BSC-403 Corporate Law and Governance Compulsory 3(3,0)
4 BSC-404 Elective I Elective 3(3,0)
5 BSC-405 Elective II Elective 3(3,0)
Semester VIII
1. BSC-411 Global Business and Finance Compulsory 3(3,0)
2 BSC-412 Professional Development Compulsory 3(3,0)
3 BSC-413 Business Ethics and CSR Compulsory 3(0,3)
4 BSC-414 Elective IV * Elective 3(3,0)
5 BSC-415 Elective V * Elective 3(3,0)
Internship + Viva Voce
Grand Total (Credit Hours) 134
*Students could choose 06 credit Research Project/Industrial Project/Independent Studies instead of courses of
specialization offered in 8th Semester based upon availability of resources/faculty with the permission of Principal.
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Proposed Specializations for BS Commerce:
1. Accounting
2. Finance
3. Banking
4. Marketing
5. Microfinance
6. Leadership and Management
7. Supply Chain Management
Assessment Criteria
Every course/Subject will be assessed/evaluated in the following parts:
Sr. # Elements % Details

1. Midterm 35% It takes place at the mid-point of the semester.
Assessment
2. Formative 25% It is continuous assessment including class participation, attendance,
Assessment assignments and presentations, homework, attitude and behavior,
hands-on-activities, short tests, quizzes, term project, research report or
research paper etc.
3. Final 40% It takes place at the end of the semester in the form of a written exam.
Assessment However, according to the nature of the course, it may be based on
term paper, research proposal development, field work and report
writing (research dissertation) etc.
10. Award of Degree
As per policy
11. NOC from Professional Councils (if applicable)
Not applicable. However, roadmap and courses are designed as per guidelines of NCRC (NBEAC-
HEC) for BS Commerce Program
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12. Faculty Strength
Area/Specialization Total
HRM, Business Mathematics and Statistics,
1. Prof. Dr. Zulfqar Ahmad
Organizational Behavior
Corporate Governance, Interest free Banking,
2. Prof. Dr. Hassan Mobeen Alam Business Ethics, Banking Regulations and
Procedures
3. Prof. Dr. Mubasher Munawar
Advertising and Marketing
Khan
Econometric Modeling and Financial
4. Prof. Dr.Sayyid Salman Rizavi
Econometrics
5. Dr. Hafiz Zafar Ahmad Cost and Management Accounting
Banking, Finance, Accounting, Islamic
6. Dr. Ashfaq Ahmad Finance & Banking, Corporate Governance,
Research Methods, Project Management
Organizational Behavior, Leadership, Strategic
7. Dr. Ishfaq Ahmed
Analysis, Entrepreneurship
8. Dr. Ch. Abdul Khaliq Entrepreneurial Leadership
9. Dr. Sadia Farooq Business Finance, Operational Research
10. Dr. Fouzia Ali Research Methods, Quantitative Techniques
11. Dr. Nisar Ahmad Finance and Accounting
Financial Accounting, Financial Reporting and
12. Dr. Muhammad Aamir
Corporate Auditing
13. Dr. Muhammad Ramzan Business Management, Taxation, Audit
14. Dr. Hafiz Abdur Rashid Cost and Management Accounting, Finance
Business Computing,
15. Dr. Majid Ali
E Commerce
Investment, Financial Accounting, Corporate
16. Dr. Muhammad Usman
Finance
17. Dr. Zia ur Rehman Finance
18. Dr. Arslan Umer Marketing
19. Lubna Uzair Microeconomic, Management Economic
20. Attiq ur Rehman English
21. Dr Haleema Tariq Business Law
22. Tayyab Yousaf Finance
23. Ammara Khan Islamic studies
13. Present Student Teacher Ratio in the Department
Present Student Teacher Ratio in the Department is 1:28.

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Course Outlines
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HAILEY COLLEGE OF COMMERCE 1
UNIVERSITY OF THE PUNJAB, LAHORE
Course Title: Business Mathematics

Proposed Course Code: BSC-101 Credit Hours: 03
Program: BS Commerce Semester: 1st
1.0 Introduction of the Course

This course introduces mathematical concepts and their applications in economics, business and
finance. It also aims to equip students with practical skills to apply the concepts in real life. For this
purpose, the course covers basic mathematical processes and techniques currently used in the fields
of business and finance. It includes a review of main business math skills with particular emphasis
on equations, percentages, interest, discounts, simple interest, compound interest, loan installments.
This course is designed to provide strong mathematical foundations to enable the students to
analyze data on the basis of modern mathematical techniques.
2.0 Pre-Requisites Course (s) or Other Requirements/Skills:
The course requires understanding of basic mathematical concepts
3.0 Course Learning Outcomes

The course carries following objectives:
1. To develop an understanding about basic concepts used in algebra and mathematics
2. To introduce student to different forms of equations
3. To help solve different Binomial expressions
4. To explain how to analyze progression and find the missing value of series and sum
of a series and any term of a series that will help them in business decision making
process
5. To facilitate understanding about the process of calculating the return on business
investment by using profitability analysis
6. To help analyze annuity and its types with practice questions
7. To explain basic concepts in matrix algebra
8. To help explain how mathematical programming can be used to construct a model
from past information to facilitate forecasting and problem solving

At the end of the course students will be able to:
1. Solve the algebraic expression and also able to find the value of in the business
problems even where direct calculations are impossible
2. Analyze mathematical and business problems with in a given situation and with a
particular give conditional arrangement
3. Learn the application of roots and powers in solving problem with help of logarithms
4. Find the higher square and roots with high value by applying logarithm which is not
possible in simple calculation easily
5. Apply the equations to solve business problems and to find the hidden value
6. To take business and investment decisions by comparing returns with the application
of different techniques
7. Plan and forecast on the basis of past information
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5.0 Course Contents: 2
Unit-1:
1.1 Basic Algebra
1.1.1 Introduction of Basic Algebra
1.1.2 Basic Mathematical Operations with the help of Algebra. (Addition, Subtraction, Division,
Multiplication)
1.1.3 Factorization
Unit-2:
2.1 Equations
2.1.1. What is Mathematical Equation?
2.1.2. Types of Equations
2. 1.3. Linear Equation
2. 1.4. Simultaneous Equations
2. 1.5. Quadratic Equation
2. 1.5.1.Factorization
2. 1.5.2.Completing Square
2. 1.5.3.Quadratic Formula
2. 1.6. Introduction of Logarithms
2. 1.7. Rules for Determining Characteristics and Mantissa
Unit-3:
3.1 Logarithms
3.1.1. Use of Logarithm Table
3. 1.2. Methods of Interpolation
3. 1.3. Laws of Logarithm
3. 1.4. Application of Logarithm
Unit-4:
4.1 Progression or Series
4. 1.1. Introduction of Progression OR Series
4. 1.2. Arithmetic Progression
4. 1.3. The Sum of Arithmetic Progression
4. 1.4. Arithmetic Mean of a Progression
4. 1.5. Introduction of Geometrics Progression
4. 1.6. Infinity
4. 1.7. Geometric Mean and its Application
Unit-5:
5.1 Permutation, Combinations and Binomial Expansion
5. 1.1. Introduction of Permutation
5. 1.2. What is General Term
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5. 1.3. Circular Permutation 3
5. 1.4. Introduction of Combinations
5. 1.5. Introduction of Binomial Theorem
5. 1.6. How We Can Solve a Binomial Expression
5. 1.7. Pascal Triangle
Unit-6:
6.1 Mathematics of Finance-I
6. 1.1. Introduction of Percentage
6. 1.2. Percentage Mark-up
6. 1.3. Introduction of Simple interest
6. 1.4. Simple Interest and Present Value
6. 1.5. What is Compound Interest
6. 1.6. Compound Amount
6. 1.7. Use of Compound Interest Table.
6. 1.8. Effective Rate of Interest
6. 1.9. Equivalent Rates
Unit-7:
7.1 Mathematics of Finance-II
7. 1.1. Present Value with Compound Interest
7. 1.2. Comparison between Simple and Compound Interest rates
Unit-8:
8.1 Annuities
8. 1.1. Introduction of Annuities
8. 1.2. How We can Find the Amount and Present Value of an Annuity.
8. 1.3. Types of annuity
8. 1.4. Ordinary Annuity
8. 1.5. Annuity Due
8. 1.6. Perpetuity
Unit-9:
9.1 Matrix Algebra
9.1.1 Matrix Algebra
9.1.1.1 Definition of Matrix
9.1.1.2 Notation of Matrix
9.1.1.3 Components of Matrix
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9.1.1.4 Dimension of Matrix 4
9.1.1.5 Types of Matrix
9.1.1.6 Application of Matrix
9.1.2 Arithmetic Operations of Matrices
9.1.3 Laws in Matrix Algebra
9.1.4 Concept of Minors and Co-Factors
9.1.5 Inverse of a Matrix
Suggested topics:
Sets, relations and functions
Ratios and proportions
Shares, Loan, mortgage and bonds
Investment Decisions
Introduction to Mathematical Programming, Models, Algorithms
Application of mathematics in business
Application of linear equations
Breakeven analysis
Differential calculus
6.0 Teaching-Learning Strategies

 Lectures
 Handouts (hard or soft copies)
 Group Discussions
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers
8.0 Assessment and Examinations: As per University Rules

 Mid-Term Written Paper 35 %
 Final Examination Written Paper 40 %
 Sessional Quizzes and Tests, Assignment and Presentations, Attendance, Class
Participations and Discipline etc. 25 %
9.0 Textbooks
1. Bowra, Z. A. (2020). Business Statistics and Mathematics, Azeem Academy, Lahore
10. Suggested Readings
10.1 Books
 Mirza, S.H. (latest edition). Business Mathematic for Management and Finance,
 L W Stafford, Business Mathematics.
 Richard Lacava, Business Statistics.
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 Nasir Ali Syed, and G H Gill, Statistics and Business Mathematics, Fair Publication,
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Lahore
10.2 Journal Articles/ Reports/ Web Sources
 https://www.khanacademy.org/math
 https://www.mathsisfun.com/index.htm
 https://www.intmath.com/
 https://www.ixl.com/math/
 https://www.mathplanet.com/
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Course Title: Computer Applications in Business

The course defines all the notions that allow the student to master the vocabulary of Computer
Basics i.e. the set of initiatives that can be carried out related to Computer Uses, Hardware and
Software’s. In particular, the course will introduce the student to the basic steps involved in Data
Processing using MS. Word 2007, MS. Excel 2007 and MS. PowerPoint 2007. Students will learn
about the different types of Internet Communications such as Search Engine, World Wide Web and
E-mail.

Develop awareness of computers hardware and peripherals; concepts regarding software – its types,
basic operations, basic OS concepts. Develop advanced user level skills in various Application
Packages: MS Word, MS Excel, and MS PowerPoint. Set up a computer for World Wide Web
connection; Use e-mail to send / receive messages and file attachments; Concepts of Online
discussion.
1. Comprehension of Basic Knowledge of Computer
2. Conception of Computer Architecture and Peripherals
3. Understanding the concepts of Computer Networks and Communication Channels.
4. Understanding the concepts of Data Processing for a Business
5. Knowledge of different commands used in MS-Word 2007
6. Practical Application of Commands in Ms. Word 2007.
7. Practical Application of Commands in Ms. Word 2007
8. Practical Application of advanced features of MS Word 2007
9. Knowledge of different commands used in MS-Excel 2007
10. Practical application of commands in MS Excel 2007
11. Practical application of Functions in MS Excel 2007.
12. Practical application of Charts in MS Excel 2007
13. Practical application of Data Analysis in MS Excel 2007
14. Knowledge and Practical application of commands in MS Power Point 2007
15. Comprehension of Internet terms and Website Terminology
16. Comprehension of Email terms
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Unit No.-I
1.1 Introduction to Computer System
1.1.1 Introduction to Computer and Computer System Block Diagram
1.1.2 Uses of Computers
1.1.3 Characteristics of Computers
1.1.4 Types of Computers (Analog, Digital, Hybrid)
1.1.5 Difference Between Analog and Digital Computers
1.1.6 Classification of Digital Computers (Super, Mainframe, Mini and Micro/Personal )
1.1.7 Types of Personal/Micro Computers
1.1.8 Introduction to Window XP
1.1.9 Assignment
Unit No.-II
2.1 Computer Hardware’s and Software’s
2.1.1 Basic Organization (Architecture of a Computer System)
2.1.2 CPU and its components (ALU, CU, MU)
2.1.3 Primary/Main Storage (RAM) and (ROM)
2.1.4 Secondary Storage Device
2.1.5 Input Devices / Output Devices
2.1.6 Introduction to Computer Software’s
2.1.7 System Software’s, Application Software’s, Utility Programs
2.1.8 Introduction to Programming Languages
2.1.9 Compiler, Interpreter, Assembler
2.1.10 Assignment
Unit No.-III
Networks, Data Communication and Data Processing
3.1.1 Introduction to Computer Network
3.1.2 Uses of Computer Networks
3.1.3 Types of Computer Networks (LAN, WAN, WLAN and Internet)
3.1.4 Computer Network Topologies
3.1.5 Computer Network Communication Channels (Guided and Unguided)
3.1.6 Basic Network Communication Devices
3.1.7 Assignment
Unit No.-IV
4.1 Networks, Data Communication and Data Processing
4.1.1 Introduction to Analog and Digital Data
4.1.2 Components of Communication System
4.1.3 Stages in Data Processing
4.1.4 Data Processing Cycle
4.1.5 Data Processing as a Business Need
4.1.6 Reasons Why Organizations used Electronic Data Processing
4.1.7 Quiz
Unit No.-V
5.1 LEARNING WORD’S 2007 BASICS
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5.1.1 Introduction to Ms Word 2007 8
5.1.2 Title Bar, Office Button, Quick Access Toolbar,
5.1.3 The Ribbon, Mini Tool Bar, Status Bar
5.1.4 Create a new document
5.1.5 Navigation in a document
5.1.6 Selection in a document
5.1.7 Type text into a document
5.1.8 Edit text
5.1.9 Find and Replace text
5.1.10 Check a document’s spelling and grammar
5.1.11 Print a document
5.1.12 Assignment
Unit No.-VI
6.1 MAKING YOUR WORD LOOK GOOD
6.1.1 About the rulers
6.1.2 Indents and Tab Stops
6.1.3 About paragraph breaks
6.1.4 Apply character formatting
6.1.5 Apply paragraph formatting
6.1.6 Set up page formatting
6.1.7 Create a multicolumn newsletter
6.1.8 Use a style
6.1.9 Use a theme
6.1.10 Use a template
6.1.11 Assignment
Unit No.-VII
7.1 ADDING LISTS, TABLES, AND GRAPHICS
7.1.1 Add a bulleted list
7.1.2 Add a numbered list
7.1.3 Create a table of contents
7.1.4 about word tables
7.1.5 Create a quick table
7.1.6 Create a table
7.1.7 Manage tables
7.1.8 Create a cover page
7.1.9 insert graphics into a document
7.1.10 Draw with word
7.1.11 Quiz
Unit No.-VIII
8.1 USING WORD’S ADVANCED FEATURES
8.1.1 Insert a symbol
8.1.2 Count the words in your document
8.1.3 Use drop caps
8.1.4 Use auto correct to improve your typing
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8.1.5 Add a watermark 9
8.1.6 Add a header or footer
8.1.7 Add a footnote or an endnote
8.1.8 Save a document in a different format
8.1.9 Add word art to a document
8.1.10 Word Options
8.1.11 Quiz
Unit No.-IX
9.1 Microsoft Excel 2007 – Introduction
9.1.1 Introduction to Microsoft Excel and uses of Microsoft Excel
9.1.2 Main Features of Microsoft Excel
9.1.3 Workbook and Worksheet
9.1.4 Navigation in Microsoft Excel
9.1.5 Selection in Microsoft Excel
9.1.6 Create , Save, Open, Save As, Close Excel Work Book
Unit No.-X
10.1 Microsoft Excel 2007 – Working With Worksheet
10.1.1 Working with Rows and Columns
10.1.2 Excel Formatting Options - Numbers, Alignment, Fonts and Boarders
10.1.3 Finding Worksheet Data
10.1.4 Page Setup in MS Excel
10.1.5 Printing in MS Excel Split and Freezing worksheet
10.1.6 Assignment
Unit No.-XI
11.1 Microsoft Excel 2007 – Formulae , Functions, Charts and Data Analysis
11.1.1 Introduction to Formulae and Functions
11.1.2 Displaying Formulae
11.1.3 Entering Functions
11.1.4 Sub Total
11.1.5 Quiz
Unit No.-XII
12.1 Microsoft Excel 2007 – Formulae , Functions, Charts and Data Analysis
12.1.1 Formula Auditing
12.1.2 Introduction to Charts in MS Excel
12.1.3 Basic Components of Charts in MS Excel
12.1.4 Creating Charts Before Data Selection
12.1.5 Creating Charts After Data Selection
12.1.6 Quiz
Unit No.-XIII
13.1 Microsoft Excel 2007 –Data Analysis and use of Forms
13.1.1 Data Analysis
13.1.2 Filtering Data in MS Excel
2
13.1.3 Inserting Data using Forms 0
13.1.4 Sorting Data in MS. Excel Introduction to Pivot Tables
13.1.5 Quiz
Unit No.-XIV
14.1 Microsoft PowerPoint 2007
14.1.1 Introduction to MS Power Point 2007 and Features of MS Power Point
14.1.2 Creating and Saving Presentation in MS Power Point
14.1.3 Viewing a Presentation in MS Power Point
14.1.4 Working with, Themes and Templates
14.1.5 Changing Slide Layout
14.1.6 Adding Pictures to a Slide
14.1.7 Working with Transitions
14.1.8 Playing a Slide Show
14.1.9 Assigning Time to Slides
14.1.10 Presentation
Unit No.-XV
15.1 Internet
15.1.1 Introduction to Internet and Services of Internet
15.1.2 Advantages and Disadvantages of Internet
15.1.3 Introduction to World Wide Web
15.1.4 Microsoft Internet Explorer and Web Browsers
15.1.5 Searching and Saving Information from a webpage
15.1.6 Quiz
Unit No.-XVI
16.1 E-mail
16.1.1 Introduction to Email and Creating email address
16.1.2 Creating email using Gmail.
16.1.3 Role of email fields such as To, CC, BCC and Attachment in an email.
16.1.4 Sending and Receiving Email using Internet Free Websites
16.1.5 Presentation

Lectures , Handouts , Group Discussions, Presentations, Quizzes
7.0 Assignments- Types and Number with calendar
Mid-Term Written Paper 35 %
Final Examination Written Paper 40 %
Sessional Quizzes and Tests, Assignment and Presentations, Attendance, Class
9.0 Textbooks
In the detail course outline, one may mention chapters of the textbook with the content topic(s).
1. Ali, Dr. L., & Bilal, H. “Computer Applications in Business”
(Recommended by University of the Punjab)
2
10. Suggested Readings 1
10.1 Books
10.2 Journal Articles/ Reports

 http://www.hcc.edu.pk/it
 http://www.microsoft.com
2
Course Title: Financial Accounting-1
1.0 Introduction of the Course:
This course introduces the objectives, principles, assumptions, and concepts of financial accounting.
This subject covers the basics of financial accounting through the accounting cycle for service and
merchandising business. This course will help students learn about the accounting equation, double
entry system of accounting, principles of debit and credit, preparation of journal, ledger, trial
balance, adjustment and closing entries, accruals, worksheet, and financial statements. This course
will also introduce the concepts of capital and revenue in accounting and rectification of errors. This
course is designed in a way to serve as a solid foundation for all accounting and finance related
courses in the subsequent semesters.
This course presumes no previous accounting knowledge.

3.0 The Course carries following objectives:
1. Defining accounting, its purpose and importance, types of accounting, the purpose
and role of accounting and introduction to basic accounting principles and
conventions, GAAP
2. Recording transactions, Preparation of books of accounts i.e. journal and ledger, trial
balance
3. Explain the need and purpose of major financial statements and preparing income
statement and balance sheet.
4. Recording closing entries, adjusting entries, preparation of worksheet
5. Preparation of financial statements of merchandizing concerns
6. Explaining inventory, perpetual inventory system and periodic inventory system
7. Describing concept of capital and revenue in accounting and rectification of errors
4.0 Course Learning Outcomes:
After studying this course student should be able to

1. Define accounting, its types, purpose, and scope of accounting,
2. Use Journals, ledgers, and trial balance to accumulate corporate information.
3. Prepare and analyze three major financial statements for services and merchandizing
concerns.
4. Rectify the errors in recording accounting transactions and understand the concept of
capital and revenue.
5.
5.0 Course Contents:

2
Unit No.-I 3
1.1 Introduction to Accounting
1.1.1 Definition of accounting, scope and objectives of accounting, types of accounting,
accounting principles and conventions, generally accepted accounting principles (GAAP),
forms of business organizations, ethics in accounting (competence, integrity, and
professional judgment).
Unit No.-II
2.1 Recording changes in financial position
2.1.1 Introduction to financial statements, definition, features, types and objectives of financial
statements, users of financial business, business transactions, accounting equation, double
entry accounting system, rules of debit and credit, journal, ledger, trial balance
Unit No.-III
3.1 Measuring business income
3.1.1 Net income, set of financial statements, income statement, statement of financial position,
cash flow statement, closing entries, adjusting entries including provision for bad and
doubtful debts, worksheet
Unit No.-IV
4.1 Merchandising activities
4.1.1 Financial statements of merchandising concerns, general ledger, subsidiary ledger, inventory
and its recognition, inventory valuation, first in first out, weighted average cost, periodic and
perpetual inventory systems and their entries, closing entries of inventory, Lover of cost or
net realizable value, write down of inventory, cost of goods sold statement
Unit No.-V
5.1 Rectification of Errors
5.1.1 Rectification of Errors, types of errors and their correction,
Unit No.-VI
6.1 Capital and Revenue
6.1.1 Capital and revenue concepts and their application, entries for practice of capital and
revenue
6.0 Teaching-Learning Strategies:

2
Suggested, class discussions and applications of concepts using numerical problems and 4relevant
local and international case studies.
7.0 Assignments:
Students would submit assignments on regular basis throughout semester.
8.0 Assessment and Examinations:

As per University Rules
9.0 Textbooks:
1. Meigs and Meigs, Accounting the basis for business decisions, McGraw Hill Publishing
Company.
10.0 Suggested Readings:
 Niswonger and Fess, Accounting Principles, South Western Publishing Company.

 Ghani, M. A. Principles of Accounting, Pak Imperial Book Depot, Lahore.
 M. Arif, M. and Afzal, S. Accounting, Azeem Academy, Lahore.
 Hanif, C. M. and Shafiq, A. Fundamentals of Accounting, Kitab Markaz, Faisalabad.
**************
2
Course Title: Functional English
1.0 Course Description

The Functional English course is customized to meet the needs and requirements of Business and
Commerce students at basic level. The course includes all the language skills in an integrated
fashion.
Hence, the course is a combination of integrated:
 Receptive Language Skills and

 Productive Language Skills
These are further divided into four segments:
 Listening Skills
 Speaking Skills
 Reading Skills
 Writing Skills
2.0 Prerequisites
No specific prerequisites are required to take this course. However, students are expected to have a
basic understanding of English language as taught at intermediate level.
1. The basic objective of this course is to enable students to communicate in English

language. This course focuses on basics of grammar and composition, sentence
structure, vocabulary, and reading comprehension, listening and speaking for day-
to-day language functions. After studying this course, students should be able to
communicate in English in an effective manner. The focus of the course, as stated
earlier, would be on English reading comprehension and basic English writing skills
as well as listening and speaking.

By the end of the course, students should be able to:
1. Identify and use grammatical components in context
2. Use vocabulary in context
3. Listen and understand English language
4. Use language, spoken and written, both
6.0 Course Contents)

2
Unit-I 6
1.1 Grammar and Its Uses
1.1.1 Basic uses of grammar and its importance to learn and use a language
Unit-II
2.1 Parts of Speech
2.1.1 Use of verb, adverb, noun, pronoun, adjective, preposition, conjunction and interjection in
English sentences
Unit-III
3.1 Rules of Sentences
3.1.1 Using declarative, interrogative, imperative, exclamatory and optative sentences
3.1.2 Simple, compound, complex and conditional sentences
Unit-IV
4.1 Tenses
4.1.1 Understanding use and application of tenses in different sentences
Unit-V
5.1 Direct and Indirect Speech
5.1.1 Understanding direct and indirect modes of speech and their application
5.1.2 Using correct verb and punctuation in direct and indirect speech
Unit-VI
6.1 Active and Passive Voice
6.1.1 Understanding use of active and passive voice
6.1.2 Ability to transform active voice to passive voice and vice versa
Unit-VII
7.1 Punctuation
7.1.1 Understanding use of correct punctuation including use of capital letter, question mark,
exclamation mark, full stop, comma, semi-colon, colon, apostrophe, quotation marks,
brackets, dash, hyphen, and ellipsis
Unit-VIII
8.1 Vocabulary
8.1.1 Ability to use 3000 basic words used in English world
8.1.2 Ability to correctly assign meanings to a specific word and use it in different sentences
correctly
Unit-IX
2
9.1 Vocabulary 7
9.1.1 Basic synonyms and antonyms
9.1.2 Using words in sentences correctly
Unit-X
10.1 Comprehension
10.1.1 Developing skill of basic English comprehension
Unit-XI
11.1 Comprehension
11.1 Ability to comprehend written English paragraphs and answer questions from that paragraph
correctly
Unit-XII
12.1 Speed Reading
12.1.1 Ability to identify key points in a lengthy paragraph and answer questions from the
paragraph in a correct manner

Lectures, discussions, presentations, quizzes and assignments
7.0 Assignments
8.0 Assessment
 Mid Term Examination: 35%,

 Sessional Marks: 25% (Quizzes and Assignments with principal emphasis on
listening/speaking activities)
 Final Term Examination: 40%
9.0 Textbooks
1. Functional English (2019). (3rd ed.) Emile Woolf International. Berkshire: UK.
2. Wren, Martin, and Prasada, R. N. D. V. (2008). High school English: Grammar and
composition. Batu Caves, Selangor: Crescent News (KL.)
3. The Oxford 3000 – Seventh Edition
2
Course Title: Business Organization

The subject is the foundation of almost all of the subjects that any business program has to offer.
Whether it is finance, marketing, accounting, tax, auditing or management, each of them consists of
concepts about the basic functioning of the business organizations. This course aims at developing
an understanding of the actual business environment which our students might have to face even
after the academic career i.e. in performance of their professional duties.

The subject is aimed at developing a basic understanding of the business and it has no prerequisite
subject or personal requirements
1. To make students familiar with the basic concepts of business

2. To acquaint student with the entrepreneurship as the basis of business
3. To acquaint students with the scope and objectives of business activities
4. To make student familiar with the external environment and its effects on business
activities
5. To make students familiar with the internal environment of business and its
importance

The course offers following outcomes:
1. Make students understand the basics of business
2. To link internal and external environment of business
3. To find various players/aspects of various internal and external stakeholders
4. To increase students’ understandings with the help of local case studies and
examples
Unit-1:
1.1 Basics of business activity – Emergence from economic activity
1.1.1 Here the focus would be on the factors leading (land, labour, capital and
entrepreneurship/enterprising) to creation of business organization, including scarce
resource and unlimited needs and wants of people. It will also cover the concept of
opportunity cost and ultimately definition of business would be rationalized.
Unit-2:
2.1 Business and its environment
2.1.1 This chapter focuses on the environment in which a business has to operate. There are two
type so business environments, i.e. Internal and External. Internal environment deals with
the strength and weakness factors while external environment causes opportunities and
2
threats to the business (collectively called SWOT analysis). Various factors related to9
external environment and internal environment are also explained in the chapters.
Unit-3:
3.1 Enterprising and Entrepreneurship
3.1.1 This chapter focuses on the entrepreneurship (one who identifies people needs and wants,
recognizes opportunity from that and takes risk of utilizing limited resources to start
business activity). Thus, the need and role of entrepreneur emerges. This chapter also covers
the characteristics and types of entrepreneurs, factors causing failure of business ventures,
economic value of entrepreneurship, entrepreneurship process and various sources of
finance available to entrepreneurs in Pakistan.
Unit-IV:
4.1 Scope of business
4.1.1 This chapter focuses on the scope of business activities and its various forms that is on the
basis of activity, nature of business, size, ownership and other forms of business.
Unit-V:
5.1 Stakeholders and objectives of business organization
5.1.1 A business may be set-up for many reasons, though the profit is the basic purpose. For
instance, a look at the types of entrepreneur/ship highlights that the businesses may work for
many reasons, ranging from profit-making to serving the community (i.e. social
entrepreneurship). But who owns the business (sole owner, partners, or shareholders) also
sets directions of business. For the sole owner, the profit could be the material objects, but
for partners and shareholders’ wealth maximization could be the greater cause (the
difference of both these terms is highlighted in the forthcoming sessions). Thus, both
purpose (business objectives) and for whom (stakeholders) to achieve that purpose sets the
direction of the business. This chapter aims to explain the various types of stakeholders, eras
of business and overall various considerations while deciding purpose of business. This
chapter also covers some other determinants of objectives of business.
Unit-6:
6.1 Business Ethics
6.1.1 This chapter focuses on the ethics and its value in business. It also covers various
philosophies and theories of ethics prevalent at work. The following part of the chapter
covers the ethics and stakeholders’ relationship and how various stakeholders influence
business ethics.
Unit-7:
7.1 Common forms of business – sole proprietorship and partnership
7.1.1 After discussing the basics of business, its environment, who starts business
(entrepreneurship), scope and objectives of business. After starting business an entrepreneur
has to make a choice of form of business (i.e. sole proprietorship, partnership, company,
cooperative society). This chapter focuses on two forms of business i.e. sole proprietorship
and partnership. It also covers the characteristics of both forms of businesses, pros and cons
associated with them, types of partners, types of partnership firms, registration of firm and
benefits/drawbacks associated with non-registration.
Unit-8:
8.1 Common forms of business – Limited Liability Partnership
8.1.1 After discussing two basic forms of ownership (sole proprietorship and partnership), this
chapter is aimed at explaining a latest form of ownership allowed by the government (i.e.
Limited liability partnership), which is governed under LLP Act, 2017. This chapter covers
the basics of LLP, legal considerations for that and how it differs from conventional
partnership and company.
Unit-9:
3
9.1 Common forms of business – Companies 0
9.1.1 After discussing two basic forms of ownership (sole proprietorship and partnership and
LLP), this chapter is aimed at explaining company as a form of ownership. It covers various
chapter that focus on types of companies, their characteristics, process of formation of
companies, various legal documents required by each company, types of share capital of
companies, management of companies (for example Board of directors, CEO, secretary, and
Chairman), types of meetings (statutory, annual general and extra ordinary general
meetings) and ultimately various modes of winding up of a company
Unit-10:
10.1 Common forms of business – Cooperative societies
10.1.1 After discussing sole proprietorship, partnership and companies this chapter focuses on yet
another form of business ownership available to entrepreneur i.e. cooperative society. This
chapter covers various legal aspects of societies, types of societies, role of societies,
registration process and management of a society.
Unit-11:
11.1 Other business ownership options – Business combinations
11.1.1 An entrepreneur cannot only own business in form of sole proprietorship, partnership,
company or cooperative society, rather he/she may go for shared ownership with other
businesses i.e. often called business combination or may enter in an agreement with other
businesses to improve efficiency of business operations. This chapter focuses on the
business combination, its concept, forms and kinds, and advantages and disadvantages.
Unit-12:
12.1 Business Risks and Insurance
12.1.1 As this course focuses on entrepreneurial aspect of business, and an entrepreneur is one who
takes risk of starting business venture; thus, risk management becomes an important
function of a business. Considering its value, this chapter focuses on various forms of risk
associated with business, risk management strategies and insurance as a source of risk
mitigation technique. It also covers various forms and types of insurance (for example life,
fire and marine).
Unit-13:
13.1 Business functions
13.1.1 As this book focuses on entrepreneurial aspect of business and how to manage business, the
remaining part of the course would cover the internal environment which would cover
discussion of functions of business (leadership, strategic management, management, human
resource management, operations and production management, marketing, sales and
distribution, and accounting and finance functions). Rest of the chapters of the book deal
with all such functions.

The course would be lecture based with focus on local case examples.
7.0 Assignments-
Students would submit assignments on regular basis. The assignments would cover both field work
and internet base documents.
9.0 Textbooks
3
2. Ahmed, I (2021). Introduction to Business Studies: Text and Cases. Lahore: Azeem
1
Publishers
3. Cheema, K.M.., Introduction to Business, Syed Mobin Mahmood and company,
Lahore.
4. Asakari Zaidi S A, Fundamentals of Business, Orient Publishers, Karachi.
5. Nisar-ud-Din, Business Organization, Aziz Publishers, Urdu Bazar, Lahore.
6. Muhammad Irshad, Introduction to Business, Naveed Publications Lahore.
7. Theodore J Sielaff and John W Aberle, Introduction to Business, Belmont, California
Wardsworth Publishing Company, Inc.
8. Glass and Baker, Introduction to Business.
9. Ali M H, Introduction to Business.
10. Koontz and Weirick, Management.
10.1 Books
 Business recorder
 http://www.businessstudiesonline.co.uk/live/
 http://www.bized.co.uk/
 http://www3.open.ac.uk/study
 http://c4lpt.co.uk/learn-about-business/
 http://www.businessenglishstudy.com/

 Would be suggested at times
3
2
Course Title: Islamic Studies
The basic purpose to teach this subject is to learn about the basic principles of Islam and how to
apply these principles in practical life. Course will also covers selected portion of Quran, Al-
Hadees, Serat-un-Nabi and others topics as well as Islamic Culture and Civilization, Islam and
Science, Exchange Trade and Commerce, Islamic Economic System, Political System of Islam,
Social System of Islam and Islamic History.

None
This course is aimed at;
1. To provide basic information about Islamic Studies
2. To enhance understanding of the students regarding Islamic Civilization.
3. To improve Students skill to perform prayers and other worships
4. To enhance the skill of the students for understanding of issues related to Faith and
Religious Life.
5. To develop a concrete understanding about divine and explicit Verses, Mandates,

Provisions concerning permissible Methods and Modes of Islamic Trade and
Commerce
1. After completing this course the students will be able to lead the people in right way and
know about the true spirit of the Islam.
2. Students will also know about the Islamic Economic, Social, Political, Trade and commerce
system.
Unit-I
1.1 INTRODUCTION TO QURAN STUDIES
1.1.1 Basic Concepts of Quran
1.1.2 History of Quran
1.1.3 Uloom-ul –Quran
Unit-II
2.1 STUDY OF SELECTED TEXT OF HOLY QURAN
3
2.1.1 Verses of Surah Al-Baqra Related to Faith(Verse No-284-286) 3
2.1.2 Verses of Surah Al-Hujrat Related to Adab Al-Nabi (Verse No-1-18)
2.1.3 Verses of Surah Al-Mumanoon Related to Characteristics of faithful (Verse No-1-11)
2.1.4 Verses of Surah al-Furqan Related to Social Ethics (Verse No.63-77)
2.1.5 Verses of Surah Al-Inam Related to Ihkam (Verse No-152-154)
2.1.6 Verses of Surah Al-Ihzab Related to Adab al-Nabi (Verse No.6,21,40,56,57,58.)
2.1.7 Verses of Surah Al-Hashar (18,19,20) Related to thinking, Day of Judgment
2.1.8 Verses of Surah Al-Saf Related to Tafakar, Tadabar (Verse No-1,14)
Unit-III
3.1 INTRODUCTION TO SUNNAH
3.1.1 Basic Concepts of Hadith
3.1.2 History of Hadith
3.1.3 Kinds of Hadith
3.1.4 Uloom –ul-Hadith
3.1.5 Sunnah and Hadith
3.1.6 Legal Position of Sunnah
Unit-IV
4.1 SEERAT OF HOLY PROPHET (S.A.W.W)
4.1.1 Life of Muhammad Bin Abdullah ( Before Prophet Hood)
4.1.2 Life of Holy Prophet (S.A.W.W.) in Makkah
4.1.3 Important Lessons Derived from the life of Holy Prophet (S.A.W.W.) in Makkah
4.1.4 Life of Holy Prophet (S.A.W.W.) in Madina
4.1.5 Important Events of Life Holy Prophet (S.A.W.W.) in Madina
4.1.6 Important Lessons Derived from the life of Holy Prophet (S.A.W.W.) in Madina
Unit-V
5.1 SELECTED STUDY FROM TEXT OF HADITH (given below)
3
4
3
5
3
6
Unit-VI
6.1 INTRODUCTION TO ISLAMIC LAW and JURISPRUDENCE
6.1.1 Basic Concepts of Islamic Law and Jurisprudence
6.1.2 History and Importance of Islamic Law and Jurisprudence
6.1.3 Sources of Islamic Law and Jurisprudence
6.1.4 Nature of Differences in Islamic Law
6.1.5 Islam and Sectarianism
Unit-VII
7.1 ISLAMIC CULTURE and CIVILIZATION
7.1.1 Basic Concepts of Islamic Culture and Civilization
7.1.2 Historical Development of Islamic Culture and Civilization
7.1.3 Characteristics of Islamic Culture and Civilization
7.1.4 Islamic Culture and Civilization and Contemporary Issues
Unit-VIII
8.1 ISLAM and SCIENCE
8.1.1 Basic Concepts of Islam and Science
8.1.2 Contributions of Muslims in the Development of Science
8.1.3 Quran and Science
Unit-IX
9.1 ISLAMIC ECONOMIC SYSTEM
9.1.1 Basic Concepts of Islamic Economic System
9.1.2 Means of Distribution of wealth in Islamic Economics
9.1.3 Islamic Concept of Riba
9.1.4 Islamic Ways of Trade and Commerce
Unit-X
10.1 POLITICAL SYSTEM OF ISLAM
10.1.1 Basic Concepts of Islamic Political System
10.1.2 Islamic Concept of Sovereignty
10.1.3 Basic Institutions of Govt. in Islam
Unit-XI
11.1 ISLAMIC HISTORY
11.1.1 Period of Khlaft-E-Rashida
11.1.2 Period of Ummayyads
11.1.3 Period of Abbasids
3
Unit-XII 7
12.1 SOCIAL SYSTEM OF ISLAM
12.1.1 Basic Concepts of Social System of Islam
12.1.2 Elements of Family
12.1.3 Ethical Values of Islam
Unit-XIII
13.1 VERSES AND HADITH CONCERNING EXCHANGE, TRADE AND COMMERCE
13.1.1 Islamic Provisions and Mandates about permitted Modes of
Trade and Commerce
13.1.2 Selected Verses from the Holy Qur’an about Trade and Commerce
13.1.3 Extracts from Hadith about Trade and Commerce
13.1.4 Real Life Examples from the lives of Prophets and Saints
The learning and teaching strategies will be comprised of lectures via multimedia, white/blackboard
and online modes, handouts, individual and group assignments, quizzes, reading and writing
assignments, and presentations.
A minimum of one assignment including reading, writing, and presentation assignments, which
needs to be submitted before the written assessment for each term.
9.0 Textbooks
12. Akhtar, D. H. M. Islamiyat (Akhtiyari)
13. Islahi, M. S. Islamiyat (lazmi)
10.1 Books
1. Translations of the Holy Qur’an
‫ سید عبد القادر شاہ‬،‘‫ ’موضح القرآن‬.2
‫ سید حامد حسن بلگرامی‬،‘‫ ’فیوض القرآن‬.3
‫ سید محمد کرم شاہ االزہری‬،‘‫ ’جمال القرآن‬.4
5. Translation of the Holy Qur’an by Abdullah Yousuf Ali
6. The Glorious Qur’an by Dr Muhammad Tahir-ul-Qadri
‫ ’االربعین ‘للنووی‬.7
‫ عالمہ نور بخش توکلی‬،‘‫ ’سیرت رسول عربی ﷺ‬.8
‫ ڈاکٹر نصیر احمد ناصر‬،‘‫ ’پیغمبر اعظم و آخر ﷺ‬.9
3
‫غالم جیالنی برق‬،‘‫’یورپ پر اسالم کے احسانات‬8 .01
‫ سید ابو الحسن علی ندوی‬،‘‫ ’اسالم اور مغرب‬.00
12. Muhammd, H.U. “Emergence of Islam” ,IRI, Islamabad
13. Muhammad,H.U. “Muslim Conduct of State”
14. Muhammad,H.U. ‘Introduction to Islam
15. Mulana Muhammad Yousaf Islahi,”
16. Hassan, H. H. “An Introduction to the Study of Islamic Law” leaf Publication Islamabad,
Pakistan.
17. Hasan, A. (Latest Edition) “Principles of Islamic Jurisprudence” Islamic Research Institute,
International Islamic University, Islamabad
18. Waliullah, M. (Latest Edition) “Muslim Jrisprudence and the Quranic Law of Crimes” Islamic
Book Service
19. Bhatia, H.S(Latest Edition). “Studies in Islamic Law, Religion and Society” Deep and Deep
Publications New Delhi
20. Zia-ul-Haq, M. D. “Introduction to Al Sharia Al Islamia” Allama Iqbal Open University,
Islamabad (Latest Edition)
1. …………………………………………………………………………
2. …………………………………………………………………………
3. …………………………………………………………………………
Course Title: Ethics (for Non-Muslim)
Course Description and Objectives:

This course introduces contemporary and controversial ethical issues being faced by the
business community. Upon completion, students should be able to demonstrate an understanding of
their moral responsibilities and obligations as members of the workforce and society.
Course Contents:
1. Definition and scope of ethics: relation of ethics to psychology, metaphysics and religion
2. A Brief review of major theories of the moral standard:
a) The standard as Law,
b) The stand aid as Happiness
c) The standard as Perfection
3
3. Promotion of moral values in society through family and various educational and cultural
9
Institutions; Concept of good and evil: Freedom and responsibility: Various theories of
punishment.
4. Ethical teaching of world religions with special reference to Hinduism. Christianity,
Buddhism, Judaism and Islam.
5. 100 ethical precepts from The Quran and sayings of the Holy Prophet (Peace be upon him)
6. Islam's attitude towards minorities.
4
Course Title: Business Communication
Program: BS Commerce Semester: 2nd
1.0 Course Description

This is a practical course which offers students an opportunity to learn, apply and practice principles
of business communication in daily and professional life. The purpose of this course is to improve
the speaking and writing skills of the students in relation to Business Communication. All types of
letters, inquiries, emails and business dealings are essential components of this course. This course
also introduces the students to the market terminology and its practical application. Emphasis will
be placed on psychological, social, cultural and linguistic factors which affect both interpersonal
and inter-organizational dealings in business and commerce settings.
2.0 Prerequisites
The course requires the basic knowledge of the English language skills especially writing. The
students should be able to speak and write down effectively without making grammatical and
spelling mistakes.
The course aims to achieve the following objectives:

1. Developing awareness about Business Communication skills, tools and methods
2. Comprehending professional style, content and tone of communication
3. Increasing the students’ understanding of communication skills leading to successful
behavior in business setups
4. Increasing the students’ written communication in a professional context
5. Apprising the students of social and business etiquette and manners

By the end of the course, students should be able to:
1. Discuss process of communication effectively
2. Use Seven Cs of communication effectively
3. Communicate well by dint of fair command on verbal and nonverbal communication
styles
4. Plan and relay effective business messages
5. Write appropriate business letters
6. Use electronic communication efficiently for example email and telephoning for
business purposes
5.0 Course Contents

4
Unit-I 1
1.1 Communication and Its Importance
1.1.1 Objectives of Communication; Importance of Communication; Communication Flow
Unit-II
2.1 Communication Process
2.1.1 Components of Communication
Unit-III
3.1 Barriers to Communication
3.1.1 How to Overcome These Barriers
Unit-IV
4.1 Verbal Communication
Unit-V
5.1 Nonverbal Communication
Unit-VI
6.1 Paraverbal Communication
Unit-VII
7.1 Principles of Effective Communication
7.1.1 Objectives, Seven Cs of Communication, Completeness, Conciseness, Consideration,
Correctness, Clarity, Correctness, Courtesy
Unit-VIII
8.1 Effective Business Messages
8.1.1 Planning a Business Message
Unit-IX
9.1 Business Letters
9.1.1 Rules for Letter Writing
9.1.2 Sales Letters, Credit Letters, Inquiries and Replies
9.1.3 Order Letters, and Complaints and Adjustments
9.1.4 Collection or Dunning Letters
Unit-X
10.1 Electronic Communication
10.1.1 Types of Electronic Communication
10.1.2 Email Writing
10.1.3 Videoconferencing
10.1.4 Texting
Unit-XI
11.1 Market Terminology
Lectures, discussions, presentations, quizzes and assignments

4
8.0 Assessment and Examinations: As per University Rules 2
 Mid Term Examination: 35%,

 Sessional Marks: 25% (Quizzes and Assignments with principal emphasis on
listening/speaking activities)
 Final Term Examination: 40%
9.0 Textbook
1. Business communication (2019). (3rd ed.) Emile Woolf International. Berkshire: UK.
2. Lesikar, R. V., and Flatley, M. W. (2002). Basic business communication. (9th ed.)
Boston: McGraw-Hill.
3. Murphy, H. A., Hildebrandt, H. W., and Thomas, J. P. (1997). Effective business
communications. (7th ed.) London: McGraw-Hill.
4. Daily Business Recorder
5. Economic and Business Review (Daily DAWN)
10.1 Books

4
Course Title: Business Statistics
4 Introduction of the Course

In the current era of big data, businesses need skills to manage data tactfully. Right business
decisions largely depend upon data sets and handling techniques of data in an efficient way.
Therefore, application of right statistical technique is critical for the success of a business. Business
Statistics course is designed to develop an understanding of basic statistical techniques for the
students in business studies. At core, this provides a foundation for understanding quantitative
techniques of statistics which are useful in business research and practice. This course includes
basic statistics, measures of central tendency, and measures of dispersion, probability distributions,
correlation, regression, and forecasting. The emphasis of this course is upon problem solving and
computational skills with the use of appropriate statistical tools that can be used to analyze data in a
meaningful way. It will enable students to apply key statistical techniques using spread sheet and
SPSS for management and analysis of data.
The course requires basic knowledge of mathematics
3.0. The Course carries following objectives:
This course aims to achieve the following objectives:

1. To develop understanding about theoretical statistical principles and their application
in business
2. To explain the process of organizing, summarizing, presenting and interpreting data
3. To help readers learn about various measures of central tendency and dispersion
4. To describe regression analysis and its application in various real life situations
5. To elaborate probability and related techniques
6. To explain parametric and non-parametric techniques of data analysis
7. To introduce the concept of confidence interval and their interpretation
8. To facilitate understanding about the use of spread sheet and SPPSS for statistical
analysis
1. Apply basic statistical tools on real life data
2. Demonstrate different data sets graphically with the use of appropriate tools
3. Implement various measures of central tendency and dispersion
4. Implement a range of hypothesis tests, and use these to draw conclusions
about population parameters from sample data
5. Form confidence intervals for a range of population parameters, and interpret these
intervals
6. Conduct tests and interpret the output of statistical software
7. Explain probability theory and apply rules of probability to solve business problems
8. Apply and critically evaluate statistical techniques on different data sets using
spreadsheet and SPSS
4
Unit-1:
1.1 Introduction (Scope and Applications of Statistics)
1.1.1. Introduction of Statistics (Origin and Definition)
1.1.2. Statistics and Data
1.1.3. Use of Statistics
1.1.4. Statistical Data Vs. Statistical Method
1.1.5. Statistical Methods
1.1.6. Process of Statistical Investigation
1.1.7. Functions and Scope of Statistics
Unit-2:
2.1 Statistical Investigation
2.1.1 What is Statistical Investigation?
2. 1.2. Stages and Purposes of Inquiry
2. 1.3. Technique of Statistical Data Collection
2. 1.4. Types of Statistical Units
2. 1.5. What is Statistical Error and Approximation?
Unit-3:
3.1 Collection of Data
3.1.1 Statistical Units
3. 1.2. Types of Statistical Units
3. 1.3. Types of Data and Difference Between Primary and Secondary Data
3. 1.4. Merits and Demerits of Primary and Secondary Data
Unit-4:
4.1 Classification and Tabulation of Data
4. 1.1. What is Classification?
4. 1.2. Types and Methods of Classification
4. 1.3. Class Interval and Statistical Series
4. 1.4. What is Tabulation?
4. 1.5. Types and Rules of Tabulation
Unit-5:
5.1 Graphic Representation
5. 1.1. What is Graph and Diagram?
5. 1.2. Types of Diagrams (Simple, Multiple, Pie etc.)
5. 1.3. Graph of Frequency Distribution
5. 1.4. Arithmetic Mean of a Progression
Unit-6:
6.1 Frequency Distribution
6.1.1 Organization of Data via Frequency Distribution
6.1.2 Types of Frequency Distribution
6.1.3 Discrete and Continuous Series
6.1.4 Construction of Frequency Distribution Table and Choice of Class limits
6.1.5 Cumulative Frequency distribution
Unit-7:
7.1 Measures of Central Tendency
7.1.1 Measure of Central Tendency/Average
4
7.1.2 Objects of Central Tendency 5
7.1.3 Essentials of a GOOD average
7.1.4 Types of Averages (Mean, Median, Mode)
7.1.5 Types of Mean
7.1.6 Merits and Demerits of Different Types of Averages
Unit-8:
8.1 Measure of Dispersion
8.1.1 Measure of Dispersion
8.1.2. Dispersion and Skewness
8.1.3. Methods of Measure of Dispersion (Range, Standard Deviation, and Mean Deviation)
8.1.4. Measure of Skewness
8.1.5. Moment and Kurtosis
Unit-9:
9.1 Correlation and Regression
9.1.1. Correlation and Regression
9.1.2. Types of Correlation
9.1.3. Co-efficient of correlation
9.1.4. Degree and Prosperities of Correlation
9.1.5. Regression
9.1.6. Regression Line
Unit-10:
10.1 Index Number
10.1.1. Index Number
10.1.2. Types of Index Number
10.1.3. Use of Index Number
10.1.4. How and Why We Construct an Index Number
10.1.5. Methods of Index Number
Unit-11:
11.1 Chi-Square and Non-Parametric tests
11.1.1 Cost of Living Index
11.1.2. CHI-SQUARE
11.1.3. What is attribute?
11.1.4. Steps to Apply Test
Unit-12:
12.1 Probability
12.1.1. Set Theory and Probability
12.1.2. Types of Sets
12.1.3. Operation on Sets
12.1.4. Algebra of Sets
4
12.1.5. Venn Euler Diagram 6
12.1.6. Introduction of Probability
12.1.7. What is Experiment?
12.1.8. Sample Space
12.1.9. Venn Diagram
12.1.10. Events and Types of Events.
12.1.11. Laws of Probability
Unit-13:
13.1 Analysis of Variance
13.1.1. Analysis of Variance
13.1.2. Check on Variance Calculated Values
13.1.3. Steps of Variance Test
13.1.4. Conclusive Statement
Unit-14:
14.1 Sampling and Sampling Distribution
14.1.1. Analysis of Variance
14.1.2. Check on Variance Calculated Values
14.1.3. Steps of Variance Test
14.1.4. Conclusive Statement
Unit-15:
15.1 Sampling Distribution
15.1.1. Sampling Distribution
15.1.2. Standard Error
15.1.3. With Replacement and with Out Replacement
Suggested topics:
Hypothesis Testing
Forecasting and Time series analysis

Introduction of forecasting
Types of forecasts
Forecasting Methods
Time Series analysis
Methods of time series analysis
Theory of attributes
Dichotomous and manifold classification
Consistency of data
Independence of attributes
Statistical quality control
Introduction
Statistical quality and methods of control
Cost of quality control
Statistical Decision theory

Introduction
Steps in decision theory
Decision making under uncertainty
4
Big data Analysis and technology 7
Application of statistical techniques through excel and SPSS

 Lectures
 Handouts (hard or soft copies)
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
 Bowra, Z. A. Business Mathematics and Statistics. Publisher: Azeem Academy Lahore.

10.2 Books
 Sharma, J. K. (2012). Business statistics. Pearson Education India.
 Holmes, A., Illowsky, B., and Dean, S. (2017). Introductory business statistics. Rice
University
10.2 Journal Articles/ Reports/ web sources

 https://www.calculator.net/statistics-calculator.html
 https://www.calculatorsoup.com/calculators/statistics/statistics.php
 https://home.ubalt.edu/ntsbarsh/business-stat/StatistialTables.pdf
 https://www.statisticshowto.com/tables/
 https://www.statisticssolutions.com/academic-research-consulting/dissertation-consulting-
services/spss-statistics-help/
4
8
Course Title: Microeconomics
1. This course aims at providing insights into and understanding of theories and practices
relating to microeconomics. This would be a basic course offered to students who are
studying microeconomics for the first time. The background of student audience is based on
Intermediate or at least 12 years of education
1. To introduce the concepts of Microeconomics.
2. To introduce the basic theories related to Microeconomics.
3. To provide an opportunity to see how Microeconomics is useful and can be applied.
4. To provide an opportunity to develop skills to understand daily economic life and relate it to
Microeconomic theory
5. To prepare the student for higher studies in subjects like Managerial Economics and
Econometrics

Unit No.-I
1.1 Introduction
1.1.1 Nature and Scope of Economics
1.1.2 Difference in Microeconomics and Macroeconomics
Unit No.-II
2.1 Consumer Behavior:
2.1.1 Utility-kinds and aspects.
2.1.2 Cardinal and ordinal approaches of utility.
2.1.3 Laws of diminishing marginal utility
2.1.4 Law of Equi-marginal utility.
2.1.5 Indifference curve analysis and consumer equilibrium.
2.1.6 Price effect, income effect and substitution effect.
Unit No.-III
4
3.1 Demand, Supply and Price Determination 9
3.1.1 Demand- Determinants of demand, law of demand, shifts and shift factors in demand
3.1.2 Elasticity of demand, Price, income and cross elasticity, Point and Arc Elasticity
3.1.3 Measurement of elasticity of demand: Percentage, Graphic and Total Outlay methods
3.1.4 Determinants and importance of elasticity of demand.
3.1.5 Stocks and supply. Determinants of supply, law of supply, shifts and shift factors in supply.
3.1.6 Elasticity of supply, Measurement and Determinants of elasticity of supply.
3.1.7 Market equilibrium-surplus and shortage conditions.
3.1.8 Consumer and Producers surplus.
Unit No.-IV
4.1 Production and Cost
4.1.1 Production function, Economies of Scale
4.1.2 Laws of Return and Law of Variable proportions
4.1.3 Traditional theory of Costs, Average, Marginal and Total Costs
4.1.4 Long run Average Cost
Unit No.-V
5.1 Market Structures
5.1.1 Perfect Competition: Price and output determination in the short and long run
5.1.2 Monopoly: Price and output determination in the short and long run, Price discrimination
5.1.3 Monopolistic Competition: Price and output determination in the short and long run
5.1.4 Introduction to Oligopoly
Unit No.-VI
6.1 Factor Pricing
6.1.1 Marginal productivity theory
6.1.2 Recardian theory of rent
Unit No.-VII
7.1 Basics of Mathematical Economics
7.1.1 Derivatives
7.1.2 Application of derivatives to concepts like Marginal Cost, Marginal revenue etc
7.1.3 Basic optimization

5
Lectures, discussions, presentations, quiz and assignments 0

9.0 Textbooks
1. Paul A, S. et. Al.(2019) Economics, (20th Edition) McGraw-Hill, ISBN-10 : 9389538033,
ISBN-13 : 978-9389538038
2. Pindyck, Robert S.; and Daniel L. Rubinfeld. Microeconomics. (9th Edition) Prentice Hall,
2017, ISBN-13: 978-0134184241, ISBN-10: 0134184246
3. Varian, Hal R.(2014) Intermediate Microeconomics. (9th Edition) ISBN-13: 978-
0393123968, ISBN-10: 9780393123968
4. Mankiw, Gregory N, (January 1, 2017), Principles of Microeconomics, (8th Edition)
Cengage Learning ISBN-13: 978-1305971493, ISBN-10: 1305971493
5. Salman, R. S.(2019) “An Introduction to Economics”, Syed Mubeenand Co., Lahore
10.1 Books

5
1

Course Title: Financial Accounting II

This course introduces the objectives, principles, assumptions, and concepts of financial accounting.
This subject covers the basics of financial accounting through the accounting cycle for service and
merchandising business. This course will help students learn about the accounting equation, double
entry system of accounting, principles of debit and credit, preparation of journal, ledger, trial
balance, adjustment and closing entries, accruals, worksheet, and financial statements. This course
will also introduce the concepts of capital and revenue in accounting and rectification of errors. This
course is designed in a way to serve as a solid foundation for all accounting and finance related
courses in the subsequent semesters.
Financial Accounting I
8. To introduce students to cash management, preparing cash receipt and payment

journal, and preparation of bank reconciliation statement.
9. Understanding estimation of uncollectible accounts receivable, writing off bad debts,
account
10. Preparing bank reconciliation statement and recording credit card sales
11. To understand accounting related to property plant and equipment, depreciation and
disposal of assets
12. To comprehend accounting for intangible assets and natural resources and their
amortization and depletion
13. Defining liabilities, types of liabilities, distinguishing between short-term and long-
term liabilities
14. Accounting for notes payables and recording interest on notes payables.

1. State objectives of cash management, prepare cash receipt and payment journal, and
preparation of bank reconciliation statement.
2. Do accounting for estimate of uncollectible accounts receivable, writing off bad
debts.
3. Prepare bank reconciliation statement and record credit card sales.
4. Determine cost of property plant and equipment, explain depreciation and its
calculation and recording disposal of fixed assets.
5. Record intangible assets and natural resources and their amortization and depletion.
5
6. Define liabilities, types of liabilities, distinguish between short-term and long-term
2
liabilities.
7. Understand partnership understand, calculate profit and loss of firm, do accounting
for amalgamation of firms, admission and retirement of partnership and dissolution
of firm.

Unit No.-I
1.1 Cash and cash equivalent
1.1.1 Defining cash, reporting cash and cash equivalent in balance sheet, management
responsibilities regarding cash, special journals related to cash, bank reconciliation
statement, credit card sales
Unit No.-II
2.1 Account receivable and notes receivables
2.1.1 Uncollectible accounts, allowances for doubtful accounts, writing off bad debts, notes
receivables, interest calculations on notes receivables
Unit No.-III
3.1 Property, plant and equipment (PPE), intangibles assets and natural resources, depreciation,
amortization and depletion.
3.1.1 Property, plant and equipment, major types of PPE, Recognition of property, plant and
equipment, depreciation, methods of depreciation calculation, depreciation and federal board
of revenue, disposal of property, plant, and equipment, gains and losses on disposal of
assets, intangible assets, types and characteristics of intangible assets, natural resources,
depreciation, amortization, and depletion.
Unit No.-IV
4.1 Liabilities
4.1.1 Current liabilities, notes payables, interest on notes payables, long term debt, current portion
of long-term debts, accrued liabilities, unearned revenues
Unit No.-V
5.1 Accounting for Partnership
5.1.1 Definition of partnership, features of partnership, accounting for partnership,
calculation of profit and loss of partnership, amalgamation of partnership, admission of
partner, retirement of partners, dissolution of firm.

Suggested, class discussions and applications of concepts using numerical problems and relevant
7.0 Assignments:
5
Students would submit assignments on regular basis throughout semester. 3
9.0 Textbooks:
Company.
1. Niswonger and Fess, Accounting Principles, South Western Publishing Company.

2. Ghani, M. A. Principles of Accounting, Pak Imperial Book Depot, Lahore.
3. M. Arif and Sohail Afzal, Accounting, Azeem Academy, Lahore.
4. Ch. Muhammad Hanif and Azam Shafiq, Fundamentals of Accounting, Kitab Markaz,
Faisalabad.
**************
5
Course Title: Foreign Language (Arabic)
Course Code: BSC-115 Credit Hours: 03

Arabic is one of the oldest languages of the world. The language has a special place in Muslim
world. This course provides overview of basics on Arabic Language with a view to teach students
about the language.
2.0 Pre-Requisites Course or Other Requirements/Skills:
No pre-requisite is required for the course.
1. To make the students able to distinguish and pronounce all Arabic sounds, and write accurately from
dictation.
2. To enable the students to understand Quran, Hadith and other Arabic-Islamic literature with an ease and
comprehend simple written Arabic texts on familiar topics.
3. To facilitate the students to write simple sentences/paragraphs in Arabic.
4. To empower the students to start talking satisfactorily with any native speaker of Arabic
‫ عربی زبان کی اہمیت اور آگاہی‬:۱ ‫یونٹ‬
‫كلمات استفهام‬, ‫ أسماء اشارة‬،‫ عربی الفاظ کی پہچان‬:۲ ‫یونٹ‬
‫ عربی تراکیب اورضمائرکااستعمال‬:۳ ‫یونٹ‬
‫ مرکب اضافی کی پہچان اور استعمال‬۱‫۔‬۳
‫ ضمائرمنفصلہ کی پہچان اور استعمال‬۲‫۔‬۳

‫‪5‬‬
‫‪۳‬۔‪ ۳‬ضما‪5‬ئر متصلہ کی پہچا ن ا ور استعمال‬
‫‪۳‬۔‪ ۴‬حر و ف قمر یہ و شمسیہ ا ور جملہ ا سمیہ کی پہچا ن ا ور استعمال‬
‫‪۳‬۔‪ ۵‬حر و ف جا رہ کی پہچا ن ا و ر جملو ں میں ا ستعما ل‬
‫‪۳‬۔‪ ۶‬مرکب توصیفی‪ ،‬معرفہ ونکرہ کی پہچان اورجملوں میں استعمال‬
‫یونٹ ‪ :۳‬جملہ فعلیہ‬
‫‪۳‬۔‪ ۱‬جملہ فعلیہ کی ساخت اورجملوں میں استعمال‬
‫‪۳‬۔‪ ۲‬فعل ماضی(غائب) کی پہچان اورجملوں میں استعمال‬
‫‪۳‬۔‪ ۳‬فعل ماضی(حاضر ) کی پہچان اورجملوں میں استعمال‬
‫‪۳‬۔‪ ۴‬فعل ماضی(متکلم ) کی پہچان اورجملوں میں استعمال‬
‫‪۳‬۔‪ ۵‬فعل مضارع بنانےکاطریقہ اورجملوں میں استعمال‬
‫‪۳‬۔‪ ۶‬فعل امربنانےکاطریقہ اورجملوں میں استعمال‬
‫یونٹ ‪ :۴‬عربی گنتی اورہفتےکےدنوں کےنام‬
‫یونٹ ‪ :۵‬منتخب قرآنی آیات کا ترجمعہ اور سوالوں کے جواب‬
‫یونٹ ‪ :۶‬منتخب احادیث کا ترجمعہ اور سوالوں کے جواب‬
‫یونٹ‪ :۷‬منتخب عربی اشعار کا ترجمعہ اور سوالوں کے جواب‬
‫‪5.0 Teaching-Learning Strategies:‬‬
‫‪Lectures, discussions, presentations, quiz & assignments‬‬
‫‪6.0 Assignments‬‬
‫‪Students would submit assignments on regular basis throughout semester.‬‬
‫‪7.0 Assessment and Examinations:‬‬

5
6
Sessional Mid-Term Final Examination
25 % 35 % 40 %
Quizzes and Tests,

Assignment and
Presentations, Attendance, Written Paper Written Paper
Class Participations and
Discipline etc.
8.0 Textbooks
1. Arabic Language and Literature (‫)اللغة العربیة وأدبها‬
2. ‫ الدكتور مقیت جاوید‬:‫إعداد وتقدیم‬
9.1 Books
 ‫ المملكة العربیة‬،‫ وزارة التعلیم العالي‬،‫ دروس اللغة العربیة لغیر الناطقین بها‬،)‫ (الدكتور‬،‫ ف‬،‫عبد الرحیم‬
 4141 ،‫السعودیة‬
OR
‫‪5‬‬
‫‪HAILEY COLLEGE OF COMMERCE‬‬ ‫‪7‬‬
‫‪UNIVERSITY OF THE PUNJAB, LAHORE‬‬
‫)‪Course Title: Foreign Language (Persian‬‬

‫‪Course Code: BSC – 115‬‬ ‫‪Credit Hours: 03‬‬
‫‪Program: BS Commerce‬‬ ‫‪Semester: 2nd‬‬
‫تعارف‪Course Description/‬‬
‫فارسی ایک اہم مشرقی زبان ہے۔ یہ تہذیبی اور ادبی زبان عالم اسالم کی دوسری بڑی زبان رہی اور تقریبا ً ایک ہزار سال‬
‫تک جنوبی ایشیا کی علمی‪ ،‬ادبی‪ ،‬ثقافتی اور سرکاری زبان بهی رہی۔ پاکستان کی قومی زبان اردو پر سب سے زیادہ اور‬
‫گہرے اثرات فارسی ہی کے ہیں۔ ہمارے قومی شاعر عالمہ مح ّمد اقبال کا زیادہ کالم بهی فارسی میں ہے۔ دنیا کی بہترین‬
‫اخالقی اور روحانی شاعری فارسی ہی میں ہے جس کے تراجم کئی عالمی زبانوں میں ملتے ہیں۔‬
‫آج کے دور میں فارسی کی عالمی اہمیت اور بهی بڑھ گئی ہے۔ یہ زبان فارسی بولنے والے ممالک کے عالوہ ان تمام ملکوں‬
‫کے لیے بہت اہم ہے‪ ،‬جہاں فارسی بولنے والے ممالک کے افراد آباد ہیں۔ یہی وجہ ہے کہ دنیا بهر کی اکثر بڑی مشرقی و‬
‫مغربی یونیورسٹیوں میں فارسی کی تدریس و تحقیق ہوتی ہے۔‬
‫مقاصد اور اہداف ‪Course Objectives/‬‬
‫فارسی سے آشنائی ‪-‬‬
‫فارسی ذخیرۂ الفاظ ‪-‬‬
‫فارسی اور اردو کے روابط ‪-‬‬
‫فارسی قواعد ‪-‬‬
‫آسان فارسی متن کی تفہیم ‪-‬‬
‫فارسی سے اردو انگریزی اور اردو انگریزی سے فارسی ترجمہ ‪-‬‬
‫ابتدائی فارسی بول چال ‪-‬‬
‫نصاب کی تفصیل ‪Course Contents/‬‬
‫ب توصیفی۔ ‪-‬‬
‫ب اضافی‪ ،‬مرک ِ‬
‫ابتدائی فارسی قواعد‪ :‬اسم‪ ،‬فعل‪ ،‬ضمیر‪ ،‬مرک ِ‬
‫‪5‬‬
‫‪8‬‬
‫مصدر اور مضارع۔ ‪-‬‬
‫فارسی افعال‪ :‬فع ِل ماضی اور اس کی قسمیں‪ ،‬فع ِل حال‪ ،‬فع ِل مستقبل‪ ،‬فع ِل امر‪ ،‬فع ِل نہی۔ ‪-‬‬
‫آسان اور مختصر فارسی نثرپارے‪ ،‬آسان اور مختصر فارسی شاعری۔ ‪-‬‬
‫جدید فارسی کے مفید مکالمے۔ ‪-‬‬
‫مجوزہ کتابیں ‪Reference Books/‬‬
‫رازی‪ ،‬فیروز الدین‪ ،‬خود آموز فارسی‪ ،‬دو جلدیں‪ ،‬ایم آر برادرز‪ ،‬الہور‪۱۹۹۱ ،‬ء‬
‫سلیم مظہر‪ ،‬ڈاکٹر‪ ،‬نجم الرشید‪ ،‬ڈاکٹر‪ ،‬محمد صابر‪ ،‬ڈاکٹر‪ ،‬فارسی گفتاری‪ ،‬اورینٹل پبلی کیشنز‪ ،‬الہور‪۲۱۱۲ ،‬ء‬
‫سلیم مظہر‪ ،‬ڈاکٹر‪ ،‬نجم الرشید‪ ،‬ڈاکٹر‪ ،‬محمد صابر‪ ،‬ڈاکٹر‪ ،‬مصدر نامہ و لغت نامۂ فارسی‪ ،‬اورینٹل پبلی کیشنز‪ ،‬الہور‪،‬‬
‫‪۲۱۱۶‬ء‬
‫کاظمی‪ ،‬فلیحہ زہرا‪ ،‬جدید کلی ِد مصادر‪ ،‬اورینٹل پبلی کیشنز‪ ،‬الہور‪۲۱۱۹ ،‬ء‬
‫دستور پنج استاد‪ ،‬اظہار سنز‪ ،‬الہور‪۲۱۲۱ ،‬ء‬

‫ِ‬ ‫محمد شاہ کهگہ‪ ،‬ڈاکٹر(مترجم)‪،‬‬
‫‪OR‬‬
5
Course Title: Foreign Language (Elementary French)

Course Code: BSC – 115 Credit Hours: 03
The course of Grammar A1 for French as a Minor subject addresses the

Introduction of the standard French language level equivalent to DELF-A1*.
Course This course is for ultimate beginners and will give the students the basic
knowledge they need to speak and express themselves.
This course has for its main objective, the introduction of French
grammar to students without any prior knowledge about French
language.
This course will cover present, near future and perfect tense and will
Course Objectives cover a wide range of regular and irregular verbs.
On successful completion of this course students will be able to:
1. Form affirmative, negative, and interrogative sentences
2. Use and comprehend present, near future, and perfect tense.
3. Correctly use subject, object, and disjunctive pronouns
Introduction to course
Alphabets
Week1 Basic sounds and nasal sounds
Definite articles
Indefinite Articles
Subject pronouns
Present tense of ÊTRE
Week2 Use of QUI
Present Tense of AVOIR
Possession expressed by DE
Numbers 0-10
Interrogation: direct AND est-ce que
Week3
Course Contents Use of Qui est-ce qui
Contracted articles (du, de la, de l’, des)
Numbers 11-20
Week4 Conjugation of -ER verbs
Contracted articles (au, a la, a l’, aux)
Interrogation form of –ER verbs
Possessive adjectives
Week5
D’un/ a un
Numbers 21-50
Negation
Verbs conjugated like OUVRIR
Week6
Months
Date
6
Conjugation of verbs FAIRE, DIRE 0
Qu’est-ce que
Il y a
Conjugation of verb Aller
Week7
Near Future
Adjectives
Days of the week
Imperative
Imperative negative
Week8
Peculiarities of certain-ER verbs
Demonstrative adjectives
Numbers 51-100
Mid-term Examination
Conjugation of -IR verbs
Partitive article
Week9 Present Tense of LIRE, ÉCRIRE
Interrogative adjectives
Weather and seasons
-RE verbs
Week10 12 and 24 hour time
Expressions of quantity
Present Tense of VOULOIR, POUVOIR, DEVOIR
Week11 Interrogative pronouns
Direct object pronouns
Present Tense of VOIR CROIRE, BOIRE
Adjective TOUT
Week12
Indirect object pronouns
Comparison and superlative of adjectives
Present Tense of VENIR, TENIR
Use of CHEZ
Week13 Present Tense of PRENDRE, METTRE
Use of relative pronouns
Reflexive verbs
Use of SI
Some negative forms
Week14 Order of pronouns when two occur together
Perfect tense with AVOIR
Pronoun Y
Agreement of the past participle
Pronoun EN
Week15
Position of object pronouns in Perfect tense
Perfect tense with ÊTRE
Position of pronoun objects with imperative
Perfect tense of reflexive verbs
Week16
Disjunctive pronouns
Recapitulation of Perfect Tense
End-Term Examination
6
Course Title: Foreign Language (Chinese)

Course Code: BSC – 115 Credit Hours: 03
Introduction:
Since the first steps that Pakistan and China took towards each other in the 1950s, the bilateral
relationship between our two countries has transformed into a deepbond based on shared values
and interests, and is now a fully grown partnership for peace, progress and prosperity in the 21st
Century. However, while the official state-to-state relations are solid and strong, there has been
a missing dimension, namely, in the area of people-to-people contact and communication. China
has transformed from an isolated, under-developed country to the world’s second fastest
growing economy and a world power that today ranks as the major competitor of the advanced,
industrialized west. It is now imperative that we look at things within a broader strategic level,
in the context of where we are located, with a peacefully rising China at the helm of an Asian
century in which the balance of economic and political power is shifting from the West to the
East.
Considering these facts, it is now evident that knowing each other’s language and culture has
become an integral part of the process. Many institutes and renowned universities of Pakistan
are already working to promote Chinese language and culture by collaborating with Chinese
authorities .Karachi University ,University of Agriculture Faisalabad, University of the Punjab,
Government College University Lahore and many other have separate departments or settings to
create more opportunities for university students .With the Progress of CPEC ,it has become
important to equip our students with such skills to fulfill the demand of market where many
Chinese are seeking new business opportunities. In Punjab University, many departments have
included Chinese Language as an optional subject in the curriculum. But need is still there to
provide more opportunities to students of the University.
6
2
.PROGRAM OBJECTIVES
China currently boasts the fastest growing economy in the world and is widely regarded
as the potentially biggest global market in the twenty-first century. Chinese language is one of
the widest spoken languages bearing very important role in culture, education, industry,
information technology, business & international relations. Learning Chinese language is an
additional tool and a gateway to international opportunities in a vast variety of fields in
demands. Possessing Chinese language skill is a key to the doors of success. This
Elementary/Functional Chinese language course is targeted at undergraduate and higher
learner levels. The objectives are to let the learners make use of conversational and written
Chinese language in everyday interactive situations and social contexts that the users may need.
CURRICULUM SALIENT
Duration of course 01 Semester

Credit Hours 3 Credit Hours
(4 Weeks per
month /3 Hours
per Week)
Training Methodology Practical 40%
Theory 60%
Medium of instruction Chinese/ Urdu/ English
Examination Body Institute , Hanban China
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3
SKILL COMPETENCY DETAILS
On successful completion of this course, the trainee should be able:-
1. To use language to express his idea and emotions.

2. To speak in the kind of environment of language used in everyday
conversations and situations.
3. To read and write basic Chinese characters.
4. To develop competence in the spoken and written Chinese.
5. To construct complete and meaningful sentences.
6. To comprehend the receptive as well as productive skill of the Chinese
conversation effectively.
7. To use language as an effective tool of communication.
8. To develop Chinese Listening Skills.
9. To use language in a context as natural as possible.
6
4
KNOWLEDGE PROFICIENCY DETAILS
On successful completion of this course, the trainee should be able: -
1. To know about elementary level vocabulary.

2. To understand everyday conversations and language expressions.
3. To comprehend the colloquial expressions for social interactions.
4. To Knowledge
5. To understand the reactions and routine life conversation.
6. To understand the real language that is most closely restricted by
structural control.
7. To recognize the everyday vocabulary.
8. To know the receptive as well as productive skill of language.
9. To understand the Chinese Listening comprehension.
PROPOSED MINIMUM QUALIFICATION OF INSTRUCTOR
1. Graduation + 2 Year Diploma of Advanced Chinese Language from China

2. Strong command over language is a pre-requisite.
3. Have an exposure of least 1-year of teaching Conversational Chinese inany
language institute.
6
5
EMPLOYABILITY OF PASS OUTS
The pass-outs of this course can find job/employment opportunities in the following
areas/ sectors:
1. Any Public or Private sector.

2. CPEC
3. Telecom sector.
4. Front desk worker in any customer service provider.
5. Salesman in any marketing company.
6. Public Relation Representative in any NGO or social service
organization.
7. Technical coordinator.
8. Student co-coordinator or counselor in any education center.
9. Any office where Chinese language interpretation translation is
needed.
6
6
Sr.
Name of Tools & Equipment Quantity
No.
Class room equipped with chairs, desks and
1. 40
headphones
2. Cassettes 1 set
3. A White board for demonstration 1
4. Flip Chart Stand 1
5. Multi Media Data Projector with screen 1
6. USB pen drive (512 MB Kingston) for the trainee 1
7. Flip Chart 1 set
8. Internet Facility 1
9. USB (32 GB) 1
10. Dictionary 1
CDs of Chinese Movies, Tablo, Drama, Songs,
11. 1 set
Presentation
6
7
SCHEME OF STUDIES
Chinese Language (Semester Course)
Theory Practical Total

Sr. No. Main Topics
Hours Hours Hours
1. Introduction and Identification 6 5 11
2. Phonetic Alphabets 5 4 09
3. Counting & Numbering 4 2 06
4. Time and Positions 5 3 08
5. Daily Necessities 4 2 06
6. Verbal Structures 5 3 08
Total 29 19 48
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DETAIL OF COURSE CONTENTS

(4– Months Course)
Sr. Theory Practical

Detail of Topics
No Hours Hours
1.
Introduction and Identification
To Identify, to introduce
确认介绍My name is David
我叫大卫Phonetics
Initials and Finals
Tones (Neutral + Change in tones)
Grammar
The 是Sentence
Interrogative Sentence with 吗
The adverb 也
This is Anny’s map 6 5

这是安妮的地图Phonetics
Phonetic Alphabets
The Tone Sandhi
Grammar
The Structural Particle 的
The 有Sentence
How many people are in your family
你家有几口人The Interrogative Sentence
withInterrogative Pronouns
Personal Pronouns as Attributives
2. Phonetic Alphabets
Phonetic Tables Initial
& final Introduction of 5 4
tones
69
3. Counting & Numbering

How many people are in your family
你家有几口人
Counting Numbers 0-100 4 2
Grammar
Interrogative Sentences of 几
Interrogative Sentences of 多少
4. Time and Positions 时间方位
My birthday is on 9th, May
我的生日是五月九号
Ways of Expressing Date
Grammar
Sentences with Adjective PredicatesWe
begin class at 08:30 AM
我们上午八点半上课
Ways of Expressing Time
Grammar
Time words as Adverbial
5 3
Where is the bank
银行在哪儿
Ways of Expressing Position
Grammar
Nouns of Locality
There is a map of China on the wall

墙上有一张中国地图
The 有 sentences
Grammar
Nouns of Locality
70
5. Daily Necessities
Would you like to have rice or dumplings
你吃米饭还是饺子
Ways of using 还是
The Alternative question with 还是
Grammar
The Affirmative-Negative Question
4 2
How much does half a kilo of apples cost
苹果多少钱一斤
Ways of Reading money
Grammar
Elliptical Question with 呢
6. Verbal Structures
I’ll go to the bank to change some money
我去银行换钱
The Sentence with Verbal Structure inseries
Counting numbers above 100
We’ll go to the garden by bike 5 3
我们骑自行车去公园
Sentences with Verbal Structure inSeries
71
REFERENCE BOOKS
1. Road to Success by Qiu Jun, Zhang Hui , Peng Zhi Ping, Beijing
Language and Culture University
2. Conversational by Kang Yu Hua, Lai Siping, Beijing Language andCulture

University
3. Chinese 301 Zhu Wenjun
Course Designed By:
Farooq Azam (Senior Lecturer TEVTA)
Graduated From Beijing Language & Culture University Beijing, ChinaAdvanced Chinese
Language Diploma
HSK-06, HSK-05 & HSKK CertifiedMaster
of Commerce (HCC,PU)
Email:lukeblcu@hotmail.com Ph:+92 333 433 13

72

Course Title: Pakistan Studies

To enable students a responsible Pakistani, good Muslim and make others also good
To enable students a responsible Pakistani, good Muslim and make others also good
1. Provide the basic information of Pakistan creation
2. Know the history of Pakistan
3. Understand the problems
Unit-I
1.1 Pakistan Movement: Historical and Ideological Perspective
1.1.1 Muslim Revivalist Movements in India
1.1.2 The Two Nation Theory: From Sir Syed Ahmed Khan to Allama Iqbal
Unit No.-II
2.1 Quaid-e-Azam Muhammad Ali Jinnah and the Struggle for Pakistan.
2.1.1 Creation of Pakistan: Early Challenges
Unit No.-III
3.1 Land and People of Pakistan
Physical features and Geo-Strategic Location of Pakistan
Culture and Traditions: Regional Dimensions
Unit No.-IV
4.1 History and Politics in Pakistan (1947-2020)
4.1.1 Early Parliamentary Phase
4.1.2 Ayub and Yahya’s Era
73
Unit No.-V
5.1 Democratic Era (1971-1977)
5.1.1 Zia Era (1977-88) Political Era (1988-99) Musharaf Era(1988-2008) Democratic Restoration
(2008-2020)
Unit No.-VI
6.1 Contemporary Pakistan
6.1.1 The Constitution of 1973: Salient Features and current scenario.
Unit No.-VII
7.1 Foreign Policy and Relations with Neighboring Countries
Unit No.-VIII
8.1 Salient Features of Economy, Agriculture and Industry, National Resources

Lectures, discussions, quiz and assignment
9.0 Textbooks
10.1 Books
Akram Sajid, A. M. Pakistan Studies.
Additional Resources, Newspapers, Internet
74

Course Title: Macroeconomics
Program: BS Commerce Semester: 3rd

This course aims at providing insights into and understanding of theories and practices relating to
macroeconomics. This would be a basic course offered to students who have already studies
Microeconomics. The background of student audience is based on Intermediate or at least 12 years of
education with basic knowledge of Microeconomic theory

1. To introduce the concepts of Macroeconomics.
2. To provide an opportunity to develop skills to understand daily economic life and
relate it to Macroeconomic theory
3. To make students understand the working of the policy initiatives in the market
economy
4. To enable students understand the aggregate concepts of national Income, Inflation
etc.
5. To develop economic thinking among students
6. To prepare the student for higher studies in subjects like Managerial Economics and
Econometrics, Taxation, Fiscal Policy etc.

Unit-I
1.1 National Income:
1.1.1 Concepts of National Income-GNP, NNP, GDP, GNI at factor cost, PI, Personal disposable
income, transfer payments, Circular flow of national Income. Measurement of National
Income: National Income at market price, at factor Cost; Measurement of national Product in
current price and in constant prices.
Unit-II
2.1 Keynesian Macroeconomics:
2.1.1 Keynesian Psychological law of Consumption, Consumption function, saving function, MPC,
2.1.2 APC, MPS and APS
2.1.3 Derivation and use of investment multiplier
75
2.1.4 Investment and MEC

2.1.5 Inflationary and deflationary gaps under Keynesian theory.
Unit-III
3.1 Public Finance:
3.1.1 Meaning, Difference between Private and Public Finance, revenue and Expenditure of Public
Bodies, Kinds of Taxes and Cannons of Taxes fiscal policy.
3.1.2 Tools of Fiscal and Monitory Policy.
3.1.3 Inflation: Kinds, causes and remedies
Unit-IV
4.1 Trade
4.1.1 Trade Theories: Theory of comparative advantages, Modern theory of trade, Trade Cycles
Unit-V
5.1 International Institutions
5.1.1 IMF and World Bank Group

Lectures, discussions, presentations, quiz and assignments

9.0 Textbooks
10.1 Books
4. Samuelson, Paul A, et al.(2019) Economics, McGraw-Hill, 20th Edition, ISBN-10 :
9389538033, ISBN-13 : 978-9389538038
76
5. Nordous. D. William and Samuelson Paul. A, (January 1, 2011) Macroeconomics, 19th

Edition MC GRAW HILL INDIA; ISBN-10 : 9780071333368, ISBN-13 : 978-
0071333368
6. Rudiger Dornbusch ,et al. (September 7, 2017), Macroeconomics, 13th Edition McGraw-
Hill Education; ISBN-10 : 1259290638, ISBN-13 : 978-1259290633
7. David Romer, Advanced(February 19, 2018), Macroeconomics, 5th Edition McGraw-Hill
Education; ISBN-10 : 1260185214, ISBN-13 : 978-1260185218
8. Salman, R. S.(2019) “An Introduction to Economics”, Syed Mubeen and Co., Lahore,
9. http://www.basiceconomics.info/
10. http://www.imf.org
11. http://www.worldbank.org
12. http://www.sbp.gov.pk
13. http://www.finance.gov.pk
77

Course Title: Cost Accounting
2.0 Prerequisites:
The students are taking this course for the first time. However they may somehow comfortable if they
know the basics of Financial Accounting.
1. This course is designed to enable the students to learn the basics of the Cost
Accounting at first stage and then they will learn the costing techniques for external
and internal reporting, costing methods for the analysis of the cost, application of Cost
Accounting in the manufacturing concerns of various nature. The students will also
learn how Cost Accounting is different from Financial Accounting and what is the
flow of information for a good cost accounting system. After taking this course, the
students will be in a very good position to understand and apply Cost Accounting in
various types of organizations.
4.0 Learning Outcomes
1. Basic concepts
2. Learning the various types of cost
3. Treatment of various elements of cost in the financial statements.
6. Learning about Costing Methods to be used in various types of Manufacturing
Concerns.
Concerns.
Concerns.
9. Learning the calculations of under or over applied FOH and knowing the reasons
behind this under or over applied FOH
12. Learning the flow of cost in a manufacturing concern.
13. Learning the flow of cost in a manufacturing concern where separate books are
maintained by the factory and head office.
14. Learning about the Economic Order Quantity and various Stock Levels
78
15. Application of various stock valuation methods i.e. first in first out, last in first out etc.
16. Preparation for the examination
Unit-I
1.1 Basic concepts of Cost Accounting, Difference between Financial Accounting and Cost
Accounting, Elements of cost
Unit-II
2.1 Classification of cost, Behavior of cost.
Unit-III
3.1 Financial Accounting Statements (Cost of Goods Manufactured and Sold Statement, Income
Statement and Balance Sheet)
Unit-IV
4.1 Process Costing
Unit-V
5.1 Factory Overheads Variance Analysis
Unit-VI
6.1 Journal Entries
Unit-VII
7.1 Factory Books and Head Office Books
Unit-VIII
8.1 Costing for Materials
Unit-IX
9.1 Stock Valuation Methods
Unit-X
10.1 Revision and Discussion
6.0 Teaching Methods: Lectures, discussions, presentations, quiz and assignments
8.0 Assessment:
9.0 Text Books
1. Zafar and Sohail, Cost Accounting
2. Nisar-ud-Din, Cost Accounting ,T Lucy, Costing, Hemkep, Cost Accounting
3. Plomani and Fabbozi, Cost Accounting
79

Course Title: Advanced Financial Accounting-I
This course introduces students to Advanced Financial Accounting that encompasses accounts related
to joint stock companies and specialized accounts. As name signifies it takes students to the
advanced level of financial accounting. This course will help students learn accounting pertinent to
company’s share capital, bonds and debentures and company’s financial statements. course will also
introduce to introductory level accounting concepts related to consolidation of joint stock companies.
This will also help comprehend departmental accounts as specialized accounts. This course is
designed in a way to serve as a solid foundation for financial reporting and audit and assurance
related courses.
Financial Accounting I and II, Business Organizations

1. Defining company, legal documents of joint stock company, accounting for share capital, right
and bonus shares.
2. Recording transactions related to bonds and debentures, interest calculations, investment in own
debentures and redemption of bonds/debentures
3. Preparing financial statements of joint stock companies
4. Comprehending and doing basic level of accounting related to consolidation of joint stock
companies
5. Preparation of departmental accounts

1. Understand share and share capital, types of shares and share capital, do accounting related to
issuance of shares, right and bonus shares.
2. Be able to do accounting related to bonds and debentures of joint stock companies
3. Prepare and analyze three major financial statements of joint stock companies
4. Prepare departmental accounts as part of specialized accounts.
80

Unit No.-I
1.1 Introduction to Corporate Accounts and Share Capital
1.1.1 Companies, definition, features, types and legal documents of companies, Definition of share
capital, Capital clause of Memorandum of Association, Types of share capital, Types of
shares, accounting related to issuance of share capital, bonus shares, calculation of quantum of
bonus, issuance of right shares, Presentation of share capital in balance sheet
Unit No.-II
2.1 Bonds and Debentures
2.1.1 Introduction of bonds and debentures, need and objectives of bond issuance, advantages and
disadvantages of bond issue, interest calculations of bonds, taxation and interest expense,
accruals related to bond interest, investment in own bonds, redemption of bonds
Unit No.-III
3.1 Company Final Accounts
3.1.1 Preparation of company final accounts, income statement, balance sheet, statement of
changes in owner’s equity, adjusting entries related to final accounts.
Unit No.-IV
a. Consolidation of Companies
i. Holding company, definition, Consolidation definition, advantages and disadvantages of
consolidation, procedure of consolidation, Rules for preparing consolidated balance sheet,
Amalgamation of companies, Liquidation of companies
Unit No.-V
5.1 Departmental Accounts
5.1.1 Definition, advantages of departmental accounting, Methods of departmental accounts,
Allocation of departmental expenses, Inter-departmental transfer, cost-based transfer price,
market-based transfer price
7.0 Assignments:
81

9.0 Textbooks:
Company.
1. Hanif and Mukharjee, Modern Accountancy, McGraw Hill Publishing Company, India
2. Afzal and Arif, Advanced Accounting, Azeem Academy, Lahore, Pakistan
3. Ghani, Advanced Accounting, West Pak Publishing Company, Lahore, Pakistan
Additional Readings:
1. International Financial Report Standards
**************
82

Course Title: Taxation Management-I

This course provides basic overview of the taxation system of the Pakistan and its
fundamentals concepts. After studying this course, the students would be able to understand
taxation system of Pakistan, income tax concepts/terms/definitions, Tax authorities and its
hierarchy. To know about rules and regulations regarding taxable income from various heads
of income and calculation of taxable liability is an important task of this course. Similarly, this
course may help the students who want to become tax practitioners as their professional
career. This course would also help the students to know about the assessment procedure of
taxable income and income tax liability for salaried individuals.

Basic knowledge of accounting and business
1. To understand taxation system of Pakistan.
2. To understand rules and regulations regarding taxable income.
3. To know about exemptions of income earned by a person
4. To provide calculations regarding taxable income and taxable liability of salaried
individuals.
1. After studying this course, the students would be able to understand fundamentals
concepts/definitions, tax exemptions and tax rules.
2. This course would also help the students to know about the calculation procedure of
taxable income and income tax liability for salaried individuals.
3. This course may help the students who want to become tax practitioners as their
professional career.
Unit-I
1.1 Income Tax Laws in Pakistan
1.1.1 History of Income Tax Law, Income Tax Ordinance, 1979, Income Tax Ordinance, 2001,
Scope of Income Tax Laws, Extent of Income Tax Ordinance, 2001.
1.1.2 Components of Income Tax Law, Income Tax Ordinance, 2001, Income Tax Rules,
Notifications, Circulars and Orders, Income Tax Case Law, Finance Act or Ordinance.
Unit-II
2.1 Definitions of Terms (Section2)
83
2.1.1 Importance and understanding of Income Tax terms/concepts/definitions.

2.1.2 All the definitions given under section 2 of Income Tax Ordinance 2001(updated) (2nd
Schedule)
Unit-III
3.1 Income Exempt from Tax (section 41 to 51)
3.1.1 Importance of understanding of Income Exempt from Tax.
3.1.2 Income Tax Exemptions given under section 41 to 51 of Income Tax Ordinance
2001(updated).
Unit-IV
4.1 Heads of Income- Income from Salary
4.1.1 Overview of all the heads of income with examples. Understanding, features and scope of
salary Income. Minimum of Time Scale of Basic Salary, Basic Salary and Salary concepts,
Valuation of perquisites, allowances and benefits provided by an Employer such as
Accommodation, Conveyance, Medical Charges, Hospital Charges or Medical Allowance,
Loan to Employees, Special Allowance, Provident Fund etc.
4.1.2 Computation of Salary Income, Deductions from total Income, Calculation of Gross Tax,
Block of Income under FTR, Block of Income under separate block, Tax Credits.
4.1.3 Average Relief, Other Related Income and Numerical Demonstration of salaried individuals.
Unit-V
5.1 Computation of Income from Property
5.1.1 Understanding the concept of Income from Property, Concept and Calculation of Rent
Chargeable to Tax (RCT), Admissible Deductions and Numerical Demonstration.
Unit-VI
6.1 Computation of Income from Business
6.1.1 Understanding the concept of income from business, Taxability of business income,
Income from business exempt from tax, income from speculation business, admissible and
inadmissible deductions.
Unit-VII
7.1 Computation of Income from Capital Gain
7.1.1 Capital and revenue items, Concept of income from capital gains, Computation of capital
gains, Deductions of capital losses, Capital gains on disposal of securities, Exempt capital
gain and numerical demonstration.
Unit-VIII
8.1 Computation of Income from Other Sources
8.1.1 Understanding the concept of Income from other sources, Examples of Income from other
Sources, Examples of Income, Profits and Gains not taxable under the particular Heads
Rather Treated as income from Other Sources, Admissible Deductions.
Unit-IX
9.1 Income Tax Allied Topics
9.1.1 Income tax Authorities, Assessment Procedure, Set Off and Carry Forward of losses,
Appeals etc.
 Lectures
 Handouts
84
 Classroom Presentations
 Projects and Term Paper
 Quizzes
 Case Study, Reading Assignment
7.0 Assignments
7.1.1 Assignment regarding applicability of income tax rules/return will be given after midterm
examination.
7.1.2 Two quizzes will be taken from midterm course contents and 2 quizzes will be taken from
final term course contents.

9.0 Textbooks (Latest Editions)
1. Muhammad Muazzam Mughal, Income Tax: Principles and Practice, Syed Mobin
Mahmud and Co, Lahore.
2. CAF-06 Principles of Taxation by ICAP
3. Mirza Munawar Hussain, Synopsis of Taxes in Pakistan, IBP Publications
10.1 Books
1. Govt. of Pakistan, Income Tax Ordinance 2001 and relevant laws.
2. R.I. Naqvi, Income Tax Law. Taxation House, Lahore.
3. Khawaja Amjad Saeed, Income Tax Law with Practical Problems, Accountancy and
Taxation Services Institute, Lahore.
4. Luqman Baig, Income Tax Law, Ghazanfar Academy, Karachi.

www.fbr.gov.pk
*********
85

Course Title: Business Law
This course is designed to focus on the important topics of Business laws, governing the operational
aspects of business. A thorough study of this course will develop students’ knowledge about the legal
system, contract, partnership, sales and procurement laws applicable in Pakistan.
This course discusses the fundamental concepts, principles, and rules of law that apply to business
transactions. It includes the function and operation of the courts, business crimes, torts, contract law,
intellectual property, the application of commercial laws to business activities and recent
developments in business law, such as cyber law and electronic commerce.
Business Law is designed to expose the student to the Pakistani Legal System and its effect on
business activities. Other topics include: legal procedure, tort law, intellectual law, business crimes,
contract law, and sales of goods. This course is applicable as compulsory credit toward an Associate
degree.

This course is intended to:
1. Acquaint students with Legal System of Pakistan
2. Familiarize the students with knowledge of Mercantile Laws affecting the business and
economic environment in Pakistan
3. Elucidate the important elements, aspects and implementation of commercial laws in industry
4. Enable the students to assess the nature and impact of certain types of rules and regulations by
analyzing the cases referred to in the recommended books/sources
5. Equip the students with the necessary skills and aptitude to deal tactfully with the legal
situations arising out of business routine matters
6. Advise the management on the financial and non-financial implications of business laws for
the effective operations of the business
Upon successful completion of Business Law, the student will be able to:
1. Demonstrate an understanding of the Legal Environment of Businesses in Pakistan.

2. Apply basic legal knowledge to business transactions.
3. Communicate effectively using standard business and legal terminology.
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Unit-I
1.1 LEGAL SYSTEM OF PAKISTAN
1.1.1 Need of study of law
1.1.2 Sources of law
1.1.3 Legislative Structure and Procedure
1.1.4 System of Court
1.1.5 Doctrine of Precedent
1.1.6 Pakistan’s Law Making Authority
Unit-II
2.1 BUSINESS LAW
2.1.1 Nature of Business Law
2.1.2 Major Sources of Business Law
2.1.3 Application/Use of Business Law
Unit-III
3.1 CONTRACT ACT, 1872
3.1.1 Contract and its Kinds
3.1.2 Offer and Acceptance
3.1.3. Consideration and Object
3.1.4 Capacity of Parties
3.1.5. Free Consent
3.1.6 Void and Discharge of Contract
3.1.7. Performance of contract
3.1.8. Discharge of Contract
3.1.9. Remedies for Breach of Contract
3.1.10. Indemnity and Guarantee
3.1.11. Bailment and Pledge
3.1.12. Contact of Agency
87
Unit-IV
4.1 PARTNERHIP ACT, 1932
4.1.1 Definition and Essential Features
4.1.2 Merits, Demerits and Kinds of Partners
4.1.3 Formation and Types of Partnership
4.1.4 Registration of Firms and Effect of Non-Registration
4.1.5 Rights and Duties of Partners
4.1.6 Modes of Dissolution of Firm
Unit-V
5.1 SALE OF GOODS ACT, 1930
5.1.1 Contract of Sales
5.1.2 Conditions and Warranties
5.1.3 Transfer of Property
5.1.4 Performance of contract of sale
5.1.5 Rights of Un-Paid Seller
Unit-VI
6.1 NEGOTIABLE INSTRUMENTS ACT, 1881
6.1.1 Negotiable Instruments
6.1.2 Parties and Presentment of Negotiable Instruments
6.1.3 Negotiation of Negotiable Instruments
6.1.4 Dishonoring of Negotiable Instruments
6.1.5 Banker and Customer
Unit- VII
7.1 COMPETITON ACT, 2010
7.1.1 Introduction
7.1.2 Aims and Objectives of Competition Commission
7.1.3 Concept and Provisions
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Unit-VIII
8.1 INTELLECTUAL PROPERTY RIGHTS
8.1.1 Meaning
8.1.2 Definition and Kinds of Patents
8.1.3 Transfer of Patent Rights
8.1.4 Rights of the Patentee
8.1.5 Definition and Terms of Copy Rights
8.1.6 Essential Conditions for Copy Rights to be protected
8.1.7 Rights of Copy Right Owner
8.1.8 Copy Rights Infringement
8.1.9 Trademark: Definition
8.1.10 Procedure for Registration of Trademark
Unit-IX
9.1 CONSUMER PROTECTION LAW
9.1.1 Introduction
9.1.2 Consumer Councils
9.1.3 Redressal Machinery
9.1.4 Rights of Consumer
9.1.5 Consumer Awareness
9.1.6 Pollution Control Law
9.1.6 Air, Water and Environment Pollution Control
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Unit-X
10.1 PPRA ORDINANCE, 2002 (PUBLIC PROCUREMENT REGULATORY
AUTHORITY)
10.1.1 Preliminary and Establishment of authority
10.1.2 Management and Administration of the Authority
Unit-XI
11.1 PPRA RULES, 2004
11.1.1 Short title and commencement
11.1.2 General Provisions
11.1.3 Procurement Planning
11.1.4 Qualification and Disqualification of Suppliers and Contractors
11.1.5 Methods of Procurement
11.1.6 8.6 Opening, Evaluation and Rejection of Bids
11.1.7 Acceptance of Bids and Award of Procurement Contracts
11.1.8 Redressal of Grievances and Settlement of Disputes
Unit-XII
Law of Labor
12.1.1 Industrial Relations
112.1.2 Labor in Factories
12.1.3 Industrial and Commercial Employment
12.1.4 Payment of Wages
12.1.5 Workmen’s Compensation
12.1.6 Social Security

Presentations, Group/ Individual Projects, Case Studies
90

9.0 Textbooks
14. Pakistan, G. ( Bare Acts )
15. Cheema, K. M. ( Business Law)
10.1 Books
14. Shukla, M. C. ( Mercantile Law) Latest Edition
15. Baig, L. Mercantile Law (Latest Ed)
16. Internet Source: www.Paksearch.com
91

Course Title: Money, Banking and Finance

For commerce students at beginning level, Money and banking is essentially the study of nature of
money, its role and functions of money in the economy and of financial markets (such as money,
foreign exchange, bond, and stock markets) and their interrelationships. This requires studying the
financial institutions (such as commercial banks, DFIs, etc) and other government and regulatory
institutions (central banks), which play an important role our macro economy.
It is prerequisite for the participants of this course to have understanding of business and economic
studies.
1. To Explain the financial system and its components,
2. To describe the meaning of money, its evolution, its importortance, illustrate the quantity
theory of money.
3. Discuss meanings of bank, types of banks and their functions.
4. Describe the types of financial markets and their roles
5. Explain the concept of finance its types
6. Explicate the various modes of Islamic financing and difference between Islamic vs
Conventional baking and finance
By the end of this course it is expected that the student will be able to understand:
1. The concept of money, money demand and money supply
2. The financial system: how it operates and why it plays a central role in the economy.
3. How commercial banks and financial markets serves trade and commerce.
4. The credit creation process and its limitations.
5. To analyze the aims, conduct, influence and limitations of monetary policy. Keeping in
view the recent developments in monetary economics, this course focuses less on the
theory of money and banking and more on the implications of monetary policy and
financial structure for the functioning of the economy.
6. Islamic perspective on money and banking

Unit-I
1.1 Introduction of Financial System and Money
1.1.1. Financial system and its components
1.1.2. Meaning of Money its evolution
92
1.1.3. Functions money and qualities of good money

1.1.4. Paper money, advantages and disadvantages of paper money, Principles and method of Note
Issue, of money, the quantity theory of money. Factors determining the quantity of money,
Fisher Equation
1.1.5. Changes in the value of money
Unit-II
2.1 Introduction of Banking system and the roles of commercial banks
2.1.1 Banks, origin of bank (brief introduction), Need for banks, kinds of banks
2.1.2 Commercial Banks:
2.1.3 Commercial banks and its functions, Importance of commercial and Role of commercial
banks in developing country (hand-out)
2.1.4 Meaning of credit creation, basis of credit creation, and process of credit creation,,
Unit-III
3.1 Credit Instruments
3.1.1 Negotiable instruments, non-negotiable instruments, utility and functions of credit limitations
of credit.
3.1.2. Duties and rights of the banker, duties and rights of the customers, relationship between
banker and customer, Refusal of payments on cheese
3.1.3. Various types of bank accounts
3.1.4. Central bank and its functions
Unit-IV
1. 4.1 Islamic perspective of money and banking
4.1.1 Concept of Islamic financing
4.1.2 Various modes of Islamic financing
4.1.3 Difference between Islamic and Conventional Banking
Unit-V
5.1 Financial Markets and their Function

5.1.1 Financial market and its various types
5.1.2 Functions of money market, Participants and instruments of money market with special
reference to Pakistan
5.1.3 characteristics of a capital market, instruments of capital market in Pakistan
Unit-VI
6.1 Foreign Exchange
6.1.1 Types of foreign exchange rates, importance of rate of exchange,
6.1.2 Need for foreign exchange in the economic life of a country, stability in foreign exchange rate
and its objective, fluctuations in foreign exchange rate and its causes,
6.1.3 Determination of foreign exchange rate (demand and supply approach),
6.1.4 Pakistan Exchange Rate Policy Financial market and its various types
93
Unit-VII
7.1 Letters of Credit
7.1.1 Letter of credit,
7. 1.2 Parties of letter of credit, types of letters of credit,
7. 1.3 Opening a letter of credit,
7. 1.4 Importance of letter of credit

 Lectures.
 Handouts (attach hard or soft copies).

Group assignment will be given to students for studying, analyzing and evaluating the following
insurance related issues.
 E-money and technological, legal and security issues
 Islamic financing and challenges.
 Role of financial intermediaries and central bank in the performance and stability financial
system
 LC and its role in international trade
 Foreign exchange and its impact on performance of economy and foreign debt. Marine
insurance
 Financial crises and their critical review.
 Explain the monetary policy of SBP and state its objective
 What are the instrument of monetary policy? Explain in detail.
 What are negotiable instruments explaining its types briefly
 What is letter of credit explain its types
 What is procedure of opening of letter of credit
 What is green banking and explain its advantages and disadvantages. Make critical review of
privatization and nationalization of banks in Pakistan.
 Explain the role of SBP in economic development
 Explain the role of commercial bank in economic development
 Explain history of Islamic banking and function of an Islamic bank
 Explain interest free system give examples of interest free business
 Despite Pakistan is an Islamic country, growth of Islamic banking is very slow in it, explain
the challenges to its growth?
 What types of services Islamic bank provides to public?
 What is the procedure of opening a bank account in a bank?
 What are IFIS and their roles in Pakistan economy
 Define money market explain its instrument
 Define capital market explain its instrument
 Define international payment and methods of international payment
 Explain different types of customer of commercial bank and what kind of relationship exist
between banker and customer
94
 Explain fiscal policy in detail

 Define Credit and explain what credit instruments are used by bank
 How a bank can be established, state the requirements of forming a bank
9.0 Textbooks
1. Frederic, M. S. The Economics of Money and Banking and Financial Markets, 8th edition,
Pearson Education
2. Meenai, S. A. Money and Banking in Pakistan, Karachi, Oxford University Press.
3. Lucket, D. G., Money and Banking, McGraw Hill.
10.1 Books
17. M.N Mishra and S.B Mishra Insurance principles of practices
 Mc Connell and Brue, Economic 15th Edition., McGraw Hill, INC
 Rose, Peter S., Commercial Bank Management, McGraw Hill.
 Zamir Iqbal and Abbas Mirakhos, An introduction to Islamic finance
 Economic Surveys, Ministry of Finance www.finance.org.pk
 State Bank of Pakistan www.sbp.org.pk
 Karachi stock exchange www.kse.com/pkNote
 National Bank Ebullition
 State Bank Performance report
 9) World Economic Forum Report
95

Course Title: Audit and Assurance
Program: BS Commerce Semester: 4th
This course is designed to provide an introduction to auditing. The objectives include

principles and practices used by public accountants and external auditors in examining
financial statements and supporting data. This course is a study of techniques available for
gathering, summarizing, analyzing, and interpreting the data presented in financial statements and
procedures used in verifying the fairness of the information. This course also emphasizes ethical
and legal aspects and consideration related to audit profession.
Financial Accounting I and II, Business Organization, Advanced Financial Accounting

1. To acquire the necessary skills in general audit principles and procedures focusing on
audit of financial statements.
2. To develop an understanding of planning and applying nature, timing, and extent of
audit procedures.
3. To understand how the findings are communicated, including communication to those
charged with governance.
4. To understand the difference between the external audit engagement and other
assurance engagements
1. Reading History, Mission and vision of IFA
2. Understanding objectives and functions of IAASB
3. Understanding objectives of audit; accountability, stewardship, agency, independence, fair
presentation
4. Understanding overall objectives of an independent auditor
5. Understanding assurance and its levels: absolute, reasonable, and limited assurance including
elements of an assurance engagement, assurances provided by audit and review engagement.
6. Explaining requirements of an external audit, eligibility, and ineligibility of auditor
7. Explaining rights and duties of auditors, nature and scope of an audit designed to enable the
independent auditor to meet those objectives.
8. Outlining requirements establishing general responsibilities of an independent auditor
applicable in all audits including consideration of inherent limitations of an audit
9. Discussing concepts like professional skepticism, interim and final audit,
96
10. Listing audit procedures that can be performed by the external auditor at the interim and final
stage of an audit.
11. Understanding audit of not-for-profit organizations
12. Understanding responsibility of management and those charged with governance for financial
reporting and related internal control on financial reporting.
13. Understanding difference between error, fraud, and misstatement, and responsibilities of
management and auditors for fraud
14. Describing matters to be considered and procedures to be carried out to assist the auditors in
identifying, assigning, and detecting the risk of material misstatement due to fraud.
15. Identifying the fraud risk factors in simple scenario as given in appendix 1 of ISA 240.
16. Identifying circumstances that indicate the possibility of fraud in the simple scenario as given
in the appendix 3 of ISA 240
17. Explaining procedure of appointment and removal of first and subsequent auditor
18. Understanding qualification and disqualification of an auditor
19. Describing powers and duties of an auditor
20. Describing concept of audit of cost accounts
21. Discussing additional matters to be included in auditor’s report.
22. Understanding precondition for an audit and upon which it is necessary for the auditor and the
entity’s management to agree.
23. Responding if preconditions are not present or limit is imposed on scope of audit in well
explained simple situations.
24. Stating content of an audit engagement letter
25. Understanding requirement of issuance of engagement letter and factors that necessitate the
issuance of engagement letter in case of recurring audit.
26. Discussing circumstances of acceptances of changes in terms of engagement by the auditor
27. Understanding need for planning an audit including contents of an audit plan and its
relationship with risk assessment
28. Understanding contents of overall audit strategy and audit plan
29. Stating who should be involved in planning and preliminary engagement activities necessary
to conduct audit.
30. Outlining additional considerations, while planning initial audit
31. Discussing risk-based approach to auditing including audit risk model
32. Identify inherent risk, control risk, and detection risk in simple scenario.
33. Explaining relationship between audit risk, and its components i.e. inherent risk, control risk,
and detection risk
34. Discussing identification and assessment of the risk of material misstatement at both the
financial statement level and assertion level, including understanding of entity, its
environment, accounting, and internal control systems
35. Explaining elements of internal control, evaluation of controls, control environment and
communication of deficiencies to management
36. Explaining categories of control activities (internal controls) by using simple examples
including Application and General IT Controls
37. Explaining control weaknesses in a given scenario and suggesting removing these
38. Understanding limitations of internal control system
39. Discussing risks associated with specialized IT systems.
40. Explaining different methods of recording internal control systems
41. Understanding concept of materiality and performance materiality using simple examples
97
42. Explaining materiality level or levels for classes of transactions, account balances, or
disclosures
43. Explaining relationship between audit risk and level of materiality
44. Explaining sufficient audit evidence and general principles assisting auditor in assessing the
relevance and reliability of audit evidence
45. Discussing audit procedures to obtain audit evidence including types of audit procedures
46. Discussing course of action available to auditor in case sufficient appropriate audit evidence is
not obtained.
47. Explaining financial statement assertions including assertions about class of transactions,
account balances, or disclosures
48. Explaining audit work related to inventory
49. Explaining audit sampling, statistical sampling, and sampling and non-sampling risks,
relationship between sampling and audit risk model
50. Explaining matters to consider for sampling design, size, and selection of items for testing
using simple examples including sample selection method
51. Discussing concept of mistreatment and rate of deviation including expected and tolerated
52. Stating audit procedures to be performed on selected sample.
53. Discussing concept of projecting mistreatment and evaluating results of audit sampling
54. Understanding financial statement assertions
55. Describing advantages and disadvantages of both test data and audit software
56. - Learning to use computer software in substantive testing, auditing around the computer and
directional testing
57. - Discussing methods of obtaining audit evidence for substantive testing
58. - Explaining nature, extent, and timing of substantive procedures for different items of
financial statements
59. Exemplifying nature, timing, and extent of test of controls
60. Explaining concept of Computer Assisted Audit Techniques
61. Exemplifying how auditors evaluate the operating effectiveness of controls.
62. Explaining controls over major transaction cycles including related risks, weaknesses control
objectives, and designing appropriate tests of controls
63. Exemplifying nature and purpose of substantive analytical procedure
64. Stating purpose of analytical procedures performed near end of audit.
65. Using analytical procedures through calculation of different ratios for different items of
financial statements
66. Understanding factors to be considered when using analytical procedures as substantive
procedures.
67. Explaining course of actions when results of analytical procedures identify fluctuations and
inconsistencies
68. Understanding modified and unmodified audit opinion, qualified opinion, disclaimer of the
opinion, and adverse opinion
69. Explaining emphasis of matter and other matter in auditor’s report
70. Listing circumstances under which an external auditor uses an emphasis of matter and other
matter paragraph in auditor’s report.
71. Discuss modification of audit opinion, and audit report in different situations including when
entity is not a going concern and related concepts.
72. Learning to draft opinion paragraph.
73. Understanding key audit matters and other related concepts as per ISA 701.
98
74. Stating contents of auditor’s report under ISA and under Companies Act 2017 and discussing
their differences.
75. Stating penalty for noncompliance with provisions related to audit report.
Unit No.-I
1.1 Introduction: International Federation of Accountants (IFA) and International Auditing and
Assurance Standard Setting Body (IAASB)
1.2 Objectives and general principles governing an audit (ISA 200)
Unit No.-II
2.1 Responsibility for the financial statements
2.2 Auditor’s responsibility to consider fraud (ISA 240)
Unit No.-III
7.1 Legal considerations relating to appointment and removal of auditors (Section 246 to 253 of
Companies Act 2017)
7.2 erms of Audit engagements (ISA 210)
Unit No.-IV
4.1 Planning an audit (ISA 300)
4.2 Assessment of audit risks (ISA 315 and 330)
Unit No.-V
5.1 Audit Materiality (ISA 320)
5.2 Audit evidence (ISA 500)
Unit No.-VI
6.1 Audit sampling (ISA 530)
6.2 Substantive procedures (ISA 330)
Unit No.-VII
7.1 Tests of controls (ISA 330)
7.2 Analytical procedure (ISA 520)
Unit No.-VIII
8.1 Audit opinion and form of audit report under International Standards on Auditing and under
the Companies Act 2017 and Going Concern (ISA-570 Revised)
7.0 Assignments:
99

9.0 Textbooks:
1. ICAP CAF – 09 Audit and Assurance – Study Text

 ACCA – F8 Audit and Assurance (International), Kaplan Publishing, UK

 Basu, S. K., Auditing (Principles and Techniques), Pearson Publishing, India
 Gomez, C., Auditing and Assurance, Theory and Practice, PHI Learning, New Delhi,
India
 Leung, P., et al. Audit and Assurance, John Wiley and Sons, Australia
10
0

Course Title: Entrepreneurship

This course highlights the nature and importance of entrepreneurship for business development and
execution. It helps learners to develop viable business ideas and plans and helps to turn these plans
into viable business ventures. It also enables the students to refine their business strategies, raise
financial resources, and successfully operate their businesses.
 Management
 Marketing
 Human Resource Management
 Financial Management
1. Provide complete and relevant knowledge about entrepreneurship and its importance
for person, society and economy.
2. Enable students to understand the prospects to become self-employed and to be able to
generate employment.
3. Prepare students to analyze business environment and risks and embark on
opportunities.
4. Ability to develop effective business plans and be able to execute such plans.
5. Develop entrepreneurial personality and zeal among students.
1. Students will be able to think entrepreneurially.
2. Students will be able to analyze business environment and risks associated with
business endeavors.
3. This course will develop entrepreneurial skills among students like opportunities
assessment, resilience, risk taking, resource allocation, innovation and creativity.
4. It will enable students to prepare and execute business plans.
10
1

Unit-I
1.1 Foundations of entrepreneurship; Entrepreneurial traits; Entrepreneurial profile; Advantages
and disadvantages of entrepreneurship.
Unit-II
2.1 Corporate entrepreneurs; Entrepreneurs vs. intrapreneurs, Cultural diversity of
entrepreneurship, Successful and unsuccessful entrepreneurs, Entrepreneurial mistakes and
failure, Myths about entrepreneurship.
Unit-II1
3.1 Ideas to Reality - Concepts related to creativity; Innovation and Entrepreneurship; The
creative process and ways to enhance creativity.
Unit-IV
4.1 Stress and its causes. How to deal with the dark side of entrepreneurship, Models of
entrepreneurial motivation.
Unit-V
5.1 Building a powerful Entrepreneurial plan; Importance of crafting a Winning Business Plan;
Pitfalls to avoid in planning; Important elements of an entrepreneurial plan.
Unit-VI
6.1 Marketing and Feasibility plan outline. Marketing plan; Integrated marketing communications
and pricing strategies.
Unit-VII
7.1 Financial considerations and search for an entrepreneurial capital; Sources of financing.
Equity and debt considerations
Unit-VIII
8.1 Business Location; Importance of suitable location; Choosing the right location and layout for
entrepreneurial businesses.
Unit-IX
9.1 Forms of business ownership; Buying an existing business; Franchising and entrepreneurship.
Unit-X
10.1 E-Commerce and entrepreneur; Selling on web and through mobile technologies; Myths of e-
commerce.
10
2
Unit-XI
11.1 Global aspects of entrepreneurship; Conversion from local to international organizations;
Strategies for going global; International trade agreements.
Unit-XII
12.1 Strategic perspectives of entrepreneurship; Leading the enterprise; Building competitive
entrepreneurial teams.
Unit-XIII
13.1 Leadership styles and change-management; Psychological capital and entrepreneurship.
I. Lectures
II. Discussions
III. Case studies
IV. Projects and Term Papers
V. Reading Assignments
VI. Classroom Presentations.

I. Analysis of business environment of Pakistan (after unit II)
II. Innovative and creative business idea development (after unit III)
III. Development of business plan (after unit VIII)
.0 Assessment and Examinations: As per University Rules
9.0 Textbooks
1. Zimmerer, T. and Scarborough, N. M.. Essentials of entrepreneurship and small business
management. PHI Learning.
2. Kuratko, D. F. and Rao T.V. Entrepreneurship: A South Asian Perspective. CENGAGE
Learning.
10.1 Books
 Baron, R. A.. Essentials of entrepreneurship: evidence and practice. Edward Elgar
Publishing.
 Latest research papers on entrepreneurship and small businesses
 Latest reports of chambers of commerce and industries of Pakistan
10
3

Course Title: Advanced Financial Accounting–II
This course is continuation of financial accounting I and II studied in first and second semesters and
advanced financial accounting I studied in 3rd semester. As name signifies it takes students to the
advanced level of financial accounting. This course introduces students to the specialized accounts.
This course will help students learn about the consignment accounts, joint venture accounts, branch
accounts, contract and hire purchase accounts.
Financial Accounting I and II, Advanced Financial Accounting I, Business Organizations

15. Defining consignment accounts, accounting for consignment using both cost and
market-based transactions.
16. Recording transactions related to joint venture.
17. Explaining the contract accounts, preparation of accounts of complete and incomplete
contracts
18. Comprehend accounting system related to branch accounting, dependent and
independent branches.
19. Understanding accounting pertinent to Hire Purchase.

6. Define consignment accounting and prepare consignment accounts in the books of
both consignor and consignee.
7. To prepare joint venture accounts and contract accounts in accordance with the
practices prescribed by accounting standards and regulatory authorities.
8. To record transaction related to hire purchase in books of hire vendor and hire
purchaser, make installment amortization schedule, do accounting related to partial
and complete repossession of assets by hire vendor
9. Rectify the errors in recording accounting transactions and understand the concept of
capital and revenue.
10
4

Unit No.-I
1.1 Consignment Accounts
1.1.1 Introduction of consignment, Process of consignment transactions, Entries in the books of
consignor, Incomplete consignment and valuation of closing stock, Entries in the books of
consignee, const price method, invoice price method
Unit No.-II
2.1 Joint Venture Accounts
2.1.1 Introduction of Joint Venture, Characteristics, Methods of Keeping Accounts
(Separate books is kept, no separate books are kept), normal and abnormal losses, Valuation
of Closing (unsold) stock, Entries in the books of venturers.
Unit No.-III
3.1 Contract Accounts
3.1.1 Introduction, nature of contract business, Contract Accounts, Accounting for contracts
completed in same accounting period, accounting for incomplete contracts, normal and
abnormal losses
Unit No.-IV
4.1 Branch Accounts
4.1.1 Introduction, Need, types and features of branch accounting, Accounting for dependent
branches, Accounting for independent branches
Unit No.-V
5.1 Hire Purchase Accounts
5.1.1 Introduction, Accounting treatment of hire purchase transaction, Books of Hire Purchaser,
Books of Hire Vendor, Complete and partial repossession, ascertainment of fair value of
assets, interest, and installments

7.0 Assignments:

10
5

9.0 Textbooks:
Company.
4. Hanif and Mukharjee, Modern Accountancy, McGraw Hill Publishing Company, India
5. Afzal and Arif, Advanced Accounting, Azeem Academy, Lahore, Pakistan
6. Ghani, Advanced Accounting, West Pak Publishing Company, Lahore, Pakistan
Additional Readings:
2. International Financial Report Standards
**************
10
6

Course Title: Taxation Management-II

This is the second course after being the discussion of taxation management-I in semester-III.
First part is designed to know about rules and regulations regarding taxable income and
calculation of taxable liability of non-salaried persons, association of persons and companies.
Second part is about the concepts/terms/definitions of Sales Tax Act 1990. Rules regarding
Sales Tax registration, Sales tax returns, output tax and input tax adjustments and practical
demonstrations regarding calculation of sales tax liability are also the strengths of this course.
This course may help the students who want to become tax practitioners as their professional
career.
Taxation management-I
5. To understand the income tax rules and to provide calculations regarding taxable
income and income taxable liability of non-salaried persons, association of persons
(AOP) and companies.
6. To understand Sales Tax Laws in Pakistan
7. To understand rules and regulations regarding sales tax liability.
4. This course would help the students to know about the calculation procedure of
taxable income and income tax liability for non-salaried persons, association of persons
and companies.
5. The students would be able to understand the sales tax registration, sales tax returns
and practical demonstration of sales tax calculations.
6. This course may help the students who want to become tax practitioners as their
professional career.
Unit-I
1.1.1 Computation of Income from Business -Assessment of Non-Salaried Individuals,
Association of Persons (AOP) and Company
1.1.1 Assessment of Non-Salaried Individuals, AOP and Company based on different heads of
income under Income Tax Ordinance 2001. Practical Problems of the above-mentioned
persons.
Unit-II
2.1.1 Sales Tax Act 1990
10
7
2.1.1 History of Sales Tax Act, Scope of Sales Tax Laws, Components of Sales Tax Laws.
Unit-III
3.1 Definitions of Terms (Section2)
3.1.1 Importance of understanding definitions of Sales Tax Laws.
3.1.2 All the definitions given under section 2 of sales Tax Act 1990 (updated).
Unit-IV
4.1 Registration
4.1.1 Understanding the term registration under the Sales Tax Act 1990, Requirement of
Registration, Applicability of Rules, Application for Registration, Attachments to the
Application.
4.1.2 Types of Registrations, Temporary Registration, Compulsory Registration, Change in the
Particulars of Registration, Transfer of Registration, De Registration, Black Listing and
Suspension of Registration
Unit-V
5.1 Furnishing of Sales Tax Returns
5.1.1 Understanding, Features types and Scope of Sales Tax Returns under Sales tax Act 1990.
Unit-VI
6.1 Offences and Penalties
6.1.1 Offences, penalties, fines and allied matters, appointment of Special Judges for Trial of
Offences, Trial of Offences by Special Judge, Appeal against the Order of Special Judge,
Power to Arrest and Prosecute, Powers to Summon Persons to Give Evidence and Produce
Documents in inquiries, Officers Required to Assist Officers of Inland Revenue
Unit-VII
7.1 Appeals
7.1.1 Powers of the Board, Commissioner to Call for Records, Appeals to Commissioner,
Appeals to Appellate Tribunal, Features of Appeal to the Appellate Tribunal, References
to High Court, Alternative Dispute Resolution
Unit-VIII
8.1 Illustrations and Practical Problems and Sales Tax Returns
8.1.1 Illustrations, Practical Problems and Practical Filing of Returns

1. Lectures
2. Handouts
3. Group Discussions
4. Classroom Presentations
5. Projects and Term Paper
6. Quizzes
7. Case Study, Reading Assignment
7.0 Assignments
7.1.1 Assignment regarding applicability of sales tax rules/return will be given after midterm
examination.
10
8
7.1.2 Two quizzes will be taken from midterm course contents and 2 quizzes will be taken from

10.0 Textbooks (Latest Editions)

4. Mughal, M. M. Income Tax: Principles and Practice, Syed Mobin Mahmud and Co,
Lahore.
5. Mughal, M. M. Sales Tax, Syed Mobin Mahmud and Co. Lahore.
6. ICAP. CAF-06 Principles of Taxation
7. Hussain, M. M. Synopsis of Taxes in Pakistan, IBP Publications.
10.2 Books
1. Govt. of Pakistan, Income Tax Ordinance 2001, Sales Tax Act 1990 and relevant laws.
2. Naqvi, R. I. Income Tax Law. Taxation House, Lahore.
3. Saeed, K. A. Income Tax Law with Practical Problems, Accountancy and Taxation
Services Institute, Lahore.
4. Baig, L. Income Tax Law, Ghazanfar Academy, Karachi.
www.fbr.gov.pk
10
9

Course Title: ERP in Business and Commerce

The basic objective of this course is to familiarize student with ERP like computerized accounting,
financial software’s, its functions, operations and reporting. This course enables a student to
understand accounting functioning in a modern world through ERP. This course also builds
foundations for management reporting with new technologies as per market requirement for finance
professionals.
Computer Applications in Business
Financial Accounting
System Requirements
SAP Server with Installation, and proper lab with specific requirement of computers with local area
networking (LAN) and Wide Area networking (WAN)
System specification for SAP users will discuss separately with System Engineers or Lab In charge

1.1 Overview of Different ERP’s
1.2 SAP ERP Implementation Methodologies
1.3 Advantages of SAP business One
1.4 Administration Control
1.5 Administration Control – Data Export
1.6 Administration Control – Data Utilities
1.7 Financials- Master Setup
1.8 Financials- Assets Master Data
1.9 Financials – Supplier
1.10 Financials – Customer
1.11 Financials- Journal
1.12 Financials- Journal Setup and Transaction
1.13 Financials- Budget Setup
1.14 Sales /AR Module – Sales Order Generation
1.15 Sales /AR Module – AR Receipt generation and Payment Process
Lectures, Handouts, Group discussions, Classroom presentations, Projects and term paper, Quizzes.
Case study, reading assignment
11
0
9.0 Textbooks
10.1 Books
18. SAP Business One-FICO
11
1

Course Title: Business Management

Course Code: BSC- 301 Credit Hours: 03
Program: BS Accounting and Taxation Semester: III

Business organizations are becoming more and more complex in their structures, functions, and
operations. In this context, it is imperative to understand how business organizations are managed to
ensure efficiency and effectiveness. This course provides a basic overview of principles of
management in this regard.
2.0 Pre-Requisites Course or Other Requirements/Skills:
BSAT-102 Accounting, Business, and Society
1. Understanding scope and functions of business management
2. Learning to conduct external and internal strategic analysis
3. Understanding organizational and cultural factors within the scope of business management
4. Understanding organizational behaviors and their implications for business management
Management and Introduction to Management, Importance, Managerial Levels,

Organizations
Management Functions, Management Roles, Management Skills
11
2
History of Industrial Revolution, Scientific Management, General
Management Thought
Administrative theories, Quantitative Approach to management,
Behavioral Approach, Systems Approach, Contingency
Approach, Current Trends (Diversity, Entrepreneurship, Ethics,
Social Responsibility, Knowledge Management, Quality
Management). Organizational Culture and Environment,
Managing in a global Environment.
Planning Introduction, Importance, Types of plans, Establishing goals,
decision making process, planning tools (environment scanning,
forecasting, benchmarking, budgeting, scheduling)
Organizing Introduction to organizations, organizational structure, elements
of organizational structure, organizational design. Organizational
culture and its ingredients
Leading Understanding groups, group development, group structure,
groups vs. teams, motivation, early theories of motivation
(Maslow, Herzberg, McGregor’s), and introduction to leadership.
Introduction to control, importance of controlling for
Controlling organizations, the control process,
11
3
Weekly Lecture Plan
Weeks Topics OBJECTIVE

ST WEEK
1 Management and Organizations: why managers are important, To develop
who are managers and where they do work? What do managers conceptual skills
do? Management functions, Mintzberg’s Roles and management so that students
skills, Why study management? Concept of Universality of are able to
management, How is manager’s job changing today? integrate
2ND WEEK Management History: Industrial Revolution, Scientific previously learned
Management, General Administrative theories, Quantitative aspects of
corporations.
Approach to management, Behavioral Approach, Systems
To develop a
Approach, Contingency Approach, Current Trends: Diversity,
better
Entrepreneurship, Ethics, Social Responsibility, Quality
understanding of
Management
the present and
3RD WEEK Organizational Culture and Environment: Omnipotent and
future
symbolic views of management, components of external
environments in
environment, how environment affects managers, organizational
which
stakeholders, why manage stakeholders relationship?
corporations must
Organizational culture and its dimensions, strong v/s. weak
function To
culture, sources of organizational culture, how employees learn
develop analytical
culture, how managerial decisions affected by culture, Current
and decision
issues: creating an innovative culture, ethical culture, creating a
making skills for
customer responsive culture, work place spirituality
dealing with
4TH WEEK Managing in a global Environment: understanding the global
complex
environment, different types of international organizations, how
conceptual
organizations go international?
problems in an
5TH WEEK Managing diversity: what is work place diversity? Why it’s ethical manner
important to manage diversity? Types of workplace diversity,
challenges in managing diversity, workplace diversity initiatives
6TH WEEK Managing social responsibility and ethics: what is social
responsibility? Green management and sustainability, managers
and ethical behavior and its factors, ethics in an international
context, encouraging ethical behavior, social responsibility and
ethics issues in Today’s world
7TH WEEK Overview of the covered course/ Quiz Revision
8TH WEEK PRESENTATIONS Student’s
evaluation, how
they perceive the
subject. building
confidence level
of students
MID TERM EXAMINATION
TH WEEK
9 Planning; managers as Decision Makers: Decision making process, To develop a
managers making decisions, types and conditions of decision framework of
making, decision making styles, effective decision making in analysis to enable
today’s world students to
10TH WEEK Foundations of planning: what and why of planning, goals and identify central
Hailey College of Commerce BS Commerce, 2021
plans and their types, approaches of goal setting and plan issues and
development, planning tools (environment scanning, forecasting, problem in
benchmarking, budgeting, scheduling), contemporary issues in complex,
planning, concept of strategic management comprehensive
11TH WEEK Organizing; basic organizational Design: designing organizational case; to suggest
structure (work specialization, departmentalization, chain of alternative course
command, span of control, centralization and decentralization, of action; and
formalization) present well
supported
recommendations
for future action
12TH WEEK Mechanistic and organic structure, contingency factors affecting

structural choice , an overview of traditional organizational
designs,
Managing teams: groups and group development, work group
performance and satisfaction, turning groups in effective teams,
current issues
13TH WEEK Leading: Motivating Employees: what is motivation? Early and
contemporary theories of motivation ((Maslow, Herzberg,
McGregor’s, goal setting, reinforcement, equity), managers as
leaders.
14TH WEEK Controlling: what is controlling and why is it important? What is
organizational performance? Measures of organizational
performance and tools of measuring organizational performance
15TH WEEK Overview of the covered course/ Quiz Revision
16TH WEEK PRESENTATIONS Student’s
evaluation, how
they perceive the
subject. building
confidence level
of students
FINAL TERM EXAMINATION
Unit-I: Basics of Business Management

1.1 Management and leadership, their nature and scope
1.2 Leader vs. manager
1.3 Role of managers enunciated by Henry Mintzberg
1.4 Functions of Management: Planning, organizing, leading, and controlling
1.5 Role and skills of management
1.6 Managerial levels: roles, skills and hierarchy
Unit-II: Classical Approaches to Management
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2.1 Principles of scientific management by Fredrick Taylor
2.2 Management principles by Fayol and Urwick
2.3 Theories of management by Weber, Rosemary, Stewart, and Elton Mayo
2.4 Theories of management by Peter Drucker, Rosabeth Moss Kanter, and Mintzberg
2.4 Criticism on scientific management and classical theory
2.5 Bureaucratic organization and its critique
Unit-III: Behavioral and Management Science Approach
3.1 Hawthorne experiments on human relation approach, their significance and implications for
management
3.2 implications of experiments for management and organizational behavior
3.3 theory X, theory Y, and theory Z for their implications and differences
3.4 Operations research in business sciences
3.5 Management skills relating to time and stress management, innovation, creativity,
communication, mentoring and leadership
Unit-IV: External Factors and Business Management
4.1 Direct and indirect interactive forces including political, legal, health, and safety and
consumer protection forces that may affect organizational environment
4.2 Implications of external factors for business
4.3 Social, demographical, ecological, and competitive factors impact business environment
4.4 PESTEL
4.5 Competitors, supplier, labor, customers, and other external stakeholders
Unit-V: Organizational Structure
5.1 Mission and vision of an organization, nature of organizational structure and different types
of organizations
5.2 Different stakeholders of business
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5.3 Organizational structures and their salient features: matrix, functional, divisional, virtual
5.4 Contingency theory of organization structure: Burns and Stalker mechanistic and organic
structure, Mintzberg’s five building blocks for organizational configuration with examples of
six organization configuration
5.5 Pros and cons of different organizational structure
Unit-VI: Organizational Change and Change Management
6.1 External forces creating changes in the performance of organizations
6.2 Change and process of change, and forms of reaction to change
6.3 Managing strategic change: change management, change levers, and management skills
6.4 Approaches to change management: Lewin’s force field analysis, Lewin’s three step
approach, the change agent, Gemini 4 Rs and Mckinsey’s 7s approach
Unit-VII: Organizational Culture
7.1 Organizational culture and its different levels with examples
7.2 Different types of cultures and their efficacies in context of organizational performance
Unit-VIII: Perception and Attitude
8.1 Perception and its process, and it’s their affect
8.2 Differentiate between sensation and perception
8.3 Understanding perceiver (internal factors) and perceived (external factors), their
characteristics that affect perceptual selectivity
8.4 Perceptual problems/ distortions in dealing with other people like stereotyping and halo
effect etc.
8.5 Attitude, its components, with reference to organizational culture
8.6 Differences between cognitively based attitudes and affectively based attitudes
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8.7 Difference between implicit and explicit attitudes
8.8 Cross cultural differences in the bases for attitudes
8.9 Relationship between attitude and behavior
Unit-IX: Job Satisfaction and Stress
9.1 Meaning and outcomes of job satisfaction
9.2 Means to enhance satisfaction
9.3 Stress and its causes
9.4 General categories of stressors or triggers of job stress that affect performance
9.5 Consequences of stress and strategies to cope up with stress
Unit-X: Motivation, Organizational Justice, and Theories
10.1 Understanding motivation with examples
10.2 Maslow need hierarchy model, its strengths and weaknesses
10.3 Herzberg’s two factor theory and its criticism
10.4 McClelland’s theory of needs and difference between intrinsic and extrinsic motives
10.5 Goal setting theory, its dimensions, its mechanism, and how to set effective goals and
related problems in goal setting
10.6 Self-efficacy: high and low self-efficacy
10.7 Law of effect, concept of reinforcement: positive and negative reinforcers
10.8 Organizational justice and its three components: distributive, procedural, and interactional
10.9 Equity theory and its implications
10.10 Vroom’s expectancy theory, its three elements: expectancy, instrumentality, and valence
Unit-XI: Leadership and theories
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11.1 Leadership, its styles: free rein, engaging, participative, task oriented, and autocratic
11.2 Different theories of leadership: trait theories, Blake and Mouton theory, situational and
contingency theories
11.3 Tannenbaum and Schmidt’s continuum model of leadership styles
11.4 Principles and need for adaptive change
11.5 Roles, skills and activities of leadership
Unit-XII: Group Dynamics and Team Work
12.1 Teams and groups, scope and differences
12.2 Individual and group behavior at work, formal and information group behavior
12.3 Balance theory of group formation
12.4 Concept and stages of team formation, team roles and performance of effective and
ineffective teams
12.5 Stages of group development, factors affecting group cohesiveness
12.6 Making teams more effective
Unit-XIII: Conflict and Negotiation
13.1 Conflict, its types and resolution process
13.2 Intergroup and individual level conflicts
13.3 Pros and cons of conflict in organization
13.4 Intra-individual conflicts with model of frustration
13.5 Physical, psychological and behavioral problems that occur due to conflict
13.6 Negotiation, its various stages and skills for effective negotiations
13.7 Role of mediators, arbitrators, conciliators, and consultants
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13.8 Low risk and high risk techniques of negotiation
Lectures, discussions, presentations, quiz & assignments
6.0 Assignments:
Sessional Mid-Term Final Examination
25 % 35 % 40 %
Quizzes and Tests,

Assignment and
Presentations, Attendance, Written Paper Written Paper
Class Participations and
Discipline etc.
8.0 Textbooks:
1. CAF-04 Business Management and Behavioural

studies by ICAP
2. Daft, R. L., & Marcic, D. (2016). Understanding
management. Cengage Learning.
3. Robbins, S. P., & Coulter, M. (2017). Management
13E. Pearson India.
4. Robbins, S. P. (2021). organizational-behavio.
119 of 400

Course Title: Business Research Methods

There is now an increased emphasis on the relationship between the scientific and the pragmatic
approaches to research, while the key concepts are explored and applied to real-life research in
the business scenario. This course helps to explain and understand the principles and practices
of using a systematic, organized method for solving problematic issues in business organizations.
Moreover, this course is designed to help students view research from the perspective of
management, through the entire business research process. The course is organized into six main
themes—Introduction, Defining the Management and the Research Problem, Theory, Collecting
Information, Drawing Conclusions, and Writing and Presenting the Research Report— that will
enable the students to develop the skills and knowledge required to successfully create, conduct,
and analyze a research project.
This is an introductory (prerequisite) course in Research Methods in Business and the first in a
series of required core courses for the BS Commerce Program
The following objectives are set for the course:
1. The students should be able to acquaint themselves with what is research and
why it is needed in business.
2. The students should learn the steps of the research process.
3. The students should be able to write a research report.
After the completion of this course the students should be able to:
1. Understand the steps involved in the research process.
2. Be able to conduct a research and prepare a research report.

Unit-I
1.1. Introduction
1.1.1. What is research?
1.1.2. Understanding the nature
1.1.3. Approaches in Research
1.1.4. Classification of Research
1.1.5. Prelude to Research
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1.2. Research
1.2.1. Definitions
1.2.2. Types of Research
1.2.3. What is a Good Research?
1.2.4. Factors of Research
1.2.5. Types of Data
1.2.6. Why Research is conducted?
1.2.7. Characteristics of Research
1.2.8. Elements of Scientific Research
1.2.9. Guidelines of Scientific Research
1.2.10. Important points regarding business research
1.2.11. Application of business research in business settings
1.2.12. Peculiarities in business research
1.2.13. Characteristics of business research
1.2.14. The element of scientific method in business research
1.2.15. Major kinds of business research.
1.3. Knowledge --- Knowing the Unknown

1.3.1. Methods of knowing
1.3.2. Basic characteristics of scientific method
1.3.3. The role of knowledge
1.3.4. Forms of knowledge
1.3.5. Basic tools of acquiring knowledge
1.4. Need and Necessities of Research—By managers and organizations

1.4.1. Steps to improve decision-making
1.4.2. Decision-making Process
1.5. Research and Managers

1.5.1. Why should a manager know research?
1.5.2. The manager---researcher relationship
1.5.3. Internal Researchers
1.5.4. External Researchers
1.6. Utility of Research process in Business

1.6.1. Accounting
1.6.2. Finance
1.6.3. Marketing
1.6.4. Management
1.7. Hypothetico-Deductive Model

1.7.1. The Process of Deduction
1.7.2. Observation
1.7.3. Essential Elements of HD Model
1.7.4. Utility of HD Model
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1.8. Research Ethics
1.8.1. What is ethics?
1.8.2. General Ethical Values
1.8.3. Basic Values
1.8.4. Types of Ethics
1.8.5. Questionable Research Practices (QRP)
1.8.6. Ethical Guidelines For Research Practices
1.8.7. Ethics in Business Research
1.8.8. Parties involved in Research
1.8.9. Rights and Obligations of Concerned parties
1.9. The Research Process for Applied and Basic Research

Unit-II
2.1. The Broad Problem Area and Preliminary Data Gathering
2.1.1. Nature of Data to be Gathered
2.1.2. Literature Review (Purpose, a good review
2.1.3. Problem Definition
2.2. Theoretical Framework and Variables

2.2.1. Definition
2.2.2. Kinds/ Types Of Variables
2.3. Hypothesis
2.3.1. Definition
2.3.2. Types of Hypothesis (directional, non-directional, null and alternate)
2.3.3. The Role of Hypothesis
2.3.4. What is a Good Hypothesis?
2.3.5. The steps Involved in Hypothesis Testing
2.3.6. Criteria of a Useable Hypothesis
2.4. Research Design

2.4.1. Definition of research design
2.4.2. Issues in Research Design
2.4.3. The Purpose of the Study
2.4.4. Type of Investigation
2.4.5. Extent of Research Interferences
2.4.6. Study Setting
2.4.7. Unit of Analysis
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2.4.8. Time Horizon
2.5. Operational Definition

2.5.1. Definition of Operational Definition
2.5.2. What is Operationalzing?
2.5.3. Why Operationalizing?
2.5.4. Steps Involved in Operationalizing
2.5.5. Operationalizing The Concept Of “Learning”
2.5.6. Breaking Dimensions Into Elements
2.5.7. What An Operational Definition Is Not?
2.5.8. Measurement
2.5.9. Measurement Problems
2.5.10. Scales (nominal, ordinal, interval and ratio)
2.5.11. Use of different scales
2.5.12. Ratio Scale The Most Powerful Among All Scales
2.5.13. Scaling For Various Cultures
2.6. Scaling, Validity and Reliability

2.6.1. Definition
2.6.2. Rating Scale and its types
2.6.3. Ranking Scale and its types
2.6.4. Goodness of Measures (reliability and validity)
2.6.5.Recovering from the effects of failure
2.7. Sampling
2.7.1. Sampling Process
2.7.2. Key Terms
2.7.3. Sampling Design Selection
2.7.4. Major Sampling Designs
2.7.5. Types of Sampling Design
2.7.6. Issues of Precision and Confidence in Determining Sample Size
2.7.7. What do precision and confidence mean?
2.7.8. Tradeoff Between Confidence and Precision
2.7.9. Rules for Determining Sampling Design
2.7.10. Efficiency in Sampling
2.7.11. Factors Affecting Sampling Size Designs
2.8. Data Collection Methods
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2.8.1. Purpose
2.8.2. Environment
2.8.3. Ethics in data collection\Choice of Method
2.8.4. Plan for Data Collection
2.8.5. Methods
2.8.6. Credibility/ Rapport
2.8.7. Interview
2.8.8. Questionnaires
2.8.9. Survey
2.8.10. Observation
2.8.11. Cross-cultural Research
2.9. Goodness of Measure

2.9.1. Reliability
2.9.2. Validity
2.10. Research Report/ Written Report

2.10.1. Definition
2.10.2. Contents/ Modules
2.10.3. Importance of a Research Report
2.10.4. Purpose of Report
2.10.5. Characteristics of A Good Report
 Class Lectures,
 Assignments,
 Presentations,
 Group discussions,
7.0 Assignments- Types and Number with the calendar

Write 5 problem statements relating to business issues then identify and Week 4
label the variables.
Develop hypotheses for the problem statements. Week 8
Operationalize the concept of “Stress” and identify its dimensions and Week 10
elements.
Develop a survey instrument and gather data. Week 12
Test reliability and validity of the data. Week 14
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Write a research report of a topic selected earlier for data was gathered. Week 16
Sessional Quizzes and Tests, Assignment and Presentations, Attendance,
Class Participations and Discipline etc. 25 %
9.0 Textbooks
1. Sekaran, U. “Research Methods for Business”7th Edition

10.1 Books
1. . Cooper, D. R.. “Business Research Methods”12th Edition.
2. . Zikmund, W. G. “Business Research Methods”,7th Edition
125 of 400
Course Title: Financial Management
This is an introductory course and first in the series of finance courses. After studying this
course, the students would be able to develop a basic understanding of financial decision making
by a financial manager in a business organization. This course will also provide the students to
learn about financial markets mechanism, cash flows of business firms, financial planning and
budgeting. The students would also be get benefited to know about the various techniques of
financial statements analysis and its application for business decision making. To learn about the
application of time value of money concept and its practical problems is also important for a
finance learner. The students would also know about working capital management. Current
assets and current liabilities management and its impact on liquidity and profitability.

 Financial Accounting, Money and Banking, Business Mathematics
1. To learn about financial markets mechanism, cash flows of business firms.
2. To Know and learn about financial planning and budgeting process.
3. To learn about the application of time value of money concept and its practical
problems.
4. To know about working capital management, Current assets and current liabilities
management and its impact on liquidity and profitability.

1. This course will provide the students to learn about financial markets mechanism,
cash flows of business firms, financial planning and budgeting.
2. The students would be able to learn about the application of time value of money
concept and its practical problems.
3. The students would also know about working capital management, Current assets
and current liabilities management and its impact on liquidity and profitability

Unit-I
1.1 Introduction to Financial Management
1.1.1 Introduction to financial management, significance of financial management,
relationship with other fields, career opportunities in financial management. Financial
management and goal of a business firm, agency problem, corporate governance,
corporate social responsibility, ethics and firm’s goal, role of financial manager in a
business firm.
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1.1.2 Financial environment and financial markets, financial intermediaries, financial
brokers, allocation of funds in the economy and interest rate fundamentals.
Unit-II
2.1 Financial Statements Analysis
2.1.1 Financial reporting, users of financial statement analysis, ratio analysis, common size
analysis (vertical analysis), comparative analysis, trend analysis and index analysis
(horizontal analysis). Types of comparisons.
2.1.2 Liquidity Ratios, understandings and decision making by using current ratio, acid test
ratio, cash ratio etc.
2.1.3 Debt Ratios/Solvency/Gearing Ratios, its understanding and decision making by using
debt ratio, debt/equity ratio, interest coverage ratio etc.
2.1.4 Activity/turnover/efficiency Ratios and its application in decision making.
2.1.5 Profitability Ratios and decision making by using these ratios.
2.1.6 Market Ratios and their uses in decision making.
2.1.7 Limitations of ratio analysis.
Unit-III
3.1 Financial planning, forecasting and budgeting
3.1.1 Concept, need and importance of preparation of cash budget and budgeted financial
statements, master budget, zero base and incremental budgeting concepts, estimating
sales and concept for preparation of cash budget.
3.1.2 Pro-forma income statement and statement of financial position, methods for
preparation and practical use of these financial statements.
3.1.3 Sensitivity and scenario analysis in cash budget and pro-forma financial statement.
Unit-IV
4.1 Time Value of Money
4.1.1 Introduction, simple interest and compound interest concepts, time line, compounding
and discounting.
4.1.2 Calculation of future value and present value of single amount, annuity and mixed
stream. Calculation of present value of perpetuity.
4.1.3 Amortizing loan, deposits to accumulate some future sum, finding missing rate of
return and time periods.
4.1.4 Nominal and effective interest rates concepts.
4.1.5 Practical problems relating to the above-mentioned concepts, calculating future and
present value by using spread sheet.
Unit-V Working Capital Management
5.1.1 Working capital overview and its practical importance, gross and net working capital,
positive and negative working capital concept, its relationship with liquidity and
profitability.
5.1.2 Cash and marketable securities management, accounts receivable management
managing credit policy, collection policy, credit selection and credit standards, cost
benefit analysis and decision making.
5.1.3 Inventory management, techniques for managing inventory in a business firm, ABC,
EOQ, evaluating bulk purchase and EOQ purchase, just in time methods for
managing inventory.
5.1.4 Accounts payable management in a business firm. Evaluating discount offering by the
suppliers of merchandise and cost of giving discount, managing other payables and
accruals.
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 Lectures
 Handouts
 Quizzes
7.0 Assignments
7.1.1 Financial Statement analysis of various companies’ annual reports which are listed on
Pakistan Stock Exchange.
7.1.2 Two quizzes will be taken from midterm course contents and 2 quizzes will be taken
from final term course contents.
11.0 Textbooks
8. Gitman L.J., Principals of managerial finance, 14th/Latest edition, Pearson
Education.
9. Van Horne J.C., Fundamentals of financial management, Latest edition, Pearson
Education.
10.3 Books
 Campsey B.J., Brigham Eugene F., Introduction to financial management, Latest
edition.
 Keown Arthur J, Scott David F., Martin John D, Basic financial management,
Latest edition.
 Maxwell, Macmillan, Fundamentals of financial management, Latest Edition.
 Brigham Eugene F., Ehrhardt Michael C. Financial Management theory and
practice. Latest Edition.
 The Economist
 Charted Financial Analyst Journal
 The Financial Times
 Business Recorder
 The Financial Daily
*********
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Course Title: Principles of Marketing

This course highlights the essentials of marketing process for contemporary business
organizations. It enables the students to comprehend marketing theories and practices. Elements
of the marketing mix and strategic marketing management topics will also be examined. It also
helps learners to refine their skills and successfully manage marketing operations of a business.

Essentials of Business
Principles of Management

1. provide complete and relevant knowledge about business marketing process
including marketing mix (product, price, place and promotion).
2. introduce the participants to the basic concepts and principles of marketing and to
provide an understanding of the marketing environment.
3. enable students to understand the prospects to become efficient marketer.
4. prepare students to develop creative and innovative business products, pricing
strategies, location strategies, and promotion plans.
5. to perceive the importance and role of marketing for firms and how marketing
activities of businesses are formulated and implemented.
1. students will be able to understand basic marketing theories and practices.
2. students will be able to analyze business environment and role of marketing for
firms.and how marketing activities of businesses are formulated and
implemented.
3. this course will develop marketing skills among students like development of
products, pricing strategies, location strategies, and promotion strategies.
4. it will enable students to prepare and execute marketing plans and polices.
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Unit-I
1.1 Creating and Capturing Customer Value, Understanding the Marketplace and Customer
Needs, Designing a Customer-Driven Marketing Strategy, Preparing an Integrated
Marketing Plan and Program
Unit-II
2.1 Building Customer Relationships, Capturing Value from Customers
Unit-II1
3.1 Company and Marketing Strategy Partnering to Build Customer Relationships,
Companywide Strategic Planning: Defining Marketing’s Role, Designing the Business
Portfolio
Planning Marketing: Partnering to Build Customer Relationships
Unit-IV
4.1 Marketing Strategy and the Marketing Mix, Managing the Marketing Effort
Unit-V
5.1 Analyzing the Marketing Environment, The Company’s Microenvironment, The
Company’s Microenvironment, Responding to the Marketing Environment
Unit-VI
6.1 Customer-Driven Marketing Strategy Creating Value for Target Customers, Market
Segmentation, Market Targeting, Differentiation and Positioning
Unit-VII
7.1 New-Product Development and Product Life-Cycle Strategies, New-Product
Development Strategy, The New-Product Development Process, Managing New-Product
Development, Product Life-Cycle Strategies, Additional Product and Service
Considerations
Unit-VIII
8.1 Consumer Markets and Consumer Buyer Behavior, Model of Consumer Behavior,
Characteristics Affecting Consumer Behavior, Types of Buying Decision Behavior, The
Buyer Decision Process, The Buyer Decision Process for New Products
Unit-IX
9.1 Pricing, Customer Perceptions of Value, Company and Product Costs, Other Internal and
External Considerations Affecting Price Decisions
Unit-X
10.1 Pricing Strategies, New-Product Pricing Strategies, Product Mix Pricing Strategies, Price
Adjustment Strategies, Price Changes
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Unit-XI
11.1 Promotion Strategies, Advertising and Public Relations, Direct Marketing Model, Online
Marketing, Public Policy issues in Online Marketing

 Lectures
 Discussions
 Case studies
 Projects and Term Papers
 Reading Assignments
 Classroom Presentations.

1 – Review of contemporary marketing practices in Pakistan (after unit IV)
2 – Development of marketing strategies for a small business and for a large scale business (after
unit X)
9.0 Textbooks
1. Kotler, P., Armstrong, G. and Lloyd, H. Principles of Marketing. New Jersey: Prentice
Hall.
10.1 Books
Porral, C., and Stanton, J. Principles of Marketing. Essic Editorial.
1. Journal of Marketing Research
2. Harvard Business Review
3. Market Research Pakistan (Euromonitor International)
4. Pakistan Social Marketing Reports (Socialbakers Monthly Regional Reports)
Note:
1. It is preferable to use latest available editions of books. Mention the publisher and
year of publication.
2. The References/ bibliography may be in accordance with the APA 7th Edition.
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Course Title: Logic and Critical Thinking

1. The purpose of this course is to provide knowledge on critical thinking and
concepts that are suitable for Business and Commerce Students. The topics
covered in this introductory course can be employed in all disciplines of
commerce like finance, marketing, accounting etc. The course accompanies
learning and practicing logic in marketing and business.

Unit No.-I
1.1 Introduction of philosophy
1.1.1 What is Philosophy, branches of philosophy, Epistemology, metaphysics, axiology
(students will be able to understand basic concepts of philosophy)
Unit No.-II
2.1 Nature of Logic:
2.1.1 What is logic, propositions, Arguments, Deduction and Induction, Truth and validity.
(students will be able to distinguish between truth and validity and basic terminology of
logic)
Unit No.-III
3.1 Categorical propositions:
3.1.1 Theory of Deduction, Classes and Categorical propositions, Kinds of categorical
Propositions, Quality, Quantity, and Distribution, The traditional Square of opposition,
conversion, obversion, Contraposition, Existential import and interpretation of
Categorical propositions.
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(students will be able to how they can convert their reasoning during any dealing in
business)
Unit No.-IV
4.1 Categorical Syllogisms:
4.1.1 Standard-Form Categorical Syllogism, The formal Nature of syllogistic Arguments, Venn
Diagram Technique for testing Syllogisms, Syllogistic Rules and Syllogistic Fallacies,
Exposition of the 15 valid Forms of the Categorical Syllogism.
(Students will be able to understand the different syllogistic fallacies)
Unit No.-V
5.1 Symbolic Logic:
5.1.1 Modern logic and its Symbolic Language, Value of special Symbols, Symbols for
Conjunction, Negation, and Disjunction, Conditional statements, The precise Meaning of
“ Invalid” and “Valid”, Testing Argument Validity on Truth Table, Statement Forms and
Material Equivalence, Logical Equivalence, The Three Laws of Thought.
(students will be able differentiate between valid and invalid thought truth table)
Unit No.-VI
6.1 The Context of Arguments:
6.1.1. Critical Thinking
6.1.2 Disagreement, and Controversy, Aims of Critical thinking, Uses of language,
Challenging Premises, Competing Arguments, Applications,
(Students will be able to use language. Very important in business context )
Unit No.-VII
7.1 Informal Fallacies:
7.1.1 What is fallacy, formal and informal Fallacies of Ambiguity, Fallacies of Presumption,
and Fallacies of Irrelevance., fallacy of irrelevance.
Unit No.-VIII
8.1 Science and Hypothesis:
8.1.1 Value of Science, Explanation: Scientific and Unscientific, Evaluation of scientific
Explanation, Crucial Experiments and Adhoc Hypothesis, Classification of Hypothesis.
Unit No.-IX
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9.1 Truth Trees

9.0 Textbooks
1. Copi, Irving,M. Introduction of Logic,12th ed. New york: MacMillan, n.d
2. Huxley, Patrick, J. A Concise introduction to Logic,8th ed Wadworth/Thomoson
Learning 10 Davis:Belmont,USA
10.1 Books
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Course Title: Banking Laws and Practice

This course aims to provide an understanding of history of banking since inception. It also
explains the banking laws and its historical perspective as well as contemporary banking laws in
Pakistan. Moreover, banking practices in the recent age is the central tenet of this course to
educate the young professionals for better understanding of the banking sector. This course also
covers emerging trends and cotemporary research in the banking sector to address the prevailing
banking streams i.e., conventional banking and Islamic banking.

It requires basic understanding of business and commerce in addition to accounting, quantitative
techniques, and business/corporate laws.

1. Understanding of banking industry and its role in the economy
2. Learning of Banking laws and its legislation process
3. Banker-customer relationship and types of accounts offered by banks (personal accounts
and institutions accounts).
4. An insight of Banking practices and regulatory requirements in Pakistan
5. Emerging trends and issues in the banking sector

 Basic understanding of banking industry, its emergence/evolution and role in the
economy
 To have an orientation about banking laws and its application in different regimes
 To understand banking practices and regulatory compliance in Pakistan
 To know the emerging trends and patterns in the banking sectors due to changing needs
(social, economic, or technological)
Unit-I
1.1 Banking History
1.1.1 Inception and evolution of banking
1.1.2 Role of Bank
1.1.3 Pakistani banking sector,
1.1.4 Banking developments in Pakistan,
Unit-II
2.1 Banks and Financial Markets
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2.1.1 Role of Bank in financial markets
2.1.2 IPO and banking system
2.1.3 Financial environment and banking system of Pakistan
Unit-III
3.1 Types of Banks and Financial Institutions
3.1.1 Types of banks
3.1.2 Central Bank and its functions
3.1.3 Pakistani banking sector
Unit-IV
4.1 Interest Free Banking (Islamic Banking)
4.1.1 Interest-free Banking (Islamic Banking)
4.1.2 Difference between Islamic and Conventional Banking
4.1.3 Prohibition of Interest in Islamic Banking
4.1.4 History of Islamic Banking in Pakistan
4.1.5 Islamic Banking Contracts/Products
4.1.6 Functions of Islamic Bank
Unit-V
5.1 Banking Laws in Pakistan
5.1.1 Contract Act 1872
5.1.2 Negotiable Instrument Act 1881
5.1.3 The Banker’s Book Evidence Act 1891
5.1.4 Foreign Exchange Act, 1947
5.1.5 State Bank of Pakistan Act, 1956
5.1.6 Banking Companies Ordinance, 1962
5.1.7 Nationalization of Banks Act, 1974
5.1.8 Financial Institutions Finance (Recovery) Ordinance 2001
5.1.9 Anti-Money Laundering Act, 2010
Unit-VI
6.1 Requirements of Banking Companies Ordinance 1962 (Revised)
6.1.1 Preliminary
6.1.2 Banking business
6.1.3 Winding up of banking business
6.1.4 Banking Mohtasib
6.1.5 Miscellaneous
Unit-VII
7.1 Funds of Banks (Sources and Utilization)
7.1.1 Internal sources
7.1.2 External sources
7.1.3 Funds utilization by banks
Unit-VIII
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8.1 Operations and Products of Banks
8.1.1 Fund based operations products.
8.1.2 Non-fund-based operations and products
8.1.3 Agency services
8.1.4 General services
Unit-IX
9.1 Bank Customers (Retail/Individual)
9.1.1 Bank, banking company and customer
9.1.2 Functions of bank
9.1.3 Banker-Customer relationship
9.1.4 Right and duties of banker and customer
9.1.5 Personal accounts
Unit-X
10.1 Bank Customers (Corporate/Institutional)
10.1.1 Legal requirements to open a bank account.
10.1.2 Accounts of institutional customers (corporate entities)
Unit-XI
11.1 Cheques and Types of Checks
11.1.1 Cheque and essentials of cheque
11.1.2 Reasons for Dishonor/bounce of cheque
11.1.3 Remedies regarding dishonor of cheque
11.1.4 Types of cheques
11.1.5 Crossed cheques.
Unit-XII
12.1 Banking Instruments
12.1.1 Introduction
12.1.2 Type of banking instruments
12.1.3 Role of bank
Unit-XIII
13.1 Financing Products of Banks
13.1.1 Type of financing products
13.1.2 Short term financing products
13.1.3 Medium-term financing products
13.1.4 Long term financing products
Unit-XIV
14.1 Principles and Forms of Lending in Pakistan
14.1.1 Type of bank lending
14.1.2 Principles of bank lending
14.1.3 Forms of lending
Unit-XV
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15.1 Foreign Exchange and Banks
15.1.1 Foreign Exchange Act, 1947
15.1.2 Role of banks in foreign exchange market
15.1.3 Buying and selling of foreign currencies
Unit-XVI
16.1 Role of Banks in Economy
16.1.1 Economic role of bank
16.1.2 Merits and demerits of banking industry for economy
16.1.3 Role of bank in the economy
Unit-XVII
17.1 Digital Banking
17.1.1 Financial technology and banking
17.1.2 Digitization of banking
17.1.3 Products of digital banking
Unit-XVIII
18.1 Contemporary Banking Practices and Emerging Trends
18.1.1 Banking Developments in Pakistan: A Journey from Conventional Banking to Islamic
Banking
18.1.2 Islamic Banking Experience of Pakistan: Comparison of Islamic and Conventional Banks
18.1.3 Islamic Banking and Prohibition of Interest / Riba
18.1.4 An Overview of the Operations/Products offered by Islamic Banks in Pakistan
18.1.5 Investigation of Services Utilization Decisions in Islamic Banking: Role of Motives and
Behavior
18.1.6 An Analysis of Functions of Functions performed by Islamic Banks: A Case of Pakistan
18.1.7 Comparative Study of Islamic Banking Products: Perception of Bankers and Islamic
Scholars

The course will have combination of the instruction methodologies e. g. Class lectures, Video
lectures, Readings, Panel discussions, Seminars, Term project and presentations.

As per University Policy and academic calendar

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9.0 Textbooks
1. Ahmad, A. (2022), Banking Laws and Practices in Pakistan, First Edition, Azeem
Academy, Pakistan.

10.1 Books
1. Ahmad, A. (2016). Comparative Study of Islamic Banking in Pakistan: Proposing and
Testing a Model, LAP LAMBERT Academic Publishing, Germany, ISBN 978-3-659-89322-
3.
2. Siddiqi, A. H. (2007). Practice and Law of Banking in Pakistan, 8th Edition, Royal Book
Company, Karachi, Pakistan.
 Ahmad, A., Farooq, W. and Imran, M. (2021). Islamic Banking Products: A

Comparative Study of the Perception of Bankers and Scholars, Al-Qamar, 4(1), 31-44.
 Ahmad, A., Ullah, Z. and Manj, S. (2020). Investigation of Services Utilization
Decisions in Islamic Banking: Role of Motives and Behavior. Al-Qamar, 3 (1), 17-30.
 Ahmad, A. Danish, R., Ali, A. and Afzal, A. (2019). Comparative Study of Banking
Industry based on Appraisal System, Rewards and Employee Performance. SEISENSE
Journal of Management, 2(1), 4-14.
 Ahmad, A. and Bashir, R. (2014). An Investigation of Customer’s Awareness Level and
Customer’s Service Utilization Decision in Islamic Banking. Pakistan Economic and
Social Review, 52 (1), 59-74.
 Ahmad, A., Rehman, U.K., and Humayoun, A. A. (2011). Islamic Banking and
Prohibition of Riba/Interest. African Journal of Business Management, 5 (5), 1763-1767.
 Ahmad, A., Awan, U. R. and Malik, I.M. (2011). An Overview of the
Operations/Products offered by Islamic Banks in Pakistan. African Journal of Business
Management, 5 (11), 4185-4190.
 Ahmad, A., Malik, I. M. and Humayoun, A. (2010). An Analysis of Functions performed
by Islamic Bank: A Case of Pakistan. European Journal of Social Sciences, 17 (1), 7-11.
 Ahmad, A., Humayoun, A. A. and Hassan, U. (2010). Banking Developments in
Pakistan: A Journey from Conventional Banking to Islamic Banking, European Journal
of Social Sciences. 17 (1), 12-17.
 Ahmad, A., Rehman, U.K. and Saif, I. (2010). Islamic Banking Experience of Pakistan:
Comparison of Islamic and Conventional Banks, International Journal of Business and
Management, 5 (2). 137-144.
 Butt, Z.B., Rehman, U.K. and Ahmad, A. (2007). An Empirical Analysis of Market and
Industry Factors in Stock Returns of Pakistan Banking Industry. South Asian Journal of
Management, 14 (4), 7-19.
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Course Title: Electronic Commerce

The course defines all the basic notions that allow the student to master the vocabulary of e-
commerce i.e. of the set of initiatives that can be carried out on the Internet to support
commercial activities. In particular, the course will introduce the student to the basic steps
involved in the identification, design, and promotion of e-commerce services. Students will learn
about the different types of e-commerce, the essential requirements to start an e-commerce
service, the different possible solutions (portals, business communication on the Web, customer
relationship management, on-line purchases, and virtual communities) and the factors that will
determine how the service will be perceived by customers.

At the completion of the course the student will be able to :-
1. Understand the e-commerce (Technology, Business, Society)
2. Understand role of internet/web in e-commerce
1. Conception of Basic Knowledge of e-commerce and its implication in business
2. Understanding of e-commerce environment and its types
3. Understandability of features of e- commerce business models
4. Tapping the use of B2C business models
5. B2B business models
6. Tapping the use of C2C business models
7. Benefits of using on-line business models
8. Understanding the internet
9. infrastructure and elements involve in internet communication
10. Usefulness of Electronic data interchange and Model used in EDI based transactions
11. Learning of different on-line advertisement methods and their effectiveness with respect
to web advertisement
12. Scope of on-line security problems and threats associated with on-line transaction
13. To learn about the Solutions of online security problems
14. Payment models used on the web.
15. Methods of online auctions and their effectiveness
16. Knowledge of different web server hardware and software technologies
17. Benefits and management of web server
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Unit No.-I
Introduction to E-commerce
1.1.1 Welcome to the course and Class introduction

1.1.2 Overview of the course objectives and outline
1.1.3 Business and Commerce
1.1.4 E-Business vs Ecommerce
1.1.5 How e-commerce differs from e-business
1.1.6 Unique Features of E-commerce technology
1.1.6.1 Ubiquity o Global Reach o
1.1.6.2 Universal Standards
1.1.6.3 Information Richness
1.1.6.4 Interactivity Information Density o
1.1.6.5 Personalization / Customization o
1.1.6.6 Social Technology/Social Marketing
Unit No.-II
2.1 Types of E-commerce.

2.1.1 .Business-to-Consumer (B2C)
2.1.2 Business-to-Business (B2B)
2.1.3 Consumer-to-Consumer (C2C)
Unit No.-III
3.1 Elements of E-commerce business model
3.1.1 Web 2.0

3.1.2 Elements of E-Commerce Business Models.Customer value proposition,
3.1.3 Revenue model o Primary Revenue Models
3.1.4 Market Opportunity o Competitive Environment
3.1.5 Competitive Advantage
3.1.6 Market Strategy
3.1.7 Organizational Development
3.1.8 Management Team.
Unit No.-IV
4.1 Major business-to-consumer business modes
4.1.1 B2C Business Models.

4.1.2 Portal o E-Tailor o Content Provider
4.1.3 Transaction Broker o Market Creator
4.1.4 Service Provider
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4.1.5 Community Provider
Unit No.-V
5.1 Major business-to-business modes
5.1.1 B2B Business Models.
5.1.2 E-distributor
5.1.3 E-procurement
5.1.4 Exchanges
5.1.5 Industry Consortia
5.1.6 Private Industrial Networks
5.1.7 Quiz
Unit No.-VI
6.1 Models in Emerging E-commerce
6.1.1 Business Models in Emerging E-commerce Areas
6.1.2 Consumer-to-Consumer (C2C) Business Models
6.1.3 Peer-to-Peer (P2P) Business Models
6.1.4 M-commerce Business Models
6.1.5 E-commerce Enablers
6.1.6 How the Internet and the Web Change Business: Strategy, Structure, and Process
6.1.7 Industry Structure
6.1.8 Industry Value Chains
6.1.9 Firm Value Chains
Unit No.-VII
1.1 The Internet Infrastructure
1.1.1 The Internet and World Wide Web (E-Commerce Infrastructure)
1.1.2 Introduction To Computers
1.1.3 Types of Computers o Introduction to Computer Networks
1.1.4 Introduction to Network Devices
1.1.5 Working of a Fire Wall o Types of Communication Media
1.1.6 Network Topologies
1.1.7 Internet, Intranet and Extranet
1.1.8 World Wide Web
1.1.9 Hypertext o Markup Languages
1.1.10 Web Servers and Clients
1.1.11 Web Browsers
1.1.12 The Internet and the Web: Features
1.1.13 E-mail
1.1.14 Instant Messaging
1.1.15 Search Engines
1.1.16 Intelligent Agents (Bots)
1.1.17 o Online Forums and Chat
1.1.18 Streaming Media o Cookies
1.1.19 New Web Features and Service
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1.1.20 Quiz
Unit No.-VIII
8.1 Electronic Data Interchange
8.1.1 EDI
8.1.2 Definition
8.1.3 Difference between paper based and EDI based purchasing process
8.1.4 Model used in paper based purchasing process
8.1.5 Description of the model used in paper based purchasing process
8.1.6 Model used in EDI based purchasing process
8.1.7 Description of the model used in EDI based purchasing process
8.1.8 Examples of EDI based purchasing process
8.1.9 Benefits of EDI based purchasing process
8.1.10 Quiz
Unit No.-IX
2.2 Advertisement on the Web
2.2.1 Introduction to web advertisement
2.2.2 Types of advertisement
2.2.3 Features of web advertisement
2.2.4 Issues in web advertisement
2.2.5 Difference of Mass marketing, Direct marketing and Interactive marketing
Unit No.-X
10.1 E-commerce Security System
10.1.1 SECURITY
10.1.2 Introduction to web security environments
10.1.3 Goals of security
10.1.4 Types of internet frauds
10.1.5 Dimensions of e-commerce security
10.1.6 Security threats in the E-commerce environment
10.1.7 Structure of e-commerce transaction
10.1.8 Vulnerable points in an e-commerce environment
10.1.9 Hacking and Cyber vandalism
10.1.10 Types of hacking
10.1.11 Credit card frauds
10.1.12 Spoofing
10.1.13 DOS attack
10.1.14 DDOS attack
10.1.15 Sniffing
10.1.16 Insider jobs
10.1.17 Assignment and quiz
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Unit No.-XI
11.1 E-commerce Security -Technology solutions
11.1.1 Technology solutions of security problems
11.1.2 Encryption
11.1.3 Symmetric key encryption
11.1.4 Public key encryption
11.1.5 Public key encryption using Digital signatures
11.1.6 Hash algorithm
11.1.7 Public key cryptography with digital signatur
11.1.8 Digital envelops
11.1.9 Public key cryptography with Digital envelops
11.1.10 Digital certificates and public key nfrastructure
11.1.11 Certification authorities
11.1.12 Limits of encryption solutions
11.1.13 Quantum cryptography
11.1.14 SSL
11.1.15 S-HTTP
11.1.16 PPTP
11.1.17 Firewalls and proxy server
11.1.18 SET(secure electronic Transaction)
Unit No.-XII
12.1 Online Payment System
12.1.1 PAYMENT
12.1.2 Online Payment Basics 495
12.1.3 Types of payment system
12.1.4 Cash
12.1.5 Checking transfer
12.1.6 Credit card
12.1.7 Stored value
12.1.8 Accumulating balance
12.1.9 Dimensions of payment system
Unit No.-XIII
13.1 Online Payment solutions
13.1.1 Online Payment Basics
13.1.2 How an on-line credit card transaction works
13.1.3 Limitations of on-line credit card transactions
13.1.4 Digital wallets
13.1.5 Digital cash
13.1.6 On-line store value system
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13.1.7 Smart cards as a stored value system
13.1.8 Digital accumulating balance system
13.1.9 Digital checking payment system
Unit No.-XIV
14.1 Online Auctions

14.1.1 Auction Overview
14.1.2 Origins of Auctions
14.1.3 English Auctions
14.1.4 Dutch Auctions
14.1.5 First-Price Sealed-Bid Auctions
14.1.6 Second-Price Sealed-Bid Auctions
14.1.7 Open-Outcry Double Auctions
14.1.8 Sealed-Bid Double Auctions
14.1.9 Reverse (Seller-Bid) Auction
14.1.10 Online Auctions and Related Businesses
Unit No.-XV
15.1 Web Server Hardware and Software
15.1.1 Web Server Basics
15.1.2 Types of Web Sites
15.1.3 Web Clients and Web Servers
15.1.4 Dynamic Content
15.1.5 Various Meanings of “Server”
15.1.6 Web Client/Server Communication
15.1.7 Two-Tier Client/Server Architecture
15.1.8 Three-Tier and N-Tier Client/Server Architectures
15.1.9 Software for Web Servers
15.1.10 Operating Systems for Web Servers
15.1.11 Web Server Softwar
15.1.12 Finding Web Server Software Information
Unit No.-XVI
16.1 Internet Utilities

16.1.1 Electronic Mail (E-Mail)
16.1.2 E-Mail Benefits
16.1.3 E-Mail Drawbacks
16.1.4 Spam
16.1.5 Solutions to the Spam Problem
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16.1.6 Web Site and Internet Utility Programs
16.1.7 Finger and Ping Utilities
16.1.8 Tracert and Other Route-Tracing Programs
16.1.9 Telnet and FTP Utilities
16.1.10 Indexing and Searching Utility Programs
16.1.11 Link-Checking Utilities
16.1.12 Remote Server Administration
16.1.13 Web Server Hardware
16.1.14 Server Computers
16.1.15 Web Server Hardware Architectures

• Lectures , Handouts , Group Discussions, Presentations, Quizzes

9.0 Textbooks
1. Kenneth c. laudon and carol guercio traver E- commerce (business, technology,

society) 2008
2. Gary P. Schneider,Printed by B and Jo Enterprise Pte Ltd in Singapore 2007
10.1 Books
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Course Title: Operations and Production Management

Operations management is about how organizations produce goods and services. Everything you
wear, eat, sit on, use, read or knock about on the sports field comes to you courtesy of the
operations managers who organized its production. Every book you borrow from the library,
every treatment you receive at the hospital, every service you expect in the shops and every
lecture you attend at university – all have been produced. While the people who supervised their
‘production’ may not always be called operations managers that is what they really are. And that
is what this book is concerned with – the tasks, issues and decisions of those operations
managers who have made the services and products on which we all depend.
The course requires the basic knowledge of the type of business organizations and their
characteristics. Further, it requires an initial understanding of business and management.
This course is an extension of the subject of management. It is a compulsory subject at the final
level of the BS in Commerce Program. The following objectives are set for the course:
i. The students should be able to understand the systems and the processes
that produce goods and provide services.
ii. The students should be able to form and work in teams to observe real-
time operations and reveal the bottlenecks in the system.
iii. The students should be able to demonstrate a higher level of understanding
by integrating the theories, strategies, and models prevalent around the
globe and integrate them into the local settings.

After the completion of this course the students should be able to:
1. Understand the importance and the role of operations management to gain
competitive advantage.
2. Use operations theories and tools to make them able to make better OM
decisions as future managers.
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Unit-I
1.1 Introduction
1.1.1. Definition of Operations management.
1.1.2. Nature and scope of Operations management.
1.1.3. Types of Operations.
1.1.4. Operations function.
1.1.5. Primary functions of Operations management
1.1.6. Traits of a Good Operations Manager
1.1.7. Importance of Operations management
1.1.8. Interaction of Operations with other functional areas of business.
1.1.9. Operations Performance and Strategy
1.2 Process Design

1.2.1. What is process design?
1.2.2. Process Types – the volume variety effect on process design
1.3 Design of Products and Services

1.3.1. Why is good design so important?
1.3.2. Benefits of interactive design
1.4 Supply Network Design

1.4.1. The supply network perspective
1.4.2. Factors influencing the Location of capacity
1.4.3. Best possible choice of plant location
1.4.4. Professional decision-making through weighted index
1.5 Forecasting
1.5.1. Knowing the Options
1.5.2. Approaches to Forecasting
1.6 Process Layout and Flow
1.6.1. What is Layout?
1.6.2. The basic layout types
1.6.3. What type of layout should an operation choose?
1.7 Job Design and Work Measurement
1.7.1. What is Job design?
1.7.2. Method Study in Job Design
1.7.3. Techniques in Work Measurement
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1.8 Capacity Planning and Control

1.8.1. What is capacity management?
1.8.2. Capacity Planning --- The Queuing Theory
Unit-II
2.2. Inventory Planning and Control
2.2.1. What is inventory?
2.2.2. Advantages and disadvantages of holding inventory
2.2.3. The volume decision
2.2.4. The time decision
2.2. Supply Chain Planning and Control

2.2.1. What is supply chain management?
2.2.2. The activities of supply chain management
2.2.3. Types of relationships in supply chains
2.2. ERP and MRP

2.3.1. What is ERP?
2.3.2. How did ERP develop?
2.3.3. What is MRP?
2.3.4. The Bills of Materials
2.2. Lean Synchronization

2.4.1. The Lean Philosophy of Operations Management
2.4.2. The Techniques of Lean Management --- JIT System
2.2. Quality Management

2.5.1. What is Quality and why is it important?
2.5.2. Components of Total Quality Management
2.2. Operations and Risk Management
2.6.5. What is Risk Management
2.6.5. Assess the potential causes of risks from failure
2.6.5. Preventing Failure occurring
2.6.5. Mitigating the effects of failure
2.6.5. Recovering from the effects of failure
2.2. Operations and the Corporate Social Responsibility
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 Class Lectures,
 Case Studies,
 Videos,
 Assignments,
 Presentations,
 Group discussions,
 Visits to the Industrial Units
7.0 Assignments- Types and Number with the calendar
Observe a business outlet near your home and evaluate the changes in the dynamics Week 3
of supply chain after COVID-19
Prepare a Weighted Index by choosing any service or manufacturing organization Week 5
for Location Planning.
Visit a drive-through quick-service restaurant and observe the operation for half an Week 10
hour. You will probably need a stop watch to collect the relevant timing
information. Consider the following questions.
Where are the bottlenecks in the service (in other words, what seems to take the
longest time)?
How would you measure the efficiency of the process?
What appear to be the key design principles that govern the effectiveness of this
process?
Visit any service outlet, observe the time it takes to complete the operation and Week 14
apply Little’s Law.
Observe two services or products being offered by a single outlet and identify the Week 16
order winners

9.0 Textbooks
16. Johnston, N. S. S.C.“Operations Management” 6th Edition
10.1 Books
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3. Stevenson , W. J. “Operations Management” 9 edition
th
4. Jay Heizer and Barry Render “Operations Management” 9th Edition

Journal of Operations Management
International Journal of Operations and Production Management
International Journal of Quality and Reliability Management
Websites:
The Association for Operations Management:http://www.apics.org/default.htm
Institute of Operations Management (IOM): http://www.iomnet.org.uk/
Manufacturing and Service Operations Management Society (MSOM),
http://msom.society.informs.org/
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Course Title: Managerial Accounting

The course requires basic knowledge of Cost Accounting

Management Accounting is the “Process of identifying, measuring, accumulating, analyzing,
preparing, interpreting and communicating information to help the managers to fulfill
organizational objectives”. This course is designed to enable students to learn the management
accounting techniques to achieve a level of proficiency sufficient to guide management for
effective utilization of economic resources. This course capitalizes the accounting techniques
and a method covered in the previous courses and develops a conceptual foundation for
establishing a result – oriented mechanism of administrative controls. This course surveys the
types of control systems that can be instituted in different situations. It examines the planning,
recording, reporting, analytical, and control processes, which generate information for
management decisions in business organizations. It also discusses the role of management in the
financial reporting process, the impact of the accounting information system on management’s
strategic decisions and explores the tools and concepts of cost management systems. The
practices of accounting information systems are analyzed to determine their management
implications

1. Basic concepts
2. Learning about Costing Techniques for internal and external reporting
5. Behavior of the cost and its impact on profitability.
6. Behavior of the cost and its impact on profitability.
7. Learning about Costing Methods to be used in various types of Manufacturing Concerns.
9. Learning about Costing Methods to be used in various types of Manufacturing Concerns
11. Learning about the types of standards and comparison of standard cost with actual cost to
arrive at the variances
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14. How Gross Profit is affected and what are the various variances related to Gross Profit.
15. How Gross Profit is affected and what are the various variances related to Gross Profit.

Unit No.-I
1.1 Managerial Accounting. Cost Terms, Cost Classification, Cost Behavior
Unit No.-II
2.1 Absorption Costing vs Variable Costing
Unit No.-III
3.1 Activity Based Costing
Unit No.-IV
4.1 Cost, Volume, Profit Analysis
Unit No.-V
5.1 Job Order Costing
Unit No.-VI
6.1 Process Costing
Unit No.-VII
7.1 Standard Costing
Unit No.-VIII
8.1 Gross Profit Analysis
Unit No.-IX9.1
Revision and Discussion
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Sessional Quizzes and Tests, Assignment and Presentations, Attendance, lass
9.0 Textbooks
1. Matz., rt al. Cost Accounting. South-Western Publishing Company.
2. Blocker and Weltner. Cost Accounting
3. Bruce,J.D., et al. Cost Accounting Problems and Exercises, McGraw-Hill, New York.
4. Horngren, Cost Accounting, A Managerial Emphasis.
5. T.Lucey, Management Accounting
6. Hemkep, Cost Accounting.
7. Polmai and Fabbozi, Cost Accounting
10.1 Books
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Course Title: Islamic Principles of Business and Finance

The course Islamic Economics and Finance is designed with the intention to provide knowledge
and skills of emerging financial system across the globe and in Pakistan
1. To equip participants with understanding of Islamic finance fundamentals, approach,
different modes of business under Islamic Sharia.
2. providing basic knowledge of the principles of Islamic economics and the Islamic
economic system,
3. developing skills necessary to appreciate an alternative to a commonly familiar approach
of interpreting the economic behavior of men and women in the society,
4. and helping the students probe liberally outside the frontiers of familiar forms of
capitalist and socialist systems.
2.0 Pre-Requisites Course Requirements/Skills:
 Money, Banking and Finance

 Introduction to Business Organizations
 Basic knowledge of accounting
After completion of the course, the students will be able to
1. Explain the principles of Islamic Economics
2. Differentiate between Islamic and Convectional Financial Systems
3. Apply various Islamic Business Modes in routine life.
Unit-1
1.1.1 Introduction, Distinguishing Features of the Islamic Economic System
1.1.2 The Main Prohibitions and Business Ethics in Islamic Finance, The Philosophy and
Features of Islamic Finance
1.1.3 Islamic Law of Contracts and Business Transactions
1.1.4 Trading in Islamic Commercial Law
1.1.5 Loan and Debt in Islamic Commercial Law
1.1.6 Overview of Financial Institutions and Products: Conventional and Islamic
1.1.7 Murabaha and Musawamah
1.1.8 Forward Sales: Salam and Istisna‘a
1.1.9 Ijarah
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1.1.10 Participatory Modes: Shirkah and its Variants
1.1.11 Takaful: An Alternative to Conventional Insurance
1.1.12 Sukuk and Securitization: Vital Issues in Islamic Capital Markets
1.1.13 An Appraisal of Common Criticism of Islamic Banking and Finance
1.1.14 Islamic Assets and Fund Management, The Way Forward
1.1.15 Some Accessory Contracts
1.1.16 Application of the System: Financing Principles and Practices

1. Primarily Lecture method based on the assigned readings
2. Class discussions and presentations on assigned topics, various course relevant reports,
articles and news on current developments affecting the course contents
3. Services of outside specialist speakers shall be arranged as well.
4. Course pack shall be made available through photocopier or in soft form
7.0 Assignments-
At least two assignments with presentation thereof (one before mid and one before final term) on
the topics mutually finalized by scholar and teacher based on practical aspects of the subject
contents
9.0 Textbooks
In the detail course outline, one may mention chapters of the textbook with the content topics
1. Ayub, M. “Understanding Islamic” FinanceJohn Wiley and Sons Ltd, England.
2. Usman, M. T. An Introduction to Islamic Finance MaktabaMa’ariful Qur’an, Karachi,
Pakistan.
10.0 Suggested Readings

10.1 Books
5. El-Gamal, M. A. Islamic Finance: Law, Economics, and Practice Cambridge University
Press, New York, USA.
6. Islamic Finance Qualification: Securities and Investment Institute, London, UK.
7. SBP Islamic Banking Bulletin
8. INCEIF and IDB publications on the subject matter
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Course Title: Organizational Behavior and Human Resource Management


Business Management
The course requires basic knowledge of management functions and business processes along
with strong background of management theories.
The students must be have studied the following subjects in order to develop an acute
understanding of the subject human resource management:
• Business Management
• Interpersonal Skills
Apart from these subjects, we also require our students to show some personal skills.
Firstly, as the subject involves great understanding of actual workplace environment
and managing people thereof, thus, students must be possessing good analytical skills.
The subject is a theoretical one; therefore, it also requires our students to demonstrate
better writing skills. Lastly, the subject is not restricted only to an exam and the
students will be showing one or another form of managing people, therefore, they
should also be possessing confidence and satisfactory communication skills.
3.0 Course Learning Outcomes s

1. The objective of the course is to make the students ready for a challenging environment
in outside world. A place where virtual teams are replacing traditional committees,
values and self-Leadership are replacing command-and-control supervision, knowledge
is replacing structure and companies are looking for emotionally intelligent and
technically smart people. The course will help students in understanding the emerging
workplace realities and to develop themselves accordingly.
2. The objective of the course is to introduce the subject Human Resource management to
business students. This syllabus will make them understand that how organizations can
gain sustainable competitive advantage through people. The course would develop skills
within students so that they can manage human, the most valuable resource, more
effectively. This course enables the future stakeholders to actively participate in the
strategic planning and decision making at their organizations as soon as they enter their
professional life
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1. Different values and how it is linked with organizations?
2. To make student familiar with the concept of motivation and its different theories.
3. To make student familiar with the concept of motivation and its different theories.
4. To make students familiar with the concept of use of power and politics in
organisations.
5. To teach students what is change and its different models.
6. To teach students how to manage change?
7. Discussion on Contemporary issues in Change Management
8. To make students familiar with stress, its causes and how to manage it.
9. Presentations
10. . First week objectives of the syllabus are to provide a basic background and
understanding of the subject by refreshing the previously studied concept of
management and linking it with HRM. Roles of HR managers and Present day
challenges help to develop a better understanding of the subject.
11. Once the students develop basic understandings of the subject, they will be told
about how HRM works in today's environment. Strategic HRM would make them
learn HR management from a broader
12. From here the subject kicks start from the very first phase of HRM i.e. Acquiring
people. The students, at the end of this week must know the basic process of
acquiring people and how job analysis helps in acquiring of people and how is it
done actually.
13. While studying job analysis, the basic information that is required for an effective
job analysis shall be discussed and how does that information help us perform the
actual job analysis. Furthermore, the ways in which that information can be
collected shall also be discussed
14. Once job analysis has been done, it is very important to preserve it in a
meaningful and easy to understand manner for future use. In this week it would be
taught that how can we preserve the analysis in such a
15. Now the students will be given an understanding of various job
16. redesigning techniques
17. Moreover, the recruitment process would be started by discussing various sources
that can be used by the HR mangers in recruiting the candidates, wither internally
or externally.
18. After recruiting. The students shall be taught various testing techniques and their
usefulness. This would also help the students understand the testing procedure
once they apply for the job themselves.
19. The final step of acquiring shall be taught this week. How the interviews are
carried out, what are various types, how can be an interview effective and what
errors shall be avoided while conducting interviews. Again, a practical insight
would be given to students which definitely shall help them when they give or
take an organizational interview
20. The students will be taught that After they have been acquired, the employees will
be given an introduction of the organization. Afterwards, they are trained
according to the needs of the organization and it would be taught to the students
about the process that can be followed while training them
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21. The students will now be familiarized with the different training methods and
technique prevalent presently around the world. They will also be able to learn
how to measure the success of a training program
22. During this week we shall emphasize on the importance of appraisal to the
organization. How does this relate to performance management and how can an
effective appraisal process be conducted.
23. Carrying on with the performance appraisal, a detailed explanation of various
currently practiced appraisal techniques and some problems that might arise while
applying them and also the ways in which those problems can be avoided
24. Now, once appraisal has been done, it can be used multifariously. We shall firstly
see how does the appraisal help in the career management of the employee and by
this we mean career management at the organization
25. Next, the appraisal of the employee can also be used for promotions, transfers and
retirement purposes as well. How do these rewards and punishments relate to
performance appraisal is the key objective this week.
26. Money is an important aspect of a job and performance of an employee. How
important is it and how do the terms performance and money relate is what we
shall be able to answer at the end of this academic week
27. Last week of our course comprises of learning the various methods we can use or
factors that must be considered w2hile deciding on the remuneration of an
employees. Other fringe benefits that organizations offer currently around the
world to be learned
4.0 Course Requirements and Expectations

1. Inquisitiveness, critical and analytical thinking, and hard work are expected from all
course participants throughout the course. All classes will be conducted using PowerPoint
slides. It is essential that course participants regularly read the prescribed course book
from the beginning of semester.
Unit No.-I
1.1 Importance of Values, Types of Values, Hofstede’s Framework The GLOBE Framework,
Linking Personality and Values to the Workplace, Person-Job Fit, Person-Organization
Fit
1.1.1 Introduction to HRM
1.1.2 Management
1.1.3 Human Resource Management
1.1.4 Functions of HR Managers
1.1.5 Challenges to Human Resource Management
Unit No.-II
2.1 Motivation and its Theories
2.1.1 Definition, Early Theories of Motivation, Hierarchy of Needs Theory, Theory X, Theory
Y, Two Factor Theory, Contemporary Theories of Motivation, McClelland’s Theory of
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Needs ERG Theory, Goal Setting Theory, Self-Efficacy, Reinforcement Theory, Equity
Theory, Expectancy Theory
2.1.2 Human Resource Manager Proficiencies
2.1.3 Strategic Human Resource Management
2.1.4 The Context of Human Resource Management
Unit No.-III
3.1 Leadership and its Theories
3.1.1 Theories of Leadership, Trait Theories, Behavioral Theories Contingency Theories,
Leader-Member Exchange Theory Decision Theory, Contemporary Theories,
Charismatic Leadership Transformational Leadership, Authentic Leadership,
Contemporary Leadership Roles
3.1.2 Acquiring People
3.1.3 Recruitment and Selection process, Why Selection is Important?
3.1.4 Job Analysis (Job Description and Job Specifications)
Unit No.-IV
4.1 Power and Politics
4.1.1 Defining Power, Bases of Power, Formal Power, Coercive Power Reward Power,
Legitimate Power, Personal Power, Expert Power Referent Power, Dependency, Power
tactics, Politics, Causes and consequences of Political Behavior
4.1.2 Job Analysis Information and its Uses
4.1.3 Methods of collecting Job Analysis Information
Unit No.-V
5.1 Change Management
5.1.1 Forces for Change, Managing Planned Change, Resistance to change, Overcoming
Resistance to change, Approaches to Manage Organizational Change, Lewin’s Three-
Step Model, Kotter’s Eight-Step Plan, Action Research
5.1.2 Writing JOB DESCRIPTION
5.1.3 Writing JOB SPECIFICATIONS
Unit No.-VI
6.1 Organizational Development,
6.1.1 Sensitivity Training, Survey Feedback Process Consultation, Team Building,
Intergroup Development Appreciative Inquiry
6.1.2 Job Design and related issues (Job Enlargement
Unit No.-VII
7.1 Contemporary issues in Change Management,
7.1.1 Technology in Workplace, Stimulating Innovation, Creating a Learning Organization
Cultural Differences
7.1.2 Job Rotation, Job Enrichment)
7.1.3 Recruiting (Internal and External Sources of Candidates)
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Unit No.-VIII
8.1 Stress
8.1.1 What is Stress?, Potential Sources of Stress, Environmental Factors, Organizational
Factors, Personal Factors Individual Differences, Consequences of Stress, Physiological
Symptoms Psychological Symptoms, Behavioral Symptoms Managing Stress,
Individual Approaches, Organizational Approaches
8.1.2 Testing (measuring Knowledge, Skills and Abilities)
8.1.3 Types of Tests
8.1.4 Methods of Testing
Unit No.-IX
9.1 Presentations on topics assigned to students
9.1.1 Interview (Types of Interview, Interview's Usefulness)
9.1.2 Errors that undermine interviews Usefulness
Unit No.-X
10.1 TRAINING PEOPLE ( 2 weeks)
10.1.1 Orientation
10.1.2 Training, Motivation and Learning
10.1.3 Training and Development Process
Unit No.-XI
11.1 Training Methods (On-the-Job Training / Off- the-Job Training)
11.2 Evaluating the Training Effort
Unit No.-XII
12.1 APPRAISING PEOPLE ( 5 weeks)
12.1.1 Performance Management
12.1.2 Performance Appraisal
12.1.3 Steps in Appraising Performance
Unit No. XIII
13.1 Performance appraisal techniques
13.2 Appraisal Problems
13.3 How to Avoid Appraisal Problems?
Unit No.-XIV
14.1 Who should do appraising?
14.2 Career Management, Career Development, Career Planning
Unit No.-XV
15.1 Roles in Career Development (Employee's Role, Employer's Role)
15.2 Promotions and Transfers
15.3 Retirement
Unit No.-XVI
16.1 COMPENSATING PEOPLE (2 weeks)
16.1.1 Employee Compensation (Direct and Indirect Payments)
16.1.2 Important Compensation Terms (Monetary and others)
Unit No.-XVII
17.1 How to establish Pay Rates?
17.2 Employee Incentives and Benefits
17.3 Individual Employee Incentives o
17.4 Group Incentives o
17.5 Organization-wide Pay Plans
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Lectures, discussions, presentations, activities, quiz and assignments will be conducted as an
essential part of teaching.

9.0 Textbooks
1. Robbins, S.P et al. “Organizational Behavior” 14th Edition
2. Dessler, Human Resource Management, (Latest Edition •
3. (DeCenzo, & Robbins) Human Resource Management,
Latest Edition
10.1 Books
1. Luthans. F. “Organizational Behavior”12th edition
2. ( M. Faisal)”Managing Human Resources”latest Edition
3. (Cascio)
4. Integration and Devolvement of HRM in Pakistan,
5. 10.2 Journal Articles/ Reports
9. Websites for references and case studies or other additional resources will be provided in
the class room as required.
1. www.hrmguide.co.uk
2. www.humanresources.about.com
3. www.shrm.org
4. www.hr.com
5. www.humanresources.com
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Course Title: Insurance and Risk Management


This course is primarily aimed to provide an initial perspective on risk management and
insurance businesses, its principal activities, and the interrelationship among the activities. To
familiarize the students about risk management process and to have good understanding of
insurance business operations, fundamental principles of insurance, elements of insurance
contract and the relevant laws is also the purpose of this course
It is prerequisite for the participants of this course to have understanding of business economics,
accounting and finance. They are also presumed to have basic knowledge about the statistical
tools and techniques which are required for assessing, measuring and evaluating the risk.
1. To Explain the meanings of risk and its types.
2. To clarify insurable and no insurable risk
3. Discuss various techniques for managing enterprise and personal risk.
4. Describe the principles of insurance and operations of an insurance firm
5. Elucidate various types of commercial insurance
After studying this course, the participants would be able
1. To make distinction between insurable and no insurable risk
2. To perform analysis of various loss exposure faced by the individuals, families
and organizations.
3. To recommend appropriate insurance type, or non-insurance techniques for
managing various loss exposures.
4. To understand the legal principles of insurance, and its operations
5. To understand various risk and insurance related problems and disseminate to
stakeholders about various professional and academic developments in this field.
Unit-I
1.1 Introduction of risk
1.1.1 Meaning of risk
1.1.2 Basic categories of risk
1.1.3 Types of pure risk
1.1.4 Burden of risk
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Unit-II
2.1 Introduction of risk management process
2.1.5 Meaning and objectives of risk management
2.1.6 Steps in risk management process
2.1.7 Selection of appropriate techniques
2.1.8 Benefits of risk managements
2.1.9 Personal risk management
2.1.10 Self-Insurance
Unit-III
3.1 Introduction of Insurance
3.1.1 Characteristics of insurance
3.1.2 Requirements of insurable risk
3.1.3 Insurance, gambling and hedging
3.1.4 Types of insurance
3.1.5 Benefits and cost of insurance to society.
Unit-IV
4.1.1 Fundamental Legal Principles and Requirements for Insurance Contracts
4.1.1 Principle of indemnity
4.1.2 Principle of insurable interest
4.1.3 Principle of subrogation
4.1.4 Principle of utmost good faith
4.1.5 Distinct legal characteristics of insurance contracts
4.1.6 Law and insurance agent
Unit-V
5.1 Insurance Company Operation
5.1.1 Rate making
5.1.2 Under writing
5.1.3 Production
5.1.4 Claim settlement
5.1.5 Reinsurance
5.1.6 Investment
Unit-VI
6.1 Analysis of Insurance Contract
6.1.1 Basic parts of insurance contract
6.1.2 Basic parts of insurance contract
6.1.3 Definition of insured
6.1.4 Endorsement and riders
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6.1.5 Insurance policy without deductible
6.1.6 Insurance policy with deductible
6.1.7 Calculation of claim with above policy
6.1.8 Co-insurance
Unit-VII
7.1 Classes of Insurance
7.1.1 Life insurance, Ordinary, whole life and endorsement policy
7.1.2 Fire insurance
7.1.3 Property insurance
7.1.4 Liability insurance
7.1.5 Marine insurance
7.1.6 Credit and surety insurance
Unit-VIII
8.1 Islamic Insurance
8.1.1 Introduction of Islamic insurance
8.1.2 Difference between conventional and Takaful Insurance
8.1.3 Activity models of Takaful
8.1.4 Potential of Takaful in Pakistan

1. Lectures.
2. Handouts (attach hard or soft copies).

1. Risk management process
2. Life insurance
3. Ordinary, whole life and endorsement policy
4. Fire insurance
5. Property insurance
6. Liability insurance
7. Marine insurance
8. Credit and surety insurance
9. Islamic Insurance
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9.0 Textbooks
1. Cather, M. D. D. “Introduction to Risk Management and Insurance”10th Edition
2. Introduction to Insurance: Julia Holyoake
10.1 Books
M.N Mishra and S.B Mishra “Insurance principles of practices”
1. Websites recommended to the students during the semester in order to enhance

intellectual and professional growth of the students.
2. https://www.edurisksolutions.org/
3. https://www.irmi.com/
4. http://www.statelife.com.pk
5. http://journalofriskandinsurance.smeal.psu.edu/
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Course Title: Corporate Law

Business Law
1. This course deals with the theoretical and practical approach to the Companies
Act, 2017, the SECP Act, 1997, SECP Regulations 2000, Companies Rules, 1996,
SMC Rules, 2003, Code of Corporate Governance, Companies (CSR) General
Order, 2009 and Voluntary Guidelines, 2012 and Secretarial Practices.
2. Understand the general legal boundaries that define the regulation of companies,
including the general parameters and recognize the most common forms of
business associations, including partnerships, limited liability companies, and
corporations.
3. Understand the rules governing formation, management and dissolution of
companies, as well as the implications of choosing one form of association over
others.

1. To enable the students for legal analysis by identifying relevant legal issues and to
interpret and apply statutes and case laws in the area of business associations with
often-recurring issues in business practice
2. Understand the role of case law in statutory and regulatory interpretation in the
company law area.
3. To enable students to engage in critical thinking to predict outcomes and
recommend appropriate action on issues relating to business associations, income
taxation, and commercial and/or real estate law.
4. To enable to locate sources for legal forms used in creating and managing
business associations.
5. To enable students to strategically negotiate and/or draft simple contracts.
6. Understand ethical rules relating to entity representation and related conflict of
interest issues.
Unit-I
1.1 Introduction to Companies Act, 2017
Unit-II
2.1 Nature and Kinds of companies
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Unit-III
3.1 Formation of companies
Unit-IV
4.1 Memorandum of Association
Unit-V
5.1 Articles of Association
Unit-VI
6.1 Prospectus
Unit-VII
7.1 Allotment and Transfer of Shares
Unit-VIII
8.1 Members of Company
Unit-IX
9.1 Company Management
Unit-X
10.1 Company Meetings
Unit-XI
11.1 Company Accounts and Audit
Unit-XII
12.1 Investigation of Company
Unit- XIII
13.1 Oppression and Mismanagement of Company
Unit-XIV
14.1 Winding up of companies
Unit-XV
15.1 The Securities and Exchange Commission of Pakistan Act, 1997
15.1.1 Certain Relevant Provisions
Unit-XVI
16.1 Securities and Exchange Commission of Pakistan
16.1.1 Introduction and Role
Unit-XVII
17.1. The Secretarial Practices
17.1.1 Meaning, Nature, Role of Secretarial practices
17.1.2 Scope of Secretarial Practices
17.1.3 Relevant Provisions of Companies Act and other laws concerning Secretarial
practices
Unit- XVIII
18.1 Major and Minor functions of Company Secretary
18.1.1 Responsibilities, Roles and Rights of a Company Secretary
Unit- XIX
19.1 Company Rules
Unit-XX
20.1 Pakistan Stock Exchange (PSE) Listing Regulations
20.1.1 Overview of listing regulations
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1. Participation
2. Case Study Analysis
3. Individual or Group Projects
4. Presentations

9.0 Textbooks
1 Cheema, K. “Company law” (Latest Ed.).
10.1 Books
10. PSE listing regulations issued by PSE
11. Practical Approach to Company Law and Secretarial practices by Nazir Ahmed Shaheen
12. Company Law by PBP Publications (Latest Edition)
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Course Title: Global Business and Finance

This course emphasis on the materials and concepts that illuminate the strategies, structure,
practices, and effects of multinational enterprises. The basic thrust of this course is to provide a
framework within which the key global financial issues, including the operations of
multinational companies, can be analyzed. This course is designed to develop students
understanding of the business in international perspective. The course prepares students for
leadership roles and builds understanding of global financial forces that could influence the
overall business environment.
1. Discuss the Globalization and its impact on business environment and new
challenges at workplace. nature and dimensions of international business.
2. Discuss Foreign Direct Investment (FDIs) and its benefits for host and home
country.
3. Types of contrast the major markets that facilitate international business.
4. Describe the role and functions of international financial markets and illustrate the
relationship between exchange rates and economic variables.
5. To measure and evaluate country risk. Discuss application of risk analysis and its
application in financing and investment decisions.
Course Learning Outcomes
. After studying this course student should be able
1. To analyze and understand the globalization and its impact on international
business
2. To comprehend the political, economic and legal systems differences among
nations.
3. To describe the international trade theories with their application and limitations.
4. To explain FDI concept, and its importance for countries with special reference to
Pakistan
5. To understand the role of international financial market for value creation
6. To understand the dynamics and mechanism of foreign exchange market and its
implication for business organization and government
7. To understand the implications of trade openness with special reference to trade
blocks.
8. To develop strategies for entry into foreign markets.
9. To understand the process of international trade and prepare import/ export
documents
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10. To measure and analyze the country risk and its implication regarding
international financing and investment decisions.
Unit-I
1.1 Globalization
1.1.1 What is Globalization?
1.1.2 Drives of globalization
1.1.3 The changing demographics of the global economy
1.1.4 The globalization debate
1.1.5 Managing in the global marketplace
Unit-II
2.1.1 The Political Economy of International Trade
2.1.1 Instruments of trade policy
2.1.2 The case of government intervention
2.1.3 The revised case for free trade
2.1.4 Development of the world trading system
2.1.5 Implications for managers
Unit-III
3.1 National Differences and International Trade Theories
3.1.1 Political systems
3.1.2 Economics systems
3.1.3 Legal systems
3.1.4 The determinants of economic development
3.1.5 States in transition
3.1.6 An overview of international trade theories
Mercantilism Absolute advantage; Comparative advantage; Heckscher-Olin theory;
The product life cycle theory; New trade theory; National competitive advantage.
3.1.7 Implications for managers
Unit-IV
4.1 The Strategy of International Business
4.1.1 Basic entry decisions

4.1.2 Entry modes and selecting an entry mode
4.1.3 Greenfield venture or acquisition
4.1.4 Strategic alliances
4.1.5 The promises and pitfalls of exporting
4.1.6 Improving export performance
4.1.7 Export and import financing
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4.1.8 Export assistance
4.1.9 Counter trade
4.1.10 International commercial terms
Unit-V
5.1 International Financial Markets
5.1.7 Foreign exchange market
5.1.8 International money market
5.1.9 International credit market
5.1.10 International bond market
5.1.11 International stock market
5.1.12 How financial markets facilitates MNC functions
Unit-VI
6.1 Foreign Exchange
6.1.9 Measuring exchange movements
6.1.10 Exchange rate equilibrium
6.1.11 Factors that influence exchange rates
6.1.12 Speculating an anticipated exchange rates
6.1.13 Interest rate parity (IRP)
6.1.14 Purchasing power parity (PPP)
6.1.15 International fisher effect (IFE)
6.1.16 Comparison of IRP, PPP and IFE theories
Unit-VII
7.1 Foreign Exchange Forecasting
7.1.7 Why firms forecast exchange rates
7.1.8 Forecasting techniques
7.1.9 Forecasting services
7.1.10 Forecasting error
7.1.11 Using interval forecasts
7.1.12 Credit and surety insurance
Unit-VIII
8.1.1 Country Risk Analysis
8.1.5 Why country risk analysis is important
8.1.6 Political risk factors
8.1.7 Financial risk factors
8.1.8 Types of country risk assessments
8.1.9 Techniques to assess country risk
8.1.10 Measuring country risk
8.1.11 Comparing risk ratings among countries
8.1.12 Actual country risk ratings across countries
8.1.13 Incorporating country risk in capital budgeting
8.1.14 Reducing exposure to host government takeovers
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Unit-IX
9.1 Long-Term Financing
9.1.1 Long term financing decision
9.1.2 Cost of debt financing
9.1.3 Assessing the exchange rate risk of debt financing
9.1.4 Reducing exchange rate risk
9.1.5 Interest rate risk from debt financing
 Lectures.

1. Globalization is a challenge or opportunity for firms belonging to less developed
countries and Risk! Give a critical review.
2. FDIs impact on economic, political and cultural environment of developing countries
3. Make country risk analysis of three assigned countries by considering both micro and
macro factors
4. What is financial integration and what are its advantages to firms working in less
developed financial markets.
5. Study the entry strategies followed a the assigned MNCs
6. Discuss the role of MNCs in transportation and communication sector in Pakistan.
7. What challenges are faced by MNCs belonging to developing countries.
8.Assessment and Examinations: As per University Rules

9.0 Textbooks
FOR INTERNATIONAL BUSINESS:
1. Hill, C. W. L. “International Business”
FOR INTERNATIONAL FINANCE:
1. Madura, J. “International financial management”
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10.1 Books
1. Levi, D. “International finance”
2. Ball, D. A. “International Business”
3. Alan M. Raugman and Richard M. HodgettS. “International Business”
4. Apte, P. G. ‘International finance management’

International Journal of MNCs strategies
Journal of Multinational Financial Management
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Course Title: Professional Development

This course highlights the nature and importance of professional skills and personality
development. It helps learners to analyze their own personality and improve it for their
professional development. This course is also aimed to highlight the various factors like:
presentation skills, body language, interpersonal skills, sell-esteem, self-efficacy, resilience,
optimism, self-motivation, problem-solving, stress handling, time-management, negotiation and
conflict resolutions, team building and leadership. This course will help students to groom and be
more prepared to operate in competitive professional world.

Functional English
Management
Marketing
Human Resource Management
Financial Management

1. provide relevant knowledge about personality characteristics and development.
2. enable students to understand the importance of body language and various
interpersonal skills.
3. prepare students to present in most efficient and effective manner.
4. To enhance self-confidence, resilience, optimism, and leadership skills among
pupils.
5. To enhance the time-management, conflict resolution and team work capabilities.
1. students will be able to demonstration better personality characteristics, body
language, interpersonal skills. confidence, optimism, resilience, leadership,
conflict handling and time management.
2. students will be able to show better presentation skills.
3. this course will develop team building and handling capabilities among students.
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4. it will enable students to be better equipped for contemporary competitive
professional environment.
Unit-I
Self-analysis: identifying personal strengths and weakness, discussion on various attributes of the
personality, personality improvement for creating an ever-lasting impression on others.
Unit-II
Personality development: presentation skills, body language, confidence, manners and etiquettes.
Unit-III
Speaking skills: reading and story-telling, review writing and presentation.
Unit-IV
Positive psychology: attributes related to positive work outcomes, understanding the natures and
importance of hope, optimism, resilience and self-efficacy.
Unit-V
Employability and attitudes: positive and negative attitudes, factors responsible for success and
hurdles in achieving success, development of positive attitude, self-esteem and personality
improvement.
Unit-VI
Self-motivation and personality improvement, motivating others.
Unit-VII
Employability quotient: resume building, interpersonal and group discussions, preparing yourself
for interviews, facing the interview.
Unit-VIII
Public speaking: voice, movements and gestures that engage audience, effective speaking for
different occasions and purposes.
Unit-IX
Emotional intelligence: nature and impact of stress, stress management, building social and
emotional skills to handle stress.
Unit-X
Fear and anger management, managing emotions, building social and emotional skills to handle
fear and anger.
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Unit-XI
Work ethics: moral, ethical, social and religious responsibilities pertaining to professional
endeavor.
Unit-XII
Working with a team, team development, team handling and leadership.
Unit-XIII
Understanding conflicts and disputes, strategies and techniques for organizational conflict
management, negotiations and interpersonal conflict-handling communication skills.
Unit-XIV
Problem-solving and decision-making skills, time management,

⮚ Lectures
⮚ Discussions
⮚ Case studies
⮚ Projects and Term Papers
⮚ Reading Assignments
⮚ Presentations
1 –Self-analysis: identify and write about own strengths and weaknesses (after unit I)
2 – Book review and presentation (after unit III)
3 – Writing resume and prepare a topic for group discussion (after unit VII)
4 – Identify what causes stress, fear and anger in you and how can you overcome these
emotions (after unit X)
9.0 Textbooks
1. Van Emden, J., and Becker, L. (2016). Presentation skills for students. Macmillan
International Higher Education.
2. Luthans, F et al.(2015). Psychological capital and beyond. Oxford University Press,
USA.
3. Mattingly, et al. (2020). Interpersonal relationships and the self-concept. Springer.
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10.1 Books
1. Willinks, T. (2019). Stress Management: 7 Simple Steps to Eliminate Uncontrollable
Stress, Anxiety and Fear by Understanding Psychology and Emotional Intelligence with
Mindfulness and Meditation. Important Publishing
2. Robbins, et al.(2019). Organizational Behaviour. Pearson

1. GiLE Journal of Skills Development (GJSD)
2. Journal of Career Assessment
3. Latest research papers on stress handling, team building and other professional skills
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Course Title: Business Ethics and CSR

Ethical crises are at rise, creating the need for ethical awareness in business. Familiarity with
ethical principles influences one’s choice of action and determines standards mentioning does
and don’ts of business. Today's managers must necessarily concern themselves with ethical
issues, because unethical behavior creates legal risks and damage to businesses as well as
employees and consumers. Business ethics have become an integral part of business education in
general. A student or manager who is well-versed in ethical behavior in practices, not only in the
domestic market but internationally, will find him or herself better prepared to deal with issues or
situations that may arise that don't always involve easy answers or decisions.
This business ethics course offers an introduction into the concept of values, morality, as well as
cultural beliefs and upbringing in all areas of business, from consumer rights to corporate social
responsibility.

Introduction to Business/Business Organization
1. To sensitize the students to the ethical dimensions of business and to train them to
identify ethical dilemmas, analyze them systematically and resolve them based on ethical
principles and moral theory.
2. To examine the ethical dimensions of business from different perspectives
(American/British, European/Japanese, etc) and to introduce tools of ethical analysis of
management decisions involving difficult choices between right and right and wrong and
wrong.
3. To convey the importance and functionality of core values, codes of contact and a culture
of ethical behavior as powerful management tools in the workplace and sources of trust
and reputation in the marketplace
4. To differentiate between responsive and strategic CSR in terms of shareholder and social
value, competitive advantage and sustainability.
5. To help participants evaluate the CSR standards of their own companies, identify CSR
initiatives and convey competencies for their effective implementation and evaluation.
Upon completion of this course a student would be able to:
1. Understand theoretical foundations of business ethics
2. Explain and illustrate the importance, for business and the community, of ethical conduct;
3. Recognize and resolve ethical issues in business;
4. Determine and evaluate their values defining ethical and unethical conducts
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5. Confidently apply systematic ethical reasoning to business dilemmas and communicate
effectively in oral and written forms these, using the concepts, logic and rhetorical
conventions of business ethics.

Unit-1
1.1 The importance of business ethics
1.1.1 Business ethics defined, development of business ethics, benefits of business ethics,
descriptive vs normative ethics (carroll book, p. 190)
Unit-2
2.1 stakeholders’ relationship, social responsibility and corporate governance
2.1.1 Stakeholders definition, types of stakeholders, social responsibility and ethics, social
responsibility and importance of stakeholders’ orientation, corporate governance and
stakeholders’ view, implementing stakeholders’ perspective, forms of ethical issues
related to various stakeholders (carrol book, p. 187), pluralist society and CSR (p.7-9),
business criticism and corporate response (10-22)
Unit-3
3.1 Emerging business ethics issues
3.1.1 Recognizing workplace ethical issues, foundational values for identifying ethical issues,
ethical issues and dilemmas in business, challenge of determining an ethical issue in
business, ethics and law (carroll book, p. 194), ethical judgements (p. 195), Venn model
of ethics, economics and law (p. 197), three models of management ethics (p. 199), two
hypotheses regarding the models of management morality (p. 207), Developing moral
judgement (Kohlers’ model, p. 209-213), elements of moral judgement (p.217-219)
Unit-4
4.1 Levels of ethics in business
4.1.1 Ethical issues arise at different levels (p. 225-227), managerial ethics and ethical
principles (teleological, utilitarianism, Kant categorical imperative, principle of rights,
principle of justice, ethics of care, virtue ethics, servant leadership, the golden rule) (p.
228-237), ethical test approach to decision making (p. 237 – 239), managing
organizational ethics (240-261), behavioral ethics (p. 262), moral decision, managers and
organizations (p. 265)
Unit-5
5.1 Determinants of business ethics – individual factors
5.1.1 Moral philosophy defined, moral philosophies (teleology, deontology, relativist
perspective, virtue ethics, justice), application of moral philosophies, cognitive and moral
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development and its problems, white collar crimes, individual factors in business ethics,
different sources of person’s values (p. 213-217), Sources of ethical norms in individuals
(carrol book, p. 192),
Unit-6
6.1 Determinants of business ethics – Organizational factors (ethical culture)
6.1.1 Defining ethical culture, role of corporate culture, role of leader in corporate culture,
group dimensions and ethical culture
Unit-7
7.1 Determinants of business ethics – organizational factors (ethical programs)
7.1.1 Responsibility of corporations as moral agent, need for organizational ethical programs,
code of conduct, ethical communication and training, systems to monitor ethical
standards, ethics audit, benefits of ethics audit, ethical audit process
Unit-8
8.1 Determinants of business ethics – organizational factors (ethical leadership)
8.1.1 Defining ethical leadership, ethical leadership and organizational culture, managing
ethical conflict, ethical leaders empower followers, communication of ethical leaders,
Radar model
Unit-9
9.1 Business ethics and technology
9.1.1 New world of big data (p. 273), characteristics of technology (p. 275-277), technology
and ethics (p. 277), information technology (p. 278-291), biotechnology and ethics (291-
299).
Unit-10
10.1 Religion, ethics and CSR
10.1.1 Religion as source of business ethics, various religions and ethical conducts, Islamic
perspective of business ethics and CSR
Unit-11
11.1 Ethical considerations across cultures
11.1.1 Values across cultures, role of values in determining ethics conducts, ethical conducts
defined by various societies, differences across cultures

The course should preferably be based on both lectures and discussion series on various topics of
ethics in business.
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Assignments would/should cover the local business ethical dilemmas and cases
9.0 Textbooks
1. Carroll, A., and Buchholtz, A. (latest edition). Business and society: Ethics,
sustainability, and stakeholder management. Cengage Learning.
2. Ferrell, O. C., and Fraedrich, J. (Latest edition). Business ethics: Ethical decision making
and cases. Cengage learning.

10.1 Books
1. Schwartz, M. S. (2017). Business ethics: An ethical decision-making approach. John
Wiley and Sons.
2. Archie, et al.(1996). Business and Society: Ethics and Stakeholder Management.
Ohio: Southwestern Publishing Company.
3. Lawrence, A. T., and Weber, J. (2014). Business and society: Stakeholders, ethics,
public policy. Tata McGraw-Hill Education.
4. Griseri, P., and Seppala, N. (2010). Business ethics and corporate social
responsibility. Cengage Learning.
1. Journal of business ethics

2. Business ethics quarterly
3. Business ethics European Review
4. Social Responsibility Journal
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Accounting Specialization
1. Financial Reporting I
2. Financial Reporting II
3. Managerial Accounting Problems
4. Performance Management
5. Public Sector Accounting
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Course Title: Financial Reporting I
Proposed Course Code: Accounting (Specialization) Credit Hours: 03
Program: BS Commerce Semester:

This course extends students' knowledge of corporate external financial reporting. It introduces
students to the Accounting Standards (IFRS) setting environment. Students learn how to read,
interpret, and apply accounting standards to make informed policy choices for a variety of
complex accounting issues. This course relates to preparation of financial statements and their
components and adjustments, accounting for inventories, property plant and equipment, revenue
from contracts with customers and consolidated financial statements. Students will be equipped
with tools to guide ethical decision making in a professional context.
Financial Accounting, I and II, Advanced Financial Accounting, Audit and Assurance

1. To comprehend objectives of accounting standards (International Financial reporting
Standards)
2. To prepare financial statements in accordance in accordance with IFRS
3. To account for transactions related to inventories and property, plant and equipment,
revenue from contracts with customers, consolidated financial statements involving
single subsidiary, in accordance with international announcements.
4. To understand the ethical requirements of financial reporting
.4.0 Course Learning Outcomes
1. After studying this course student should know how to make financial statements and
their components with adjustments
2. Be able to practice transactions related to inventories and property, plant and equipment,
revenue from contracts with customers, consolidated financial statements involving
single subsidiary.
3. Be able to understand ethical practices related to financial reporting.
Learning Outcomes
1. Preparation of statement of financial positions (IAS 1)
2. Preparation of statement of comprehensive income (IAS 1)
3. Preparation of statement of cash flows (IAS 7)
4. Understanding difference between perpetual and periodic inventory systems
5. Understanding and analyzing difference between FIFO and weighted average cost
formulas and use them to estimate cost of inventory.
6. Learning to account for application of cost formulas (FIFO/ weighted average cost) on
perpetual and periodic inventory system.
7. Identification of impact of inventory valuation methods on profits.
8. Calculating cost of inventory in accordance with IAS-2 using data provided including
cost of purchase, cost of conversion, and other costs.
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9. Identification of relevant and irrelevant cost from data provided
10. Understanding net realizable cost and relating to situation where cost of inventories may
not be recoverable.
11. Demonstrating steps in measurement of inventory at lower of cost or NRV
12. Posting journal entries for adjustment in carrying value (excluding reversal of write
downs)
13. Understanding disclosure requirements and preparation of extracts of necessary
disclosure (excluding pledged inventories and reversal write downs)
14. Learning to use IAS – 16.
15. Calculating cost of initial recognition of property, plant and equipment in accordance
with IAS-16 including different treatment elements of cost and the measurement of cost
16. Analyzing subsequent expenditures that may be capitalized, and distinguishing between
capital and revenue items.
17. Presenting property, plant, and equipment after recognition under cost model and
revaluation model using data and information provided.
18. Understanding depreciation, depreciable amount, and depreciation period.
19. Calculating depreciation using straight line method, diminishing balance method, and the
units of production methods.
20. Computing depreciation for assets carried under the cost and revaluation models using
information provided.
21. Preparation of journal entries and ledge accounts.
22. Learning to account for de-recognition of property, plant, and equipment recognized
earlier under cost and revaluation methods.
23. Posting journal entries to account for de-recognition using data provided
24. Describing revenue and applying principle of substance over form to the recognition of
revenue.
25. Demonstrating accounting treatment (measurement and recognition) for revenue arising
from: sale of goods and rendering of services.
26. Identifying laws, regulations reporting standards and other requirements applicable to
statutory financial statements of a limited company.
27. Preparing and presenting following in accordance with disclosure requirements of IAS 1,
Companies Act 2017, fourth/ fifth schedule: Statement of financial position, statement of
comprehensive income, statement of changes in equity, notes to the financial statements.
28. Preparing statement of cash flows in accordance with the requirements of IAS-7
29. Describing the concept of a group as a single economic unit, and other terms like
subsidiary, parent, and control.
30. Describing situations where control is presumed to exist.
31. Identifying circumstances where an entity is required to prepare and present consolidated
financial statements.
32. Eliminating (by posting journal entries) the carrying amount of the parent’s investment in
subsidiary and recognize the difference between the two balances as either goodwill or
gain from bargain purchase.
33. Describing non-controlling interest in the case of a partially owned subsidiary.
34. Identifying non-controlling interest in the following: net assets of a consolidated
subsidiary, and profit or loss of the consolidated profit or loss of the consolidated
subsidiary for the reporting period
35. Posting adjusting entries to eliminate the effects of intergroup sale of inventory and
depreciable assets.
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36. Preparation and presenting simple consolidated statements of financial position involving
a single subsidiary in accordance with IFRS 10
37. Preparation and presenting simple consolidated statements of comprehensive income
involving a single subsidiary in accordance with IFRS 10

1. Preparation of components of financial statements with adjustments
2. Accounting for inventories (IAS 2) – Application of cost formulas (FIFO/ weighted
average cost) on perpetual and periodic inventory system
3. Cost of inventories (cost of purchase, cost of conversion, other costs)
4. Measurement of inventories (lower of cost or net realized value)
5. Presentation of inventories in financial statements
6. Property, plant and, equipment (IAS-16): Initial and subsequent measurement of property,
plant and equipment (components of cost, exchange of assets)
7. Measurement after recognition of property, plant, and equipment
8. Depreciation – depreciable amount, depreciation period, and depreciation method
9. De recognition
10. IFRS 15 Revenue from contracts with customers
11. Preparation of separate and consolidated financial statements involving single subsidiary –
in line with the requirements of the Companies Act 2017 and Financial Reporting
Standards (IAS 1 and 7 and others included in syllabus) excluding liquidations,
reconstructions and mergers
12. Elimination of investment in subsidiary and parent’s equity
13. Identification of non-controlling interest
14. Profit and loss from intra-company transactions relating to assets and inventories without
tax implications
15. Preparation of consolidated statements of financial position
16. Preparation of consolidated statements of comprehensive income


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9.0 Textbooks
1. ICAP “CAF – 7 Financial Accounting and Reporting II – Study Text”

 Melville, A. “International Financial Reporting: A Practical Guide”(7th Edition), Pearson
Publishing, USA
*************
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Course Title: Financial Reporting II

This course extends students' knowledge of corporate external financial reporting. It introduces
students to the Accounting Standards (IFRS) setting environment. Students learn how to read,
interpret, and apply accounting standards to make informed policy choices for a variety of
complex accounting issues. This course relates to accounting for tangible and intangible assets,
impairment of assets, lease and borrowing costs; provisions for contingencies; events occurring
after reporting period, changes in accounting estimates and errors; taxation and ethics. Students
will be equipped with tools to guide ethical decision making in a professional context.
Financial Accounting, I and II, Advanced Financial Accounting, Financial Reporting I, Audit
and Assurance
1 To comprehend objectives of accounting standards (International Financial

reporting Standards)
2 To prepare financial statements in accordance with IFRS
3 To account for transactions related to inventories and property, plant and
equipment, revenue from contracts with customers, consolidated financial
statements involving single subsidiary, in accordance with international
announcements.
4 To understand the ethical requirements of financial reporting
.4.0 Course Learning Outcomes:
1 After studying this course student should know how to make financial statements
and their components with adjustments
2 Be able to practice transactions related to inventories and property, plant and
equipment, revenue from contracts with customers, consolidated financial
statements involving single subsidiary.
3 Be able to understand ethical practices related to financial reporting.
Course Learning Outcomes:
1. Explaining and applying accounting treatment of property, plant and equipment,
and intangible assets
2. Formulating accounting policies in respect of property, plant and equipment, and
intangible assets
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3. Describing the method of determining a lease type: operating or financial lease
4. Preparing journal entries and presenting extracts of financial statements in respect
of lease accounting, lessor accounting, and sale and lease back arrangements, after
making necessary calculations
5. Formulating accounting policies in respect of different lease transactions
6. Analyzing effect of different leasing transactions on the presentation of financial
statements
7. Describing borrowing cost and qualifying assets using examples
8. Learning to identify and account for borrowing costs in accordance with IAS 23.
9. Disclosing borrowing costs in financial statements
10. Formulating accounting policies in respect to borrowing costs
11. Identifying and assessing circumstances where assets may be impaired.
12. Learning to measure recoverable amount.
13. Identification of cash generating unit and assessing its recoverable amount,
including its components
14. Learning to account for related impairment expenses (excluding accounting for
reversal impairment)
15. Defining liability, provision, contingent liability, and contingent assets and
learning their accounting treatment
16. Distinguishing between provisions, contingent liabilities, and contingent assets
17. Understanding recognition and de-recognition criteria for provisions
18. Calculating/ measuring provisions such as warranties/ guarantees, restructuring,
onerous contracts, environmental and similar provisions, previsions for future
repairs or refurbishments
19. Learning to account for changes in provisions.
20. Understanding disclosure requirements of provisions
21. Defining accounting policies, accounting estimates, and prior period errors
22. Learning to account for effect of change in accounting estimates and policies in
financial statements.
23. Understanding and analyzing using examples, IFRS guidance on accounting
policies, change in accounting policies and disclosure.
24. Understanding and analyzing using examples, IFRS guidance on accounting
estimates, changes in accounting estimates and disclosure
25. Understand and analyze using examples, IFRS guidance on errors, correction of
errors and disclosure
26. Assessing and learning to account for adjusting and non-adjusting events after the
reporting period.
27. Determining items that require separate disclosure, including their accounting
treatment and required disclosures.
28. Understanding and analyzing using examples, going concern issues arising after
the end of the reporting period
29. Defining temporary differences, and identification of temporary differences that
cause deferred tax liabilities, deferred tax assets.
30. Determining amounts to be recognized in respect of temporary differences.
31. Preparing and presenting deferred tax calculations using balance sheet approach
32. Learning to account for major components of tax expense/ income and its
relationship with accounting profit.
33. Formulating accounting policies in respect of deferred tax
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34. Applying disclosure requirements of IAS 12
35. Calculating basic EPS in accordance with IAS 33 bonus and right issue
36. Explaining the purpose and relevance of calculating basic EPS
37. Describing fundamental principles of professional ethics of integrity, objectivity,
professional competence and due care, confidentiality, and professional behavior
38. Applying conceptual framework to identify, evaluate, and address threats to
compliance with fundamental principles
39. Explaining ethical responsibilities of a Chartered Accountant in preparation and
reporting of financial information using simple examples

1.1 Accounting for tangible and intangible assets – Recognition, de-recognition,
measurement, depreciation/ amortization, and measurement after recognition of non-
current assets (IAS 16 and IAS 38)
1.2 IFRS 16 Leasing
1.3 Recognition of borrowing costs (IAS 23)
1.4 Impairment of assets
1.5 Provisions, contingent liabilities, and contingent assets
1.6 Accounting policies, changes in accounting estimates and errors (IAS -8)
1.7 Events occurring after the reporting period (IAS – 10)
1.8 Taxation: current year, prior years, and deferred (IAS-12) – excluding deferred
consequences of following transactions: business combination (including goodwill),
assets carried at fair value, un-used tax losses and credits, re-assessment of un-recognized
deferred tax assets, investments in subsidiaries, branches, associates and interest in joint
ventures, items recognized outside profit and loss account, share based payment
1.9 Earnings per share (IAS 33)
1.10 Ethics – Fundamental principles (Section 100 to 150 of the code of Ethics for Chartered
Accountants)
1.11 An understanding of ethics relating to preparation and reporting of financial information
(Section 320 of Code of Ethics for Chartered Accounts

Suggested, class discussions and applications of concepts using numerical problems and
relevant local and international case studies.
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9.0 Textbooks
1. ICAP “CAF – 7 Financial Accounting and Reporting II – Study Text”
Melville, A. “International Financial Reporting: A Practical Guide” (7th Edition), Pearson

Publishing, USA
**************
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Course Title: Managerial Accounting Problems

The course requires basic knowledge of Management Accounting

This course is designed to enable the students to get the sufficient knowledge for decision
making. This course will also help the students in the preparation of various types of budgets.
The students will learn how to find out the optimal production mix under the conditions of
limited resources. Other than this, the students will study Management Accounting Issues with
reference to research and they may be able to do their final thesis on these topics.
1. Basic concepts
2. Information for decision making
3. Information for decision making
5. Behavior of the cost and its impact on profitability
6. Enabling the students to prepare various types of budget
7. Enabling the students to prepare various types of budget.
8. Enabling the students to determine limiting factor for optimal production plan
9. Graphical method of linear programming for optimal production plan.
10. Simplex method of linear programming for optimal production plan
11. How to make the best use of limited resources
12. Learning the various strategies for determining the selling price. Economic
Theory of Pricing
13. Reading and writing the research articles
5.1 Managerial Accounting. Cost Terms, Cost Classification, Cost Behavior
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5.2 Relevant Costing
5.3 Relevant Costing
5.4 Activity Based Costing
5.5 Cost, Volume, Profit Analysis (More than one product)
5.6 Budgeting
5.7 Budgeting
5.8 Limiting Factor
5.9 Linear Programming
5.10 Make or Buy Decision
5.11 Pricing
5.12 Discussion on Research Articles

9.0 Textbooks
1. KAPLAN R S. Advanced Management Accounting, 1998 3rd Ed. PHI.
2. Trevor Hopper, Robert W. Scapens, Deryl Northcot. Issues in management
accounting, 2007 3rd Ed. Financial Times Prentice Hall
3. Kenneth Philip Gee Advanced management accounting problems, 1986,
Macmillan
4. Hugh Coombs, David Hobbs and Ellis Jenkins, Management Accounting:
Principles and Applications 2005, SAGE Publications
5. Advances in Management Accounting
6. S.Kaplan, Robert. Advanced Management Accounting, 2003, Pearson Education
7. Gee, Kenneth P. Advanced management Accounting Problems, 1986, Macmillan
and Co. LTD.
10.1 Books
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Course Title: Performance Management

Basic knowledge of Cost and Management Accounting

1. This course outline is divided into five parts.
2. Syllabus Area A covers cost accounting and understanding how organizations use
different methods of cost accounting to manage their processes
3. Decision making is a vital part of running a successful business. Syllabus Area B
covers decision-making techniques such as limiting factor analysis, pricing
decisions, short-term decisions and risk and uncertainty.
4. Budgeting forms an important aspect of running a successful business. Knowing
how much money you have to spend on processes or products makes the
difference when planning for the future. Syllabus Area C covers aspects of
budgeting including the objectives of budgeting, different budgeting systems and
how to qualitatively analyse different budgets.
5. Syllabus Area D covers standard costing and variance analysis - key skills for a
management accountant
6. Syllabus Area E covers performance measurement. Understanding of both
financial and non-financial performance indicators and methods of measuring
performance is key to answering performance measurement questions in the
exam.

1. Learning the basics of costing techniques
2. Learning the basics of costing techniques
3. Decision about the optimal production plan
4. Decision about the optimal production plan
5. Learning how to price the product while transferring it to the next profit centre
6. Learning the various techniques of budgeting
7. Comparing budgeting techniques
8. Behavioral aspects of budgeting
9. Learning how to compare actual performance with standard performance
10. Learning how to compare actual performance with standard performance.
11. Learning how to compare actual performance with standard performance.
12. Learning how to compare actual performance with standard performance
13. Learning about the financial measures of performance
14. Learning about the non-financial measures of performance
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15. Learning a combination of financial and non-financial measures
16. Learning a combination of financial and non-financial measures

Unit-I
5.1 Throughput accounting and back flush accounting,

5.2 Target costing and lifecycle costing
5.3 Activity-based costing
5.4 Environmental management accounting
5.5 Linear programming (Graphical Method)
5.6 Linear programming (Simplex Method)
5.7 Transfer pricing
5.8 Budgeting
5.9 Standard Costing
5.10 Interpreting financial data
5.11 Interpreting non-financial data
5.12 Balanced Scorecard
5.13 Revision and Discussion

9.0 Textbooks
17. Accountancy Tuition Centre (ATC) International

Emile Woolf Publishing Limited
18. Drury, C. “Cost and Management Accounting”
19. Get Through Guides
20. Wider reading, including relevant articles in management accounting journals is
encouraged
10.1 Book
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Course Title: Public Sector Accounting
1.0 Introduction of the course

Prime objective of the subject is to give orientation regarding procedures, mechanism,
nature of accounts, accounting cycle, through relevant stipulations in the Rules and
Regulations. Therefore, it encompasses compendiums of various activities pertaining to
governmental accounting.
It intends to familiarize students regarding nature, linkages, peculiarity, and functions of
Accounts Functionaries for knowledge and empirical training to facilitate acclimatization
while induction to these organizations.
Peculiarity of public expenditure is highlighted. Students are enlightened standard
operating procedure of each and every expenditure. i.e. Predetermined procedures.
2.0 Pre-Requisites Course (S) or Other Requirements/Skills:

It is developed for knowledge and better understanding of the processes and activities of
the Accounts Functionaries and there is no pre-requisite for students or personal
requirement.
1. Make orientation of nature, process, forums and Authorities in the public Sector
Accounting.
2. Familiarization of student regarding stipulations of law regarding financial
benefits permissible to civil servants during service, on retirement and family of
deceased civil servant.
3. Empirical training of accounting procedures for acclimatization, in case of
induction to governmental accounts functionaries.
4. Enhance awareness for better dealing with Accounts Functionaries through
dissemination of knowledge about their functions and powers.
1. Better understanding of students regarding governmental set up in the country.
2. Enables to differentiate accounting concepts in commercial and public finance.
3. Develop awareness about powers and functions of various functionaries of the
government.
4. Enhance skills to maintain accounting record in the government sector.

1.1 Definition of the public sector, Federal structure, provincial structure.
1.2 Nature of governmental Accounting.
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1.3 Purpose of governmental accounting. Users of governmental accounting information.
1.4 Comparison of public and private finance
1.5 Accounting cycle
1.5.1 The students are made aware about structure of both Federal and Provincial
Governments, Bureaucratic, Technocratic and Political setup of the country.
1.5.2 They are given understanding about functioning of three pillars of the government
Legislators, Judiciary and Executives. Brief orientation is given regarding nature,
procedures, Authorities and accounting cycle. Orientation is also given regarding
different kinds of finance and specially Peculiarity in public finance as compared to
nature of finance students have already studied up to that Juncture.
2.1 Definition of budget, objectives, traditional/incremental/ zero based budgeting, budget

terminology
2.2 Budget calendar, process for non-development budget
2.3 Budget estimates, 10BMs, SNE Recovery plan, continuation of SNE, Additional funds.
Supplementary grant, Modified grant
2.4 1st and 2nd statement of excesses and surrenders, Re –appropriations, Supplementary
Grants, Approval process, chart of classification, (Practical Examples from budget).
2.5 Development Budget 5 Pcs, stages, forums, yard sticks for schemes, (practical examples
for A.D.P), Project appraisal
2.5.1 This segment focuses on the process of budget preparation of both development and Non
development, i.e. formats being used for the purpose, consolidation, approval stages
and authorities, allocation, distribution, post distribution adjustment, and ultimate
review by the Authority of the ultimate utilization status. Students are given hands-
on-training through original budget books of budget and examples of actual documents
of different Institutions. Linkages is tried to be made between bookish and practice in
vogue. This segment of the course portrays complete picture of the budget cycle and
familiarizes the students about the process in totality.
3.1 Pay fixation

3.2 Pre-requisites for drawl of salary, procedure, Accountal
3.3 House Rent Allowance, G.P Fund, group insurance, benevolent fund, income tax and
other deductions.
3.3.1 They are given acquaintance regarding basic pay scales, minimum, running, and
maximum stages. Eligibility for increment, authority for pay fixation and disbursement
process. Practical example of pay slip from % Accountal General Punjab and actual
salary slip are made available to students for hands-on-training.
3.3.2 Details of all kinds of deductions from salary and benefits in lieu of these deductions, to
civil servant in service, retirement and in case of death to deceased family, are
discussed.
4.1 Modes of filling of vacancy
4.2 Delegation of financial powers
4.2.1 The procedure of filling of posts through stop-gap arrangement, additional charge,
current charge, acting charge, promotion, deputation, direct recruitment, Contract
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appointment, re-employment and special packages, etc are apprised along with
stipulations of Rules and Regulations i.e.esta code, service Rules, criteria, etc.
4.2.2 All powers are vested with government and these powers are utilized through delegation
of powers to different Forums and Authorities. Details are provided regarding category
wise limits of different affairs according to relevant schedules in the Rules and
Regulations.
5.1 Purchase procedure
5.2 Detailed study of PPRA RULES with practical examples
5.2.1 Purchases gets major chunk from portion of non-salaried budget. The orientation is made
regarding mode of purchases without quotations, limited tender, open tender, national
competitive bidding, international competitive bidding, emergent purchase and
purchases from manufacture for vehicles, prequalification, etc. Detailed orientation of
each and every section of Punjab Procurement Authority Rules (PPRA RULES) is
given regarding, planning, specification, securities, rates, FOB, CandF, CIandF, and
DDP, one stage two envelope, two stages one envelope, grievances and arbitration etc.
Practical Training is imparted through conduction of exercises.
6.1 Inventory maintenance
6.2 Check list for drawl of non –salary items
6.2.1 Introduction of books /registers/accounts required to be maintained
6.2.1.1 Accountal is foremost pre-requisite of public expenditure therefore, they are given
information regarding various documents used for accountal like, master stock
register, in and out stock register, sub stock register, repair register, unserviceable
stock register, Bin Card, meter register, attendance register, cash book, petty cash
book, attendance, physical verification and linkages with documents i.e. in case of
repairing of car, expenditure will simultaneously be entered in cash book, budget
watch register, log book, repair register, Register of unserviceable goods (replaced
parts),history register for major replacement etc. Check lists for various procedures are
discussed for better understanding.
7.1 Kinds of leaves and rules

7.1.1 The Account Functionaries are required to keep record of various kind of leaves, causal
leaves, earned leaves, vacations, prevented vacations, hospital leave,ex-pakistan, study
leave, leave preparatory to retirement, leave due in kind, special leave, Quarantine
leave, Maternity leave, paternity leave, etc, therefore students are informed about
provision of law, eligibility, limits, requirements and Accountal in leave accounts.
8.1 Compilation, statement of expenditure (development + non-development), reconciliation.

Appropriation accounts. Detailed orientation
8.1.1 One of the primary responsibilities of finance manager is to anticipate, acquire, allocate,
utilize funds but also prudent utilization and conservation of funds fetches prime
responsibilities. The reporting system of governmental accounting enables all
authorities to monitor pace of utilization to take decision, for remustering of resources
from where these are in excess to needed one. Students are provided with formats and
actual reports of various Institutions to understand procedure, preparation, mechanism
usefulness, purposes and authorities linked in the process.
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27.1 Benefits of G.P. funds benevolent funds group insurance financial assistance
27.1.1 Detailed rules and regulations for eligibility and process.
27.1.1.1 This portion of the course, makes the students aware about the benefits
available to the civil servant, on retirement, and the family of the civil servant at
her/his death. Detail discussion is made regarding Prevision of Law, permissibility,
mechanism, volume, occasions, sanctioning authorities for the benefits, etc.
10.1 Define pension, kinds, documents, calculations. pensionary benefits in case of in service
death
10.1.1 Pension is one of the significant perk of pay package. Students are taught the kinds i.e.
superannuatory, premature, compulsory, medical ground, death etc. Pre-requisits and
hands-on-training regarding calculation of net qualified service, emoluments,
increases, commutation (gratuity). They are given opportunities to calculate pension
for different scenario.
a. Safe guards for cash handling internal control examples of serious irregularities-action to
be taken
i. The students are informed regarding legacy of law like, constitution, bill, act, and
Ordinance, by-Laws, Rules and Regulation, internal controls and SOPs. Cash book in
Governmental Accounting is classified as bible of Accounts, therefore, detailed
discussion for its maintance is made as who will make entries, who will check, process
of rectification, certification. Students are apprised regarding safe custody of cash.
Compendium of instructions for various procedures linked with check lists is
discussed.
12.1 Kinds of audit. Procedures and forums for settlement

12.1.1 Authority bears responsibility In order to ensure prudent utilization of authority, watch
dogs of accountability are deployed. When one knows that he has to give answer so he
behaves with in ambit of authority. These perform through tools of audit. The students
are given detailed understanding of kinds of audit in public sector, follow up process
authorities for settlement, composition of public Accounts committee and nature of
some common irregularities for comprehension of the system.
13.1 Auditor general of Pakistan
13.1.1 Accountant general of Pakistan
13.1.2 Treasury officer
13.1.3 Drawing and Disbursing Officer

14.1 In this portion of course outline, functions and powers of these authorities are
highlighted. This enables students to fantham status of the prime and key authorities in
the public sector accounting.
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The course would be lecture based with focus on local case example.
7.0 Assignment
Student would submit assignment on regular basis. The assignment would cover both field
work and internet based documents.
8.0 Assessment and Examination
9.0 Study Tours

Exposure of relevant functionaries like AG Punjab, Treasury Office, PsD Department,
Various Account Department of University and other institution is given to students to
physical see operation as part of mentoring process.
10.0 RECOMMENDED BOOKS:

1. PFR Volume I
2. PFR Volume II
3. Delegation of financial powers latest
4. Treasury rules
5. Esta code(updated)
6. Code of classification
7. Planning manual
8. Audit code
9. Budget manual
10. D.D.O Hand book (Publications by the government)
11. Set of books of budget of Government of Punjab (latest)
12. Compendium of pension rules
13. PPRA hand book
14. Latest notifications
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Finance Specialization
1. Financial Statement Analysis

2. International Finance
3. Financial Derivatives
4. Advanced Risk Management
5. Corporate Mergers, Acquisitions and Restructuring
6. Advanced Financial Management
7. Corporate Finance
8. Investment Analysis and Portfolio Management
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Course Title: Financial Statement Analysis
Proposed Course Code: Finance (Specialization) Credit Hours: 03
The course of financial statement analysis is designed to equip students with wide variety of
financial ratios and other tools for financial statement analysis. The students will learn about
ratio analysis, vertical analysis and horizontal analysis. To learn about liquidity analysis,
profitability analysis, solvency analysis, activity analysis and market analysis and decisions
making by using the above-mentioned tools is the main focus of this course.

1. Financial Accounting
1) To learn about financial statement analysis tools.
2) To learn about different financial ratios and their application.
3) To Know and learn about vertical analysis.
4) To learn about horizontal analysis.
5) Decisions making by using tools for analysis

1) This course will provide the students to learn about different categories of ratios
2) The students would be able to learn about vertical and horizontal analysis.
3) The students would be able to learn the usage and application of tolls for decision
making.

Unit-I
1.1 Introduction to Financial Reporting and Financial Statements Analysis
1.1.1 Financial statements, its nature and need for preparation.
1.1.2 Understanding the contents information of income statement/statement of comprehensive
income, balance sheet/statement of financial position, retained earnings
statement/statement of owners’ equity and statement of cash flows.
Unit-II
2.1 Liquidity Analysis
2.1.1.1 Concept of liquidity, its importance, current assets, current liabilities and operating cycle
concepts.
2.1.1.2 Working capital concept, current ratio, acid-test ratio/quick ratio, cash ratio etc. and
interested stakeholders.
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2.1.2 Application/practical problems and decisions making by using liquidity analysis.
Unit-III
3.2 Debt Ratios/ Solvency/Gearing Ratios
3.2.1 Introduction and understanding of debt/solvency ratios.
3.2.2 Debt ratio, equity ratio, debt to equity ratio, times interest earned ratio, fixed charge
coverage its importance and interested stakeholders.
3.2.3 Application/practical problems and decisions making by using debt ratios.
Unit-IV
4.1 Activity/Turnover/Efficiency Ratios
4.1.1 Introduction and understanding of activity/turnover/efficiency ratios. Importance and
interested stakeholders.
4.1.2 Inventory turnover, average age of inventory/inventory turnover in days, accounts
receivable turnover, average collection period/accounts receivable turnover in days.
4.1.3 Accounts payable turnover, average payment period/accounts payable turnover in days.
4.1.4 Assets turnover, fixed assets turnover.
4.1.5 Application/practical problems and decisions making by using activity ratios
Unit-V
5.1 Profitability Ratios
4.1.6 Profitability concept and its importance for different stakeholders
4.1.7 Gross profit margin, operative profit margin, operative profit margin and net profit
margin concepts.
4.1.8 Earnings per share (EPS) Return on assets/investment (ROA), Return on equity (ROE),
return on total and common equity, DuPont analysis,
4.1.9 Application/practical problems and decisions making by using Profitability ratios.
Unit-VI
6.1 Market Ratios/Ratios for Investors
6.1.1 Importance and understanding of these ratios.
6.1.2 Book value per share/breakup value, price/earnings ratio, dividend payout ratio, retention
ratio, dividend yield ratio, market to book ratio
6.1.3 Application/practical problems and decisions making by using market ratios for
investors.
Unit-VII
7.1 Statement of Cash Flows and its Analysis
7.1.1 Basic elements of Statement of Cash flows.
7.1.2 Operating, investing and financing cash flows and their interpretation.
7.1.3 Ratios relating to operating cash flows.
7.1.4 Application/practical problems and decisions making by using these ratios.
Unit-VIII
8.1 Expanded Analysis
8.1.1 Financial Ratios of special industries.
8.1.2 Financial ratios of banks, oil and gas, transportation and real estate.
8.1.3 Financial ratios of insurance companies and other financial institutions.
8.1.4 Forecasting financial failure, univariate model, multivariate model and Z score model.
8.1.5 Personal financial analysis and analysis of Government and not-for-profit organizations.
8.1.6 Limitations of ratio analysis.
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 Lectures
 Handouts
 Quizzes
7.0 Assignments
1. Financial Statement analysis of various companies’ annual reports which are listed on
Pakistan Stock Exchange.
2. Two quizzes will be taken from midterm course contents and 2 quizzes will be taken from

12.0 Textbooks
10. Gibson C. H. “Financial Statement Analysis” 12th/Latest edition, Cengage
Learning.
11. Sinha, G. “Financial Statement Analysis” PHI Learning Private Limited.
 The Economist
*********
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Course Title: International Finance

Businesses evolve into multinational corporations (MNCs) so that they can capitalize on
international opportunities. Their financial managers must be able to assess the international
environment, recognize opportunities, implement strategies, assess exposure to risk, and manage
the risk. International financial management course helps to asses all the above mentioned
challenges, opportunities, risks as well teaches us to manage that risks. The MNCs that are most
capable of responding to changes in the international financial environment will be rewarded.
This course is organized first to provide a background on the international financial environment
and then to focus on the managerial aspects from a corporate perspective. Students or managers
of MNCs will need to understand the financial environment before they can manage within it.
International Financial Management presumes an understanding of basic corporate finance.

1. To provide the macroeconomic framework and introduce the major markets that
facilitates international business.
2. To describes relationships between exchange rates and economic variables and explains
the forces that influence these relationships.
3. To provide microeconomic framework with a focus on the managerial aspects of
international financial management and explains the measurement and management of
exchange rate risk.
4. To describe the management of long-term assets and liabilities, including motives for
direct foreign investment, multinational capital budgeting, and country risk analysis.

After learning this course students would be able:
1. To understand the macroeconomic and microeconomic environment with respect to direct
foreign investment, multinational capital budgeting, and country risk analysis.
2. To understand the foreign exchange risk exposure, how this affects our financial decision
making and how to manage it.
3. To grab the international opportunities and cope with the international challenges while
investing the money in foreign countries.
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Unit 1: MULTINATIONAL FINANCIAL MANAGEMENT:

1.1. Managing the MNC
1.2. Why Firms Pursue International Business
1.3. How Firms Engage in International Business
1.4. Valuation Model for an MNC
Unit 2: INTERNATIONAL FLOW OF FUNDS
2.1. Balance of Payments
2.2. International Trade Flows
2.3. International Trade Issues
2.4. Factors Affecting International Trade Flows
2.5. Correcting a Balance-of-Trade Deficit
2.6. International Capital Flows
2.7. Agencies That Facilitate International Flows
2.8. How Trade Affects an MNC’s Value
Unit 3: INTERNATIONAL FINANCIAL MARKETS
3.1. Foreign Exchange Market
3.2. International Money Market
3.3. International Credit Market
3.4. International Bond Market
3.5. International Stock Markets
Unit 4: EXCHANGE RATE DETERMINATION
4.1. Measuring Exchange Rate Movements
4.2. Exchange Rate Equilibrium
4.3. Factors That Influence Exchange Rates
4.4. Movements in Cross Exchange Rates
4.5. Anticipation of Exchange Rate Movements
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Unit 5: CURRENCY DERIVATIVES

5.1. Forward Market
5.2. Currency Futures Market
5.3. Currency Options Market
5.4. Currency Call Options
5.5. Currency Put Options
5.6. Contingency Graphs for Currency Options
5.7. Conditional Currency Options
5.8. European Currency Options
Unit 6: GOVERNMENT INFLUENCE ON EXCHANGE RATES

6.1. Exchange Rate Systems
6.2. Single European Currency
6.3. Government Intervention
6.4. Intervention as a Policy Tool
Unit 7: INTERNATIONAL ARBITRAGE AND INTEREST RATE PARITY

7.1. International Arbitrage,
7.2. Interest Rate Parity (IRP),
Unit 8: RELATIONSHIPS AMONG INFLATION, INTEREST RATES,
AND EXCHANGE RATES
8.1. Purchasing Power Parity (PPP)
8.2. Interpretations of Purchasing Power Parity
8.3. Rationale behind Relative PPP Theory
8.4. Derivation of Purchasing Power Parity
8.5. Using PPP to Estimate Exchange Rate Effects
8.6. Graphic Analysis of Purchasing Power Parity
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8.7. Testing the Purchasing Power Parity Theory
8.8. Why Purchasing Power Parity Does Not Occur
8.9. Purchasing Power Parity in the Long Run
8.10. International Fisher Effect (IFE)
8.11. Implications of the International Fisher Effect
8.12. Implications of the IFE for Foreign Investors
Unit 9: FORECASTING EXCHANGE RATES
9.1. Why Firms Forecast Exchange Rates
9.2. Forecasting Techniques
9.3. Forecast Error
9.4. Using Interval Forecasts
Unit 10: MEASURING EXPOSURE TO EXCHANGE RATE FLUCTUATIONS
10.1. Relevance of Exchange Rate Risk
10.2. Transaction Exposure
10.3. Economic Exposure
10.4. Translation Exposure
Unit 11: MANAGING TRANSACTION EXPOSURE
11.1. Hedging Exposure to Payables
11.2. Hedging Exposure to Receivables
Unit 12: MANAGING ECONOMIC EXPOSURE AND TRANSLATION
EXPOSURE
12.1. Managing Economic Exposure
12.2. Hedging Exposure to Fixed Assets
12.3. Managing Translation Exposure
Unit 13: DIRECT FOREIGN INVESTMENT
13.1. Motives for Direct Foreign Investment
13.2. Selfish Managerial Motives for DFI
13.3. Benefits of International Diversification
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13.4. Host Government Views of DFI
Unit 14: MULTINATIONAL CAPITAL BUDGETING

14.1. Subsidiary versus Parent Perspective
14.1.1. Tax Differentials
14.1.2. Restricted Remittances
14.1.3. Excessive Remittances
14.1.4. Exchange Rate Movements
14.2. Other Factors to Consider
14.2.1. Exchange Rate Fluctuations
14.2.2. Inflation
14.2.3. Financing Arrangement
14.2.4. Blocked Funds
14.2.5. Uncertain Salvage Value
14.2.6. Impact of Project on Prevailing Cash Flows
14.2.7. Host Government Incentives
14.2.8. Real Options
14.3. Adjusting Project Assessment for Risk
14.3.1. Risk-Adjusted Discount Rate
14.3.2. Sensitivity Analysis
Unit 15: INTERNATIONAL CORPORATE GOVERNANCE AND CONTROL
15.1. International Corporate Governance
15.2. International Corporate Control
15.3. Factors Affecting Target Valuation
15.4. Disparity in Foreign Target Valuations
15.5. Other Corporate Control Decisions
15.6. Control Decisions as Real Options
Unit 16: COUNTRY RISK ANALYSIS
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16.1. Why Country Risk Analysis Is Important
16.2. Country Risk Factors
16.3. Assessment of Risk Factors
16.4. Techniques to Assess Country Risk
16.5. Measuring Country Risk
16.6. Incorporating Risk in Capital Budgeting
16.7. Preventing Host Government Takeovers

This course will be taught through the topics explanation in class by teacher, class participation,
and presentation by students, quizzes and assignments. Students will also be provided by the
topics related articles and published research papers on which class discussion will be held.
7.0 Assignments-
Assignments will be given to students on the following topics,
1. Foreign exchange rate risk and the use of financial derivatives to manage it.
2. Pros and cons (risks) of Foreign Direct Investment.
3. Capital Budgeting Analysis while investing internationally.
9.0 Textbooks
MEDURA, J. “International Financial Management” latest edition.
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Course Title: Financial Derivatives
The Course carries following objectives:

The course covers markets in standard financial derivatives-for example, forwards, futures,
swaps and options-with intent to establish the theoretical basis of prices as well as the practical
use and pitfalls of these products. Time permitting, more advanced topics will be covered
including, exotic options and financial engineering.
Pre-Requisites Course Requirements/Skills:

Basic investment and financial management courses.
Learning Outcomes:
Upon completion of this course, the students will be able to:
1. Explain the mechanics of the futures and forward contracts.
2. Calculate profits or losses on future and forward contracts for hedgers and speculators.
3. Determine the futures prices for commodities and stock indices and describe how
theoretical upward and lower bounds impact possible prices.
4. Discuss the mechanics of options contracts and the markets they trade in.
5. Calculate theoretical option prices using one and two-stage binomial models, as well as
under the Black-Scholes model.
6. Demonstrate how put-call parity works in options markets.
7. Show how technical analysis can be used in a trading strategy for futures or options
markets.
8. Assess the importance of interest rate and currency swap contracts in hedging.
9. Explain how credit default swaps potentially reduce risk.
10. Describe the characteristics of alternative derivative contracts such as weather
derivatives, energy derivatives, swaptions, and exotic options.
Course Contents:
Unit I
1.1 Introduction to Derivative Securities
The main types of derivatives, Derivatives markets, Reasons for trading derivatives,
Hedging versus speculation, History of derivative markets, Criticism of derivative
market.
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Unit II
a. Forward Contract
The Nature of the Forward Contract, Using Forwards as a Risk-Management Instrument,
Boundary Conditions for Forward Contracts, Valuing forward contracts and the forward
price, Modifying Default Risk on Forward Contracts, Forward contracts on Stocks,
indices, interest rates and currency.
Unit III
3.1 Futures
The market for futures contracts, Marked to market and margins, Future contracts on
Stocks indices, interest rates and currency. Applications of Futures.
Unit IV
4.1 Swaps
Interest rate swaps, Currency swaps, Comparative advantage swaps, Determination of
swap rates, Total Return Swaps, Commodity Swaps, Variance Swap, Applications
Examples.
Unit V
5.1 Options
The market for options, Option payoffs, Factors affecting option prices, No-arbitrage
restrictions; the put-call parity, Early exercise of American options, Trading strategies
involving options, Valuing Options, The binomial model, The Black-Scholes model,
Monte-Carlo simulation, Volatility estimation and implied volatility, Limitations and
Extensions of The Black-Scholes-Merton Model, Exotic Options, Deriva Gem and online
options calculators, Definition of exotic options, Binary options, Forward start options,
Gap options, Look back options, Chooser options, Asian options, Shout options,
Explain and evaluate the ‘Greeks’,Explain the delta of an option and demonstrate how it i
s used in dynamic hedging. Explain the gamma effect on the options delta,
and how can gamma effect a delta hedge.Demonstrate the historical volatility and implied
volatility methods for estimating the future volatility of the underlying asset.
Teaching-Learning Strategies:
1. Lectures
2. Handouts
3. Group discussions
4. Classroom presentations
5. Projects and term paper
6. Quizzes
7. Case study, reading assignment
Assessment and Examinations:
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Textbooks
1. McDonald, “Derivatives Markets” 3rd edition., Pearson.
2. John Hull, “Options, Futures and Other Derivatives” 8th Edition. (7th also works),
Pearson Prentice Hall 2011.
3. John C. Hull, “Fundamentals of Futures and Options Markets,” 8th Edition, Prentice
Hall.
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Course Title: Advanced Risk Management

This course examines the advanced risk management. It gives the students the essential
knowledge and understanding the application of risk management principles, system, process
and techniques.

Financial Management, Investment basics
Learning Outcomes:
1. Helpful to develop objective risk management policies consistent with the company’s
enterprise-wide risk management framework.
2. Improve financial risk management skills to support the business strategy-both actively
and cost-effectively.
3. Help the business to take advantage of new opportunities.
4. To understand how to dialogue effectively with the Board, operating units, auditors,
bankers, clients and analysts.
5. To Improve treasury’s effectiveness in adding value to the business and benefiting the
bottom line.
Course Contents:
Unit I
1.1 A Risk Management Synthesis
Definitions and Objectives, Types, Advances in Integrated Risk Management and
Institutional Barriers to Progress 8 Measuring the Trade-Offs between Risk and Return,
When Bad Things Happen to Good People, U.S. Savings and Loan Crisis, Long-Term
Capital Management, The 2006-2011 Credit Crisis.
Unit II
b. Risk, Return and Performance Measurement
Practical Quantification of Risk. Perils and Pitfalls in the Measurement of Risk.
Historical value at risk. Monte Carlo based value at Risk, Measuring Return: Market vs.
Accounting Returns. One Source of Risk or Many Sources of Risk? Interest Rate Risk
Management Evolution, Equity Risk Management Evolution, Option Risk Management
Evolution, Credit Risk Management Evolution. Managing Risk and Strategy, Business by
Business.
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Unit III
3.1 Interest Rate Analytics
Interest Rate Risk Introduction and Overview, Fixed Income Mathematics: The Basic
Tools, Interest Rate Mismatching and Hedging.
Unit IV
1.2 Credit Risk Analytics
An Introduction to Credit Risk: Using Market Signals in Loan Pricing and Performance
Measurement, Reduced Form Credit Models and Credit Model Testing, Credit Spread
Fitting and Modeling, Valuing Credit Risky Bonds, Legacy Approaches to Credit
Risk,Credit Derivatives and Collateralized Debt Obligations.
Unit V
1.3 Derivatives Risk
Equity Risk, Elements of portfolio theory, Capital Asset Pricing Model, Systematic vs.
idiosyncratic risk, Equity portfolio risk and performance evaluation. American and
European Fixed Income Options, Forward and Futures Contracts, Interest Rate Swaps
and Swaptions, Exotic Swap and Options Structures, Foreign Exchange Market.
Unit VI
1.4 Market Risk
Computing risk measure estimates, collecting data to model the behavior of risk factors,
Confidence intervals for risk measure estimates, Techniques to improve accuracy of risk.
Unit VII
1.5 Volatility Estimation
Regime Switching, Cyclical Volatility, EWMA, GARCH, Implied Volatility (IV),
Bootstrapping the sample data.
Unit VIII
1.6 Introduction to VAR
Introduction to Risk, Value at Risk (VaR), Value-at-Risk Measurement Methods, Delta
Normal VAR: Linear and Non-Linear Assets, Delta Normal VAR for Linear Derivatives,
Delta Normal VAR for Non-Linear, Full Valuation Method, Historical Simulation,
Monte Carlo Simulation, Comparison between Methods
Unit IX
1.7 Enterprise Risk Management
Integrated risk management within financial institutions, aggregating financial and non-
financial risks, designing effective risk management frameworks, Best practices for risk
governance, Managing Institutional Default Risk and Safety and Soundness.
Unit X
10.1 Liquidity Risk Management
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Liquidity Analysis and Management: Examples from the Credit Crisis
Unit XI
11.1 Operational Risk Management
Taxonomy of operational risks, Ways to Determine Operational Risk. Operational risk
regulation, Operational Risk Management Process, Expected Loss Vs Unexpected Loss.
Hedging Operational and Financial Risk, Operational risk modeling,
Unit XII
12.1 WHO guidelines on quality risk management
Teaching-Learning Strategies:
i. Lectures
ii. Handouts
iii. Group discussions
iv. Classroom presentations
v. Projects and term paper
vi. Quizzes
vii. Case study, reading assignment
Textbooks
1. DONALD R. VAN DEVENTER et al. “Advanced Financial Risk Management:
Tools and Techniques for Integrated Credit Risk and Interest Rate Risk
Management,” 2nd Edition, , KENJI IMAI, MARK MESLER, John Wiley and Sons.
2. DOHERTY, Neil A.: Integrated Risk Management: techniques and strategies for
managing corporate risk, New York.
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Course Title: Corporate Mergers, Acquisitions and Restructuring

This course uses an analytical framework and applications to introduce the key principles and
techniques of successful mergers, acquisitions, divestitures and leveraged buyouts.
This course focuses on identifying ways to increase firm value through mergers and corporate
restructuring. Specific topics include: mergers and tender offers, spin-offs, carve-outs,
divestitures, takeover defense strategies, bankruptcy and bankruptcy acquisitions, international
acquisitions, leveraged buyouts. We will cover the theory, practice and empirical evidence and
understand how to propose, evaluate, and structure the above mentioned phenomena.

The course presumes that students have taken basic courses in Accounting, Economics and
Finance.
Learning Outcomes:
Upon completion of this course, students will be able to complete the following key tasks:
1. Analyze the effect of any type of corporate restructuring on firm value.
2. Analyze the effect of corporate mergers, acquisitions and restructuring on the
components of firm value – equity and debt.
3. Know how restructuring affects corporate control.
Course Contents:
Unit I
1.1 Introduction to mergers, acquisition and other form of restructuring
Valuation for MandA, LBOs, Corporate Divestitures and Financial Restructuring, Stock
Repurchase. Why MandA drives the market for corporate control? Mergers and
acquisitions: when do they make sense? The distinguishing features of successful and
unsuccessful deals. Research evidence on which mergers add value, and which destroy
value.
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Unit II
1.2 Evaluating Acquisitions, and Undertaking Due Diligence
What are the target's value-drivers? Required performance improvements embedded in
acquisition premiums. Competitive conditions that must drive valuations. What due
diligence can reveal and what it cannot. The sequence of events in this cross-border
merger and develop a due diligence checklist. Tailoring due diligence to the company and
industry. What are the key aspects of due diligence in the publishing world?
Unit III
1.3 Valuation for Mergers and Acquisitions
Asset-based and balance-sheet approaches to find Market value. approaches Multiples
and comparables Enterprise value and EBITDA Establishing required rates of return Free
cash flows to equity Free cash flows to firm Dividend- and cashflow-discount model.
Unit IV
1.4 Negotiating the Terms of a Merger
Role of investment bankers and other advisors in developing a negotiating stance.
Understanding sellers' goals and constraints. Dealing with defensive strategies: poison
pills and other devices. Dealing with rival bidders. Dealing with private owners.
Structuring the deal: How much should we pay? How should we pay? Teams engage in a
hands-on negotiating exercise including valuation, setting the price and payment terms of
the merger, and negotiating control
Unit V
1.5 Divestitures
Post-acquisition divestitures. Measuring and managing break-up value. Breakup value
taxable and tax-free corporate breakups. How to perform a before-and-after divestiture
valuation?
Unit VI
1.6 Acquisition Finance
Finding the optimal capital structure: debt, equity or mezzanine? Capital structure
considerations. Senior secured bank financing. Asset-based finance. Bridge financing.
Subordinated seller notes. Mezzanine debt Refinancing strategies. High-yield bonds
Private equity sources
Unit VII
1.7 Leveraged Buy-Outs
The different approaches of financial vs strategic buyers. The leverage effect. How to
structure and price the leverage for an acquisition or buyout. Spreadsheet-based debt
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capacity analysis for leveraged finance. Synthetic ratings and debt pricing mezzanine and
private equity finance.
Teaching-Learning Strategies
I. Lectures
II. Handouts
III. Group discussions
IV. Classroom presentations
V. Projects and term paper
VI. Quizzes
VII. Case study, reading assignment

Textbooks
21. Wiley, P. G. J.(2018) Mergers, Acquisitions and Corporate Restructurings, 7th edition
22. Donald, M. “Mergers, Acquisitions, and Other Restructuring Activities, 7th edition,
DePamphilis, Academic Press.
Other Suggested Readings
Takeovers, Restructuring, and Corporate Governance 4th Edition by J. Fred
Weston, Mark L. Mitchell and J. Harold Mulherin, Pearson Educational
International.
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Course Title: Advanced Financial Management
This is a Finance specialization course. After studying this course, the students would be able
to develop understanding of financial decision making by a financial manager in a business
organization. This course will also provide the students to learn about investment decisions
process used by a finance manager. The students would also be get benefited to know about
the various capital budgeting techniques and its application for business decision making.
Financing decisions in a business firm is also important and the students would be able to
learn about cost of capital and capital structure. Valuation of long-term securities will also
help the students to learn about different valuation models which are used in decisions
making. The students would also learn about the concepts and methods of preparation of
Statement of Cash Flows and interpretation of operating, investing and financing cash flows.

 Financial Accounting and Financial Management
1. To learn investment decisions process used by a finance manager.
2. To know about the various capital budgeting techniques and its application for business
decision making.
3. To learn about cost of capital calculation and capital structure of a business firm.
4. To learn about different valuation models which are used in decisions making.
5. To learn about the concepts and methods of preparation of Statement of Cash Flows and
interpretation of operating, investing and financing cash flows.
1. This course will provide the students to learn about investment decisions process used by
a finance manager. The students would be able to know about the various capital
budgeting techniques and its application for business decision making.
2. The students would be able to learn about cost of capital calculation and capital structure
of a business firm, and to learn about different valuation models which are used in
decisions making.
3. This course would help the students to learn about the concepts and methods of
preparation of Statement of Cash Flows and interpretation of operating, investing and
financing cash flows.
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Unit-I
1.1 Introduction to Advanced Topics of Financial Management
1.1.1 An overview of advanced financial management, scope and importance of advanced
financial management topics.
Unit-II
2.1 Capital budgeting decisions in a business firm
2.1.1 Concept, importance and basic terminology, independent and mutually exclusive
projects.
2.1.2 Relevant cash flows in capital budgeting- identification of initial investment,
operating cash flows and terminal cash flows of the projects.
2.1.3 Importance of taking marginal cash flows, sunk cost and opportunity cost treatment in
capital budgeting decisions, treatment of financing cost.
2.1.4 Project’s evaluation/appraisal techniques (non-discounted methods and discounted
methods) and decision making- calculation of payback period and accounting rate of
return.
2.1.5 Net present value (NPV), profitability index (PI), and internal rate of return (IRR)
Practical decision in a business firm based on these techniques.
Unit-III
3.1 Valuation of Financial Assets-Bonds
3.2.4 Valuation of financial assets (long term securities)-bonds/debentures.
3.2.5 Valuation fundamentals, bonds and bond indenture, value of zero coupon and non-
zero coupon bonds, relationship between required return, coupon rate and maturity
period with value of bonds.
3.2.6 Yield to maturity concept and its calculation.
Unit-IV
4.1 Valuation of Financial Assets-Stocks/Shares
4.1.1 Preferred stock and common stock valuation models, concept and importance.
4.1.2 Dividend discounted model for valuation. Zero growth, constant growth, and
variables growth models for valuation.
4.1.3 Free cash flows model, and other approaches to valuation of common stocks.
4.1.4 Yield on preferred and on common stock.
Unit-V
5.1 Making financing decisions in a business firm
5.1.1 Cost of capital, concept, calculating cost of individual source of capital, cost of long-
term debt, preferred stock, and common stock.
5.1.2 Weighted average cost of capital (WACC), use of CAMP in calculating cost of
common stock, Weighting schemes, book value weights vs market value weights,
target weights.
5.1.3 Comparing WACC with investment opportunity schedule and decision making.
Unit-VI
6.1 Statement of cash flows (SCF)
6.1.1 Need and importance of Statement of Cash Flows, preparation of statement of cash
flows by using IAS-7, non cash expenses and SCF.
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6.1.2 Methods of preparation-direct and indirect methods, direct exchange transactions,
gross and net cash transactions.
6.1.3 Operating, investing and financing activities in statement of cash flows.
6.1.4 Analysis of operating, investing and financing cash flows.
 Lectures
 Handouts
 Quizzes
7.0 Assignments
7.1.1 Capital budgeting projects will be assigned to students after midterm examination.
13.0 Textbooks
12. Gitman L.J., “Principals of managerial finance,” 14th/Latest edition, Pearson
Education.
13. Van Horne J.C.,”Fundamentals of financial management” Latest edition, Pearson
Education.
10.4 Books
 Campsey B.J. and Brigham Eugene F.”Introduction to financial management”
Latest edition.
 Keown Arthur J, Scott David F., Martin John D, Basic financial management,
Latest edition.
 Macmillan, M. ‘’Fundamentals of financial management’’ Latest Edition.
 Brigham Eugene F and Ehrhardt Michael C. “Financial Management theory and
practice.” Latest Edition.
 The Economist
*********
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Course Title: Corporate Finance
This is a Finance specialization course. After studying this course, the students would be able
to develop understanding of financial decision making by a financial manager in a business
organization. This course will also provide the students to learn lease vs purchase decisions
in a business firm. The students would also be get benefited to know about the mergers and
acquisition decision and its impact on firm value. Dividend policy decisions in a business
firm is also important and the students would be able to learn about this decision. Leverage
and its impact on return and risk would also be helpful for finance students. The students
would also learn about the concepts and methods of computations of working capital of a
business firm.

 Financial Accounting and Financial Management, Advanced Financial Management
1. To learn about lease vs purchase decisions in a business firm.
2. To know the mergers and acquisition decision and its impact on firm value.
3. To know about dividend policy decisions in a business firm.
4. To learn about leverage and its impact on return and risk.
5. To learn about working capital concept and its computation.
1. This course will provide the students to learn about lease vs purchase decisions in a
business firm.
2. The students would be able to know the mergers and acquisition decision and its impact
on firm value and to know about dividend policy decisions in a business firm.
3. The students would be able to learn about leverage and its impact on return and risk and
to learn about working capital concept and its computation
Unit-I
1.1 Introduction to Corporate Finance
1.1.1 Introduction of corporate finance and major decision areas of corporate finance.
Unit-II
2.1 Leasing Decision in a Business Firm
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2.1.1 Definition of lease contact, its essential elements, types of leases, advantages and
disadvantages of leasing contract.
2.1.2 Steps for making analysis of leasing v/s buy option from the prospective of lessee.
2.1.3 Steps for making analysis of leasing decisions such as lease rent and target IRR from
the prospective of lessor. Importance of taking marginal cash flows, sunk cost and
opportunity cost treatment in capital budgeting decisions, treatment of financing cost.
Unit-III
3.3 Corporate Leverage Decisions
3.3.1 Definition of leverage, Sources of capital, Definition of capital structure and optimal
capital structure.
3.3.2 Operating, financial, and total leverage and the relationships among them
3.3.3 Breakeven analysis and implication of operating breakeven point and financial
breakeven point in leverage decisions.
3.3.4 Effect of changing business volume, per unit sale price, per unit variable cost and
fixed operating cost on operating breakeven point and degree of operating leverage.
3.3.5 Effect of changing capital structure on financial leverage and total leverage.
3.3.6 EBIT–EPS approach and capital structure analysis. Effect of alternative capital
structure on return and risk, their linkage to market value, and other important
considerations related to capital structure.
Unit-IV
4.2 Dividend Policy
4.2.1 Introduction to payout policy. Cash pay-out procedures, and the role of dividend
reinvestment plans.
4.2.2 Residual theory of dividends and the key arguments with regard to dividend
irrelevance and relevance.
4.2.3 Key factors involved in establishing a dividend policy and three basic types of
dividend policies.
4.2.4 Evaluation of cash v/s stock dividend option from the shareholders, and company
points of view.
4.2.5 Decisions regarding stock splits, reverse stock split and repurchase of stock and their
motives.
Unit-V
4.2 Working Capital Decisions
4.2.1 Concept of working capital management, net working capital, and the related trade-
off between profitability and risk.
4.2.2 Cash conversion cycle, its funding requirements, and the key strategies for managing
it.
4.2.3 Inventory management techniques.
4.2.4 Computation of working capital.
 Lectures
 Handouts
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 Quizzes
7.0 Assignments
7.1.1 Capital budgeting projects will be assigned to students after midterm examination.
14.0 Textbooks
14. Gitman L.J., “Principals of managerial finance,” 14th/Latest edition, Pearson
Education.
15. Van Horne J.C., “Fundamentals of financial management,” Latest edition,
Pearson Education.
10.5 Books
 Stephen Ross and Randolph Westerfield , “Fundamentals of Corporate
Finance,” 11th/Latest Edition
 Keown Arthur J, et al. “Basic financial management, Latest edition.
 Maxwell, Macmillan, “Fundamentals of financial management,” Latest Edition.
 Brigham Eugene F. and Ehrhardt Michael C. “Financial Management theory and
practice.” Latest Edition.
 The Economist
*********
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Course Title: Investment Analysis and Portfolio Management
This course is designed to the field of investment for the finance specialization students
which is a very important and dominant area of investment finance discipline. The students
should be able to know about the avenues of direct and indirect investment, money market
and capital market securities. After studying this course, the students should be able to
demonstrate a working knowledge of investments decisions relating to vast varieties of
marketable securities such as stocks, bonds, derivatives securities etc. This course would
provide comprehension about stock exchanges, their roles, stock indices, brokers and
brokerage accounts, margin account and its mechanism. The students would also learn about
fundamentals analysis, technical analysis, market efficiency.

 Money and banking, financial management
1. To know about the avenues of direct and indirect investment, money market and
capital market securities.
2. To demonstrate a working knowledge of investments decisions relating to vast
varieties of marketable securities such as stocks, bonds and derivatives securities.
3. To comprehend about stock exchanges, their roles and stock indices.
4. To know about brokers and brokerage accounts, margin account and its
mechanism.
5. To learn about fundamentals analysis, technical analysis and market efficiency.
1. This course will provide the students to know about the avenues of direct and indirect
investment, money market and capital market securities.
2. The students would be to demonstrate a working knowledge of investments decisions
relating to vast varieties of marketable securities such as stocks, bonds and
derivatives securities.
3. This course would help the students to comprehend about stock exchanges, their roles
and stock indices
4. This course will help the students to know about brokers and brokerage accounts,
margin account and its mechanism.
5. The students would be benefited to learn about fundamentals analysis, technical
analysis and market efficiency
Unit-I
1.1 Introduction and understanding investments
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1.1.1 Nature of investment, importance of studying investments, reasons of doing
investment.
1.1.2 Investment decision process, source of investing information, ethics in investing.
Unit-II
2.1 Investment alternatives
2.1.6 Direct investment, marketable and non-marketable securities, money market
securities Capital market securities, fixed income securities, equity securities,
derivative securities,
2.1.7 Bonds, bonds characteristics, types of bonds, price quotations in market, bonds rating.
Preferred stock, features and types of preferred stock.
2.1.8 Common stock, features of common stock, categories of common stock, types of
dividends, dividend relevant dates, market ratios for investors.
2.1.9 Derivative securities-options, types of options, importance of option market, option
terminology, trade mechanism of options, option valuation. Calculation of Payoffs
and profits Future contracts, future markets, future contracts and mechanics of
trading, margin account in future contracts, short position and long position. Marked
to market principal.
Unit-III
3.1 Indirect investing
3.1.1 Investment companies, types of mutual funds, value funds vs growth funds, index
funds, load funds, hedge funds, net asset value of mutual funds.
3.1.2 Mechanics of investing indirectly, investment companies’ performance.
Unit-IV
4.3 Securities markets
4.3.1 Importance, structure, and functions of securities markets, primary market of
securities and role of investment bankers, public offering and private placement,
secondary markets.
4.3.2 Pakistan securities markets for trading of equities, international securities markets,
stock exchange terminology, market indexes, its types and its working in Pakistan.
Unit-V
5.1 Brokerage Transactions/How Securities are Traded?
5.1.1 Types of brokers, types of brokerage accounts, how orders work?, Types of orders,
margin account, initial margin and maintenance margin, margin call, methods for
satisfying margin call.
5.1.2 Settlement of accounts, investor protection in the securities markets, regulatory
environment. Insider trading.
Unit-VI
6.1 Returns and risks from investing
6.1.1 Components of return, historical/actual return, total return and return relative,
measuring return, cumulative wealth index, international return and currency
exchange risk, inflation adjusted return, calculating mean return, arithmetic mean vs
geometric mean for measuring average return. Understanding risk, sources of risk,
measurement of risk, variance and standard deviation, equity risk premium.
6.1.2 Return and risk with uncertainty, calculating expected return and risk of a single asset
and of portfolio, modern portfolio theory, diversification, systematic and non-
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systematic risk, random diversification, importance of correlation
coefficient/covariance in diversification
Unit-VII
7.1 Fundamental Analysis
7.1.1 Nature of fundamental analysis, Common stocks valuation-dividend discount model,
capital asset pricing model, fixed income securities analysis-valuation of bonds,
bonds yields, bonds prices,
7.1.2 Security analysis-economy/market analysis, sector/industry analysis, company
analysis.
Unit-VIII
8.1 Technical Analysis
8.1.1 Importance of technical analysis, Dow Theory, different types of charts and price
patterns, support level and resistance level, breath indicators, sentiments indicators.
8.1.2 Comparing fundamental analysis and technical analysis.
Unit-IX
9.1 Market Efficiency
9.1.1 Concept of efficient market, forms of market efficiency, evidence on market
efficiency, efficient market hypothesis,
9.1.2 Market anomalies, behavioral finance.
Unit-X
10.1 Portfolio Theory
10.1.1 Portfolio return and risk, measuring portfolio risk and return, portfolio selection,
building portfolio, portfolio management, evaluation of investment performance.

 Lectures
 Handouts
 Quizzes
7.0 Assignments
7.1.1 Investment Project will be assigned to students after midterm examination.
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15.0 Textbooks
16. Charles, J. P. “Investment analysis and management” 12th/Latest edition Pearson
Education.
10.6 Books
 Strong Robert A., S.” Practical investment management”
 Haugen, R. A. “Modern investment theory”
 Doughlas A., R.“Investment analysis and management”
 Recommended text of Corporate Finance for CFA students
 The Economist
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Banking Specialization
1. International Banking
2. Central Banking and International Banking
3. Consumer Banking
4. Islamic Banking and Finance
5. Marketing of Financial Services and Product Development
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Course Title: International Banking
Proposed Course Code: Banking (Specialization) Credit Hours: 03

The major aim of this course is to equip you with the background on and current knowledge of
international banking. This course constitutes part of the International Finance concentration, and
complements Bank Financial Management—by providing an international perspective on
banking. This Course extends the basic concepts of international banking and Finance and
management tools and techniques regarding these areas. Today, cross border investments and
portfolios are maintained and they require proper managements due to the risks involved in
international scenario. Through this course student will find the different instruments and
financial market where they can make investment. The purpose of this course is to introduce the
student with the emerging financial instrument where they can make the investment and would
be able to make appropriate decisions in order to build the efficient portfolio of securities so that
they can increase the money’s worth many times within the affordable level of risk.
It is prerequisite for the participants of this course to have understanding of business and
economic studies; money, banking and finance and financial management
1. To explain the evolution of international banking.
2. To explain the of the concept of foreign exchange and dynamics of international
financial market.
3. To discuss the international flow of funds and the role of international financial
institutions.
4. To describe the implication of foreign exchange in international banking.
5. To illustrate the role of international banking in international debt management
By the end of this course it is expected that the student will be able to understand:
1. The concept of international financial market and the developments in
international banking
2. The international financial system: how it operates and why it plays a central role
in the world economy.
3. Role of banking international trade and fund transfer.
4. Importance of international debt management.
5. Research current issues in international banking.
6. Analyse how risk, capital and returns are related in an international bank
7. Analyse the pressures and constraints under which international banks operate.
8. Collaborate effectively to analyse a critical issue in international banking.
9. Identify and assess ethical and governance issues in international banking
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Unit-I Evolution of International Banking and its Development

1.1 International Banking Defined
1.2 Reasons for engaging in International Banking
1.3 Modes of International Banking
1.4 Why studying International Banking
1.5 Role of International Commercial Banks in Developing
1.6 Countries Exposition of international trade
1.7 Trade Hypothesis
1.8 Trade Barriers (Mitigation of competitive advantage) a functional overview
1.9 GATT UNCTAD and WTO etc along with the future prospects
Unit-II International Foreign Exchange and Money Markets

2.2 Supply and Demand of Foreign Currencies
2.3 System of international monetary management (Retrospective Analysis )
2.4 Gold standard
2.5 Great Depression
2.6 Bretton wood system and International Monetary Management
2.7 SDRS (Special Drawing Rights)
2.8 Problems of International liquidity
2.9 Smithson Conference and Paris Agreementcredit creation, basis of credit creation, and
process of credit creation,
Unit-III International Financial Environment

3.1 Multinational Financial Management: An Overview
3.2 International Flow of Funds in Banking
3.3 International Financial Institutions
3.4 Exchange Rate Determination and its functions
Unit-IV Exchange Rate Behavior in Banking

4.1 Government Influence on Exchange Rate
4.2 International Arbitrage and Interest Rate Parity
4.3Relationships among Inflation, Interest Rate, Exchange Rate and International Banking
Unit-V Exchange Rate Risk Management in International Banking
5.1 Forecasting Exchange Rate in International Banking
5.2 Measuring Exposure to Exchange Rate Fluctuation in International Banking
5.3 Managing a Transaction Exposure in International Banking
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5.4 Managing a Translation and Economic Exposure in International Banking
5.5 characteristics of a capital market, instruments of capital market in Pakistan
Unit-VI International debt Management and International Banking
6.1 Introduction to International Debt
6.2 The Euro-markets and International Banking
6.3 The Euro-currency Market and International Banking
6.4 Euro-note Market and International Banking
6.5 Euro-bond Market and International BankingTypes of foreign exchange rates, importance
of rate of exchange,
Unit-VII Letters of Credit

7.1 Letter of Credit Defined
7.2 Historical Background of Credit Letter
7.3 Types of Letter of Credit
7.4 Other forms of Letter of Credits
7.5 Discounting Letter of Credit
7.6 Applications of Letter of Credit
7.7 Red-Line and Green International Banking Defined

1. Lectures.
2. Handouts (attach hard or soft copies).

1. Role of international financial intermediaries and central bank in the performance and
stability financial system
2. LC and its role in international trade
3. Foreign exchange and its impact on performance of economy and foreign debt. Marine
insurance
4. Financial crises and their critical review.
5. Explain the monetary policy of SBP and state its objective
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6. What are IFIS and their roles in Pakistan economy
7. Define international payment and methods of international payment

9.0 Textbooks
10.1 Books
1. Vine; C. “Financial institutions, Instruments and Markets ” McMillan “Global Banking”
2. Madur; J. “International Financial Management”
3. (Peter Rose, Sylvia Hudgins) 2012,“Bank Management and Financial Services” ninth
edition (McGraw-Hill, , ISBN 978-007-132642-1).
a. Economic Surveys, Ministry of Finance www.finance.org.pk
b. State Bank of Pakistan www.sbp.org.pk
c. IMF working papers
d. World Bank reports
e. World Economic Forum Report
f. Emerging Economies, International Debt Problems and Debt Rescheduling
g. Multilateral Development Banks and Their Roles Evolution in LDC Banking
System
h. A number of newsletters containing very interesting information on the banking
and financial services industry are available. Recommended sources are as
follows.
i. The New York Times (NYT) NYT publishes numerous newsletters. The links
may be found at: http://www.nytimes.com/newsletters In my opinion, the most
interesting one is “DealBook”. You may find the link under “business and tech”.
j. The Financial Times (FT) FT also publishes numerous newsletters. The links may
be found at: https://www.ft.com/newsletters In my opinion, the most interesting
one is “myFT Daily Digest”.
k. Institutional Investor (II) II publishes three newsletters. The link is:
http://www.institutionalinvestor.com/Newsletters.html#.WV6KO1FLfIV
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2. HAILEY COLLEGE OF COMMERCE
Course Title: Central Banking and International Banking

No specific prerequisites are required for this course

Understanding the current international banking environment.
How to handle legal and regulatory issues facing international banking
institutions.
Analysis of various management issues facing international banking institutions.

Unit-I
1.1 Introduction to International Banking
1.1.1 Introduction to International Banking Part I
1.1.2 Introduction to International Banking Part II
Unit-II
2.1 Industry Terms and Parties
Unit-III
3.1 Banking Products
3.1.1 Banking Products Part I
3.1.2 Banking Products Part II
3.1.3 Banking Products Part III
Unit-VI
5.1 Banking Crises
5.1.1 Banking Crises Part I
5.1.2 Banking Crises Part II
Unit-V
5.1 Regulatory Environment Part I;
5.1.1 Role of Central Banks; Federal Reserve and ECB
5.1.2 BIS: Origin, Structure and its Roles in International Banking
Unit-VI
6.3 Managing Risk

6.4 International Asset and Liability Management of Banks
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Unit-VII
7.1 Banking and Derivatives Markets; Introduction to Swaps

7.2 Interest Rate Swap and Bank Liability Management
Unit-VIII
10.2 Currency Swap and Bank Liability Management

10.3 Multilateral Development Banks and Their Roles Evolution in LDC Banking System
Unit-IX
10.4 Emerging Economies, International Debt Problems and Debt Rescheduling

10.5 Future Trends in International Banking
Unit-X
10.1 Global capital raising and trading
10.2 Foreign exchange and money markets
Unit-XI
2.1 International bank lending
2.2 Asset related and project financing
1.1.1. Global bonds markets
1.1.2. Global equity markets
1.1.3. Derivative and swaps markets
1.1.4. Mergers and acquisitions
Unit-XII
12.1 Strategic drivers of structural change in global banking
12.2 Assessing and managing cross border risk
Unit-XIII
13.1 Systemic risk in banking
13.2 Regulatory and compliance issues
Unit-XIV
14.1 Strategy and strategic positioning of global banks
14.2 Managing global banking firms.
Unit-XV
15.1 Banking Practices in Pakistan
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9.0 Textbooks
1. Irene Finel-Honigman and Fernando Sotelino, , 2015. “International Banking for a New
Century” Routledge (Other readings will be posted on Bb).
2. Smith, Roy C., et al. “Global Banking”. Latest Edition (New York: Oxford University
Press) or another text as approved by the department

10.1 Books
1. State Bank of Pakistan Publications
2. Notes and Articles
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Course Title: Consumer Banking

No specific prerequisites are required for this course.
The focus of the course shall be as follows:
 Knowledge about Retail banking and its basic operations.
 Development of practical insight amalgamated with analytical management skills on

the students of consumer banking.
 Since consumer banking is radically on the risk, therefore entrepreneurs already

working in different organization shall stand to gain through it.
 Advancement of professional competence in the careers especially related to the areas

of banking and commerce.
Unit-I
1.2 Evolution of Banking and Depository Institutions.
1.2.1 Evolution of banking Institutions
1.2.2 Types of Banks
1.3 State Bank of Pakistan
1.3.1 History
1.3.2 Functions Banking
1.3 Sector Reforms in Pakistan
1.3.1 Privatization of Nationalized Commercial Banks
1.3.2 Corporate governance.
1.3.3 Capital Strengthening.
1.3.4 Improving Asset quality.
1.3.5 Liberalization of foreign exchange regime
1.3.6 Consumer Financing
1.3.7 Mortgage Financing
1.3.8 Legal Reforms
1.3.9 Prudential Regulations
1.3.10 Micro financing
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1.3.11 SME Financing
1.3.12 Taxation
1.3.13 Agriculture Credit
1.3.14 E-Banking
1.3.15 Human Resources
1.3.16 Credit Rating
1.3.17 Supervision and Regulatory Capacity
1.3.18 Payment Systems
Unit-II
3.2 Retail banking accounts and relationship types
2.2 Banker Customer Relationship
2.2.1 Nature of relationship
2.2.2 Rights of customer
2.2.3 Duties of customer
2.2.4 Rights of bank
2.2.5 Duties of bank
2.3 Type of relationships between a banker and his customer:
2.3.1 Debtor and Creditor
2.3.2 Creditor and Debtor
2.3.3 Principal and Agent
2.3.4 Bailer and Baillie
2.3.5 Mortgagor and Mortgagee
2.3.6 Pledger and Pledgee
Unit-III
3.1 General Requirements for opening an account
3.1.1 The bank account types and their likely users.
3.1.1.1 Business accounts
3.1.1.2 Saving accounts
3.1.1.3 Deposit accounts
3.1.1.4 Special purpose accounts Bank Lending
Unit-VI
4.1 Retail banking services
4.2 Negotiable Instruments
4.2.1 Meaning of Negotiable Instruments
4.2.2 Types of Negotiable Instruments
4.2.2.1 Promissory Note
4.2.2.2 Bill of Exchange
4.2.2.3 Cheques
4.2.2.3.1 Types of Cheque
4.2.2.3.2 Open cheque
4.2.2.3.3 Crossed cheque
4.2.2.3.4 Bearer cheque
4.2.2.3.5 Order cheque
4.2.2.3.6 Stale Cheque
4.2.2.3.7 Mutilated Cheque
4.2.2.3.8 Post-dated Cheque
4.3 Pay Orders
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4.4 Demand Drafts
4.5 Demand draft, payment order, postal order, money order, traveler cheques etc.
4.6 Features of Negotiable Instruments
4.7 Differences between bill of exchange, promissory notes and cheques
Unit-V
5.1 Clearing House, Payment and Clearing System
5.1.1 Clearing function with bank
5.1.2 Clearing House(NIFT)
5.1.3 RTGS and its working
5.1.4 PRISM in Pakistan
5.1.5 SWIFT
Unit-VI
6.1 ECIB as per State Bank of Pakistan
Unit-VII
10.6 Prudential Regulations For Consumer Financing
10.6.1 SBP regulations
10.6.2 Minimum requirements for consumer financing
10.6.3 Operations
10.6.4 Limits on exposure against total consumer financing
10.6.5 Total financing to be commensurate with the Income
10.6.6 General reserves against consumer financing
Unit-VIII
8.1 Personal loans and lifestyle/ consumer durable loans
8.1.1 Eligibility criteria
8.1.2 Amount of loan/ Tenure
8.1.3 Credit Analysis
8.1.4 Pricing
8.1.5 Documentation/ Security
8.1.6 Mode of repayment
8.1.7 Verification
8.1.8 Charges
8.1.9 Customer Services
8.1.10 Prudential Regulations For Personal Loans
8.1.11 Collections and Recovery of NPLs
8.2 Litigation process for Write-Off loans
Unit-IX
9.2 Auto finance
9.2.1 Eligibility Criteria
9.2.2 Equity Requirement / Tenure
9.2.3 Documentation/ Security
9.2.5 Pricingand Interest Calculation
9.2.6 Insurances
9.2.7 Verification / Data Check / CIB Report
9.2.8 Customer Services / Charges
9.2.9 Prudential Regulations For Auto Finance
9.2.10 Classification and Provisioning
9.2.11 Collection Recovery of NPLs and Repossession Process
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9.2.12 Litigation process for Write-Off loans.
Unit-X
10.3 Home finance
10.3.1 Eligibility Criteria
10.3.2 Purpose (Improvement / Renovation/ Self construction)
10.3.3 Property Analysis / Evaluation
10.3.4 Legal Consultation before disbursement of Loan
10.3.5 Repayment Process / Insurance
10.3.6 Prudential Regulations For Home Finance
10.3.7 Classification and Provisioning
10.3.8 Collection Recovery of NPLs and Repossession Process
10.3.9 Litigation process for Write-Off loans
Unit-XI
11.1 Credit card
11.1.1 Eligibility Criteria / Application Analysis
11.1.2 Documentation
11.1.3 Verification / Sanction
11.1.5 Financial Activity / Mark-up Charging
11.1.6 Customer Services / Charges
11.1.7 Balance Transfer Facility (BTF)
Unit-XII
12.1 Installment Plans (Step By Step Payment Plan)
12.1.1 Utility Bill Payment Facility
12.1.2 Transaction Process Flow
12.1.3 Acquiring Business
12.1.4 Inter Bank Transaction Charges
12.1.5 Prudential Regulations For Credit Cards
12.1.6 Collection and Recovery of NPLs
12.1.7 Litigation process for Write-Off loans
Unit-XIII
13.1 VISA / Master Card Concept (Associations)
13.1.1 Internet Transactions through Credit Cards
13.1.2 International Spending
13.1.3 Security and Safety
13.1.4 Virtual Cards
13.1.5 Pre-Paid Cards
13.1.6 Pay-Roll Cards
13.1.7 Charge Cards
Unit-XIV
14.1.1 General Concepts
14.1.2 Bank Statement Analysis for Allocation of Loan
14.1.3 Credit Card Mark-Up Charging
14.1.4 Policy Deviation / Exceptions
14.1.5 Hypothecation
14.1.6 Consumer Finance for Prime Customers (Platinum Cards)
14.1.7 Involvement of Fraud and Risk Management Unit (FRMU)
14.1.8 Plastic Money Security Features
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Lectures, discussions, presentations, quiz and assignments and The learning process is
based on independent work with texts, textbook, and cases supported by lectures and
assignments/cases
9.0 Textbooks
1. SBP’s “Latest Prudential Regulations”
2. Handouts
10.1 Books
1. Quarterly journals from Institute of Bankers of Pakistan.
2. Publications/Journals
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Course Title: Islamic Banking and Finance

No specific prerequisites are required for this course.

This is a core course of the program that aims to give its students an overview of the
Islamic financial institutions and how they differ from conventional financial institutions.
It introduces the students to the common Islamic finance transactions like Ijarah,
Murabaha, Musharakah etc. that are essential in the other finance courses in the program,
and gives the students an overview of the legal and regulatory framework in the Islamic
finance industry. It trains its students to be able to critically assess the issues in Islamic
banking today.

Unit-I
1.6 Financial System and Islamic Banking Institutions
1.6.1 The Global Financial System
1.6.2 Commercial Banking institutions
1.6.3 Development Banking institutions
1.6.4 Other Non-Banking Financial Institutions
1.6.5 Islamic Banking Institutions
1.6.6 Financial Markets
Unit-II
2.1 Regulatory and Legal Framework
2.1.1 Banking regulations
2.1.2 BCO and other laws
2.1.3 Regulations in other markets and jurisdictions:
2.1.4 (Malaysia and the Asia Pacific region, GCC and MENA etc.)
2.1.5 IFSB and Risk Management framework
2.1.6 AIIOFI, Tax, accounting and legal matters
2.1.7 Shariah governance, supervisory and review
2.1.8 Dispute and arbitrage
2.1.9 Other related act
Unit-III
3.1 Shariah Framework and Philosophy
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3.1.1 Overview of Islam
3.1.2 Shariah framework
3.1.3 The prohibition of riba and its economic rationales
3.1.4 Role of Islamic banking in addressing objectives of the Shari’ah
3.1.5 the use of Shari’ah principles
3.1.6 Basic concept and operational framework of Islamic bank
3.1.7 How is Islamic banking different from conventional banking?
Unit-VI
4.3 Liability/Deposits Products
4.3.1 Core deposits:
4.3.2 Current account
4.3.3 savings account
4.3.4 Mudarabah investment account
4.3.5 Mudarabah special/specific investment account
4.3.6 application of shariah principles under mudharabah,
4.3.7 Profit distribution methodology
4.3.7.1 Profit sharing computation and distribution
4.3.7.2 profit equalization reserve
4.3.7.3 Implications on capital adequacy
4.4 Other sources of fund
4.4.1 Commodity murabahah
4.4.2 Negotiable deposit instruments
4.4.3 Structured products
4.5 Money market instruments and interbank placements
4.5.1 Wakalah-based
4.5.2 Mudarabah-based
4.5.3 Profit rate and `cost of fund
4.5.3.1 Product pricing
4.5.3.2 Transfer pricing
4.6 Anti-Money Laundering
Unit-V
5.1 Asset/ Financing Products
5.1.1 Retail Financing
5.1.1.1 Home financing
5.1.2 Commodity murabahah
5.1.2.1 Murabahah
5.1.2.2 Ijarah
5.1.2.3 Istisna
5.1.2.4 Musharakah mutanaqisah
5.1.3 Vehicle financing
5.1.3.1 Ijarah
Unit-VI
6.1 Corporate/Business Financing
6.1.1 Asset financing for Capital Expenditure (CAPEX)
6.1.1.1 Murabahah
6.1.1.2 Financial lease (ijarah)
6.1.1.3 BBA financing
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6.1.2 working capital financing
6.1.2.1 Murabahah
6.1.3 Project financing
6.1.3.1 Istisna�
6.1.3.2 Salam financing
6.1.3.3 Ijarah mawsufah fi dhimmah (forward lease)
6.1.4 Equity-based financing
6.1.4.1 Mudarabah
6.1.4.2 Musharakah
Unit-VII
7.1 Trade financing
7.1.1 Documentary/Letter of credit,
7.1.1.1 Murabahah\
7.1.1.2 Musharakah
7.1.1.3 Wakalah
7.1.2 Export Credit Re financing:
7.1.2.1 Pre shipment
7.1.2.2 Post Shipment
7.1.3 Bank/shipping guarantee
7.1.4 Islamic Accepted Bills
Unit-VIII
8.1 Financial Services and channel management
8.1.1 Automated Teller Machine (ATM)
8.1.2 ATM service at your comfort between 6.00 am and 12.00 am daily
8.1.3 A customer just needs one ATM card to have access up to 8 of his others accounts.
8.1.4 Account balance enquiries.
8.1.5 Withdrawals of amount at customers choice or fast withdrawals
8.1.6 Changing of PIN at customers convenience.
8.1.7 account statements.
8.1.8 Transfer of funds to own accounts.
8.1.9 Transfer of funds to Investment Deposit Account
8.1.10 Request for 'bank instruction
8.1.11 Bill payment services
8.1.12 Mobile phone reload service
8.1.13 Electronic Banking
8.1.14 Products
8.1.15 Auto pay
8.1.16 Direct Debit
8.1.17 Bankcard
8.1.18 Remittances
8.1.19 Takaful
8.1.20 Fire
8.1.21 House owner
8.1.22 TMP/MRTA
8.1.23 Motor
8.1.24 Personal Accident
8.1.25 Group Credit
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8.1.26 Public liability
Unit-IX
9.1 Banking Operations
9.1.1 Branch operations
9.1.2 Deposit mobilization
9.1.3 Retail financing
9.1.4 Financial services
9.1.5 Branch accounting
9.1.6 income and expenditure
9.1.7 Branch profitability
Unit-X
10.1 Treasury functions and operations
10.1.1 Asset Liability Management
10.1.2 Accounting and back office
10.1.3 Profit distribution model and pricing mechanisms
10.1.4 Bank’s profitability and financial reporting
Unit-XI
11.1 Managing Islamic Banking Institutions
11.1.1 Corporate Planning - Vision, Mission, Objective and Strategy
11.1.2 Five-year Strategic Planning
11.1.3 Budget formulation and distribution to the business units and branches
11.1.4 Key Performance Indicators (KPI)
11.1.5 Example of KPI;
11.2 Target on increase of Deposits
11.2.1 Target on increase Financing amount
11.2.2 Target on Asset Quality
11.2.3 Target on operational efficiency
11.2.4 Target on cost reduction and profitability.
11.2.5 Risk Management and Capital Adequacy Standard
11.2.6 Action Plan provide template
11.2.7 Performance measurement and monitoring of KPIs
11.2.8 Support functions
Unit-XII
12.1 Islamic Insurance,
12.2 Islamic Mutual Funds,
12.3 Modaraba Sector,
12.4 Islamic Microfinance
Unit-XIII
13.1 Issues in Islamic Finance
13.1.1 Shari’ah non-compliance risk
13.1.1.1 Discussion of landmark and contemporary court cases
13.1.2 Asset-liability mismatch
13.1.2.1 Income gap
13.1.2.2 Fixed versus floating assets and liabilities
13.1.3 Fiqh issues
13.1.3.1 Late payment
13.1.3.2 Early settlement
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13.1.3.3 Events of default
13.1.4 Competitiveness of Islamic banks
13.1.4.1 Capital adequacy regulations
13.1.4.2 Tax considerations
13.1.4.3 Risk appetite and profile of stakeholders
13.1.5 Pricing mechanism benchmarking to conventional interest rates
13.1.6 Replication versus innovation
13.1.7 Lacking in equity based asset/ products.

9.0 Textbooks
 ISRA 2019 “Islamic Financial System published”
10.1 Books
1. Ed. Zeenat Zubairi.2002 “Meezanbank's Guide to Islamic Banking:” Karachi: Darul-
Ishaat,
2. (2000) “A basic guide to contemporary Islamic banking and finance” Vol. 1. Houston,
TX: Rice University,
3. , 2005. “Critical issues on Islamic banking and financial markets:” Author House.
4. Introduction to Islamic Finance
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Course Title: Marketing of Financial Services and Product Development
Proposed Course Code: Marketing (Specialization) Credit Hours: 03

This course builds on key principles of marketing management and places them in the context of
the Financial Services sector. There is a growing need for marketing professionals in the
Financial Services sector and these professionals need to understand the sector from both
strategic as well as tactical perspectives. This course will give students an overview of the
marketing landscape in financial services. This course will also ensure that students have
rigorous understanding of services industry and especially of financial services industry and the
core marketing function in this regard.
1. Explain the concepts of marketing and services.

2. Explain the concept of financial services
3. Outline the roles of marketing in the financial service industry.
4. Explain the concept of consumer behavior in financial service industry
5. Illustrate the consumer design process
6. Discuss the concept of segmentation, targeting and positioning.
7. Compare service and customer orientation.
8. Determine the effects of technology on marketing channels.
9. Discuss integrated Marketing Communication
After studying this course, the participants would be able
1. Understand the distinctive characteristics of financial services;
2. Identify the problems and issues in marketing of financial services;
3. Apply the marketing framework for developing a marketing strategy for financial
services;
4. Acquire the skills and techniques in analyzing problems in real life settings; and
5. Develop the communication and critical thinking skills needed to address the managerial
problems in the industry.
6. Develop and expand knowledge in the overall marketing environment of Financial
services;
7. Understanding the key issues and future trends that surround financial services
marketing,
8. Understand the nuances of the Indian Financial Markets •Broaden perspectives with
suitable examples and cases from Indian and Foreign milieu.
9. To make distinction between insurable and no insurable risk.
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10. Disseminate to stakeholders about various professional and academic developments in
this field.
Unit-I The financial services marketplace: structures, products and participants
1.1 Some historical perspectives
1.3 The geography of supply
1.4 An outline of product variants
1.5 Banking and money transmission
1.6 Lending and credit
1.7 Saving and investing
1.8 Life insurance
1.9 General insurance
Unit-II Introduction to financial services marketing

2.10 Defining financial services
2.11 The differences between goods and services
2.12 The distinctive characteristics of financial services
2.13 The marketing challenge
2.14 Classifying services
Unit-III Analyzing the marketing environment

3.1 The marketing environment
3.2 The macro-environment
3.3 The market environment
3.4 The internal environment
3.5 Evaluating developments in the marketing environment
Unit-IV Strategic development and marketing planning
4.2 Strategic marketing
4.3 Developing a strategic marketing plan
4.4 Tools for strategy development Principle of indemnity
Unit-V Internationalization strategies for financial services
5.2 Internationalization and the characteristics of financial services
5.3 The drivers of internationalization
5.4 Firm-specific drivers of internationalization
5.5 Macro level drivers of internationalization
5.6 Globalization strategies
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5.7 Strategy selection and implementation
Unit-VI Understanding the financial services consumer and segmentation
6.2 Consumer choice and financial services
6.3 Consumer buying behavior in financial services
6.4 Industry responses
6.5 The benefits of segmentation and targeting
6.6 Successful segmentation
6.7 Approaches to segmenting consumer markets
6.8 Approaches to segmenting business-to-business markets
6.9 Targeting strategies
6.10 Positioning products and organizations
6.11 Repositioning
Unit-VII Customer acquisition strategies and the marketing mix

7.2 Short-term marketing planning
7.3 The role of the financial services marketing mix
7.4 The financial services marketing mix: key issues
7.5 Customer acquisition and the financial services marketing mix
7.6 The concept of the service product
7.7 Islamic financial instruments
7.8 Influences on product management
7.9 Managing existing product lines
7.10 New product development
7.11 Planning a promotional campaign
7.12 Forms of promotion
Unit-VIII Pricing and distribution channels: routes-to-market
8.2 I The role and characteristics of price
8.3 The challenges of pricing financial services
8.4 Methods for determining price
8.5 Price differentiation and discrimination
8.6 Price determination
8.7 Pricing strategy and promotional pricing
8.8 Distribution: distinguishing features
8.9 Distribution methods and models
8.10 Distribution channels
Unit-IX Pricing and distribution channels and service quality

9.1 Drivers of change
9.2 Customer persistency – acquiring the right customers
9.3 Retaining the right customers
9.4 Customer retention strategies
9.5 The customer relationship chain
9.6 Lifetime customer value
9.7 Relationship marketing in specific contexts
9.8 Customer data management
9.9 The service profit chain
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9.10 Defining service quality
9.11 Models of service quality
9.12 The gap model of service quality
9.13 The outcomes of service quality
9.14 Service failure and recovery
 Lectures.


9.0 Textbooks
10.0 Textbooks
Books
1. Ennew, Christine T. and Waite, Negel (2007), Financial Services Marketing: An
International Guide to Principles and Practice, Elsevier.
2. Supplementary Readings
a. Farquhar, Jillian Dawes and Meidan, Arthur (2010), Marketing Financial
Services, 2nd edition, Palgrave Macmillan.
b. Estelami, Hooman (2007), Marketing Financial Services, Dog Ear Publishing.
c. Grosse, Robert, E. (2004), The Future of Global Financial Services, Blackwell
Publishing.
d. Foss, Bryan and Stone, Merlin (2002), CRM in Financial Services: A Practical
Guide to Making Customer Relationship, Kogan Page.
3. Mishkin, Frederic S. and Eakins, Stanley G. (2012), Financial Markets and Institutions,
7th edition, Pearson/Prentice Hall.
4. Business magazines such as World Finance, Global Finance, Hong Kong Economic
Journal, The Economist, Fortune, Forbes International, International Business Week,
Asia week, Asian Wall Street Journal
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Leadership and Management

Specialization
1. Labor Laws in Pakistan

2. Leadership and Motivation
3. Performance Management
4. Strategic Human Resource Management
5. Training and Development
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Course Title: Labor Laws in Pakistan
Proposed Course Code: Leadership and Management (Specialization) Credit Hours: 03

This course covers the basics of employment laws in Pakistan. There are various laws covering
both general and specialized legislative considerations, the focus of this course is on various
labor related issues and then various laws governing those issues.
1. To develop a clear understanding of contemporary industrial relations principles and

techniques as practiced in organizations.
2. To develop skills in specific IR functions with special focus on implications,
complications and application of Labor Laws, Negotiation Skills, Resolution of Disputes
through Bilateral Negotiations, Conciliation, Arbitration and Maintenance of Discipline
at Workplace.
3. To develop and understand current issues in Labor Legislation and Industrial Relation
Policies
4. To bridge the gap between the Academia and the Industry to enable the later to meet the
challenges of Development, Placement and Employment

Upon completion of the course, a student should be able to:
1. Identify various forms of labor laws applicable in the country
2. Understand his employment rights under various laws
3. Provide due rights to employees in case of role of employer
Unit-I:
1.1 Brief about labor laws and labor rights
1.1.1 Historical context of labor laws movements; International Labor Organization; Labor
legislation in Pakistan; International Labor conventions; different labor policies in
Pakistan; labor rights in constitution of Pakistan
Unit-2:
2.1 Annual leave and holidays
2.1.1 Paid vacation/annual leave; pay on public holidays; weekly rest days; annual leave and
working on holidays FAQ; annual leave worldwide; working hours and Holidays
Unit-3:
3.1 Bonded labor
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3.1.1 What is bonded labor; legal provisions regarding bonded labor; bonded labor system
(abolition( act, 1992; bonded labor system (abolition rules, 1995).
Unit-4:
4.1 Overtime compensation
4.1.1 Overtime compensation; night work compensation; compensatory holidays/rest days;
weekend/public holidays work compensation; commuting time and reimbursement;
commuting time and reimbursement worldwide; working hours and overtime pay in
Pakistan; working hours and overtime worldwide
Unit-5:
5.1 Sexual harassment in Pakistan
5.1.1 Workplace sexual harassment; perpetrators of harassment; effects; economic costs; laws
relatd to harassment; harassment help; harassment policy
Unit-6:
6.1 Employment security
6.1.1 Written employment particulars; fixed term contracts; probation period; employment
contracts in Pakistan; employment termination in Pakistan; employment termination
worldwide; notice requirements; severance pay
Unit-7:
7.1 Family responsibilities
7.1.1 Paternity leave, flexible work options for parents; home based workers; laws related to
homer based workers
Unit-8:
8.1 Sick leave
8.1.1 Income, medical care; job security; employment of persons with disabilities; sickness and
employment injury benefits; disability/work injury benefits; workers’ compensation and
sick leave benefits in Pakistan
Unit-9:
9.1 Trade unions and membership
9.1.1 Freedom to form and join trade union; freedom of collective bargaining; rights of strike;
laws related to trade union activities; who can join trade union? How can one register in a
union? What are requirements of joining trade union
Unit-10:
10.1 Work and childcare
10.1.1 Can employers discriminate against working mothers? Special provisions related to
working mothers; provisions for medical care of children/dependents
Unit-11:
11.1 Health and Safety
11.1.1 Employer cares; free protection; training; labor inspection system; occupational safety
and health laws in Pakistan; Occupational safety and health laws in Pakistan;
occupational health and safety worldwide
Unit-12:
12.1 Child labor in Pakistan
12.1.1 What does child labor mean in Pakistan? Which laws prohibit the employment of
children? What is legal age to start work? For which occupations is child employment
prohibited?
Unit-13:
13.1 Work and wages
13.1.1 Minimum wage; regular pay
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Unit-14:
14.1 Domestic workers and their rights
14.1.1 What are the domestic workers rights? Which ILO convention guarantee protection to
domestic workers?
Unit-15:
15.1 Fair treatment
15.1.1. Equal pay; non-discrimination; equal treatment of women at work; prohibition on forced
and compulsory labour; freedom to change jobs and rights to quit; minimum age for
employment; minimum age for hazardous work; Sexual harassment
Unit-16:
16.1 Gender pay gap
16.1.1 Men and women unequally paid in Pakistan; check the gender pay gap in the country and
in the world
Unit-17:
17.1 Maternity and work
17.1.1 Maternity leave; income; free medical care; breastfeeding; protection from job-
dismissals; no harmful work; rights to return to same position; maternity leave and other
benefits; maternity and work worldwide
Unit-18:
18.1 Social security
18.1.1 Pension rights; dependents/survivor benefits; invalidity benefits; gratuity laws in
Pakistan; social security and pension system in Pakistan; unemployment benefits;
workers welfare fund

It would/should be a course based on blended mode of teaching (lectures, field work and
discussion forums)
7.0 Assignments-
Types and Number with calendar

9.0 Textbooks
https://paycheck.pk/labour-laws, accessed on May 26, 2021
1) International Labor Organization
2) Respective Acts/ordinances .
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Course Title: Leadership and Motivation

This course is focused on the study of fundamental concepts, theories, and models of
leadership and motivation. Selected topics include: trait and behavioral theories of
leadership, charismatic and transformational leadership, power and influence, emotions
and justice perceptions in motivation, expectancy and equity theories. In exploring leader
effectiveness, several different perspectives will be utilized, including follower, leader,
and observer. Motivation will be explored in a number of contexts, specifically personal
motivation and motivation of others. This course is going to require students to utilize
skills that are necessary for effective leadership including self-awareness, interpersonal
skills, presentation skills, organization and time management, and critical thinking
1. Management
2. Human Resource Management
3. Organizational behavior and Human Resource Management
At the end of this course, students should be able to:
1. Recognize and describe the role of leaders in business and other types of organizations
2. Differentiate between leaders and managers
3. Identify the relevant contingencies which influence leader effectiveness
4. Describe the determinants of leader development
5. Identify and add to his or her own repertory of effective leader behaviors, and to better
articulate a personal leadership development agenda
A student should be able to:
1. Identify leader from non-leader
2. Identify the style of an effective leader
3. Understand self and others motivation patterns
4. Understanding ways of motivating others
Unit-1
1.1 Basics of leadership
1.1.1 Definition of leadership, indicators of leadership effectiveness, major perspectives of
leadership, level of conceptualization of leadership theories, other basis of comparing
leadership theories
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Unit-2
2.1 Nature of managerial work
2.1.1 Activity patterns of managers; managerial roles; demand, constraints and choices; other
determinants of managerial work; limitations of the descriptive research
Unit-3
3.1 Trait approach of leadership
3.1.1 Description of traits (intelligence, self-confidence, determination, integrity, sociability,
five-factors personality model, emotional intelligence), how does trait approach work,
strengths and criticism of approach
Unit-4
4.1 Skills approach of leadership
4.1.1 Description of the approach, three skills approach (technical, human and conceptual);
skills model (competencies, individual attributes, leadership outcomes, career
experiences, environmental influence); how does the approach works; strengths and
weaknesses of the approach; criticism of the approach
Unit-5
5.1 Behavioral approach of leadership
5.1.1 Description of approach, Ohio state studies, Michigan studies, Blake and Mounton’s
Managerial Grid; Paternalism and Maternalism; Opportunisms; how does the approach
works; strengths and weaknesses; criticism of approach; application of approach
Unit-6
6.1 Situational and Contingency approach
6.1.1 Description of approach; How does situational approach work? Various situational
theories; Strengths and weaknesses; Criticism and application;
Unit-7
7.1 Leadership styles
7.1.1 Path-goal theory; LMX theory; Full range leadership model; charismatic leadership;
authentic leadership; servant leadership; adaptive leadership; ethical leadership;
application of contingency theories
Unit-8
8.1 Other aspects of leadership
8.1.1 Gender and leadership; culture and leadership; strengths and weaknesses of these
approaches of leadership; application of such approaches; destructive leadership
Unit-9
9.1 Basics of motivation
9.1.1 Motivation defined, theoretical premise of motivation, contents and process theories of
motivation
Unit-10
10.1 Content theories of motivation
10.1.1 Maslow’s hierarchy of need theory, ERG theory, Herzberg’s two factors theory; Theory
X and Y; Theory Z
Unit-11
11.1 Process theories of motivation
11.1.1 Ego-depletion theory; Flow; Implicit-explicit motivation congruence; curiosity and
motivation; Interest and its development
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Unit-12
12.1 Contemporary theories of motivation
12.1.1 Cognitive evaluation theory; goals setting theory; self-efficacy theory; equity
theory; expectancy theory
Unit-13
13.1 General theories of human motivation
13.1.1 Social cognitive theory and motivation; the role of death in life – essential aspect of
human motivation; Too much a good thing – trade off in promotion and prevention focus;
Motivation, personality and development – self-determination theory
Unit-14
14.1 Goals and motivation
14.1.1 Achievement goals; goals pursuit; unconscious goals pursuit and motivation; the
motivational complexity of choosing
Unit-15
15.1 Evolutionary and biological perspectives
15.1.1 Neuroscience and human motivation; Evolved individual differences in human
motivation; Moods of energy and tension that motivate; Effort intensity-some insights
from cardiovascular system
Unit-16
16.1 Application of motivation
16.1.1 The job characteristics model; alternative work arrangements; employee involvement;
using rewards to motivate employees

The course would/should be based on both lectures and discussion

Field based assignments would be preferred

9.0 Textbooks
1. Yukl, G “Leadership in Organizations” . (Latest edition). Pearson Education India.
2. Northouse, P. G. Leadership: Theory and practice (latest edition). Sage publishers
3. Ryan, R. M. (Ed.). (2012). The Oxford handbook of human motivation. OUP USA.
10.1 Books
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1) Adair, J. (2010). The leadership of Muhammad. New York: Kogan Page.
2) Harvard Business Review 10 Most Reads Ultimate Box Set, 2019
3) Harvard Business Review 10 Most Reads on Leadership, 2017
4) Lussier, R. N., and Achua, C. F. (2015). Leadership: Theory, application, and skill
development. Cengage learning.
1. Leadership Quarterly
2. Journal of Management
3. Academy of Management Journals
4. Journal of applied psychology
5. Journal of Organizational Behavior
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Course Title: Performance Management

Performance management is concerned with identifying, measuring and developing the
performance of individuals and teams and aligning their performance with the strategic
objectives of the organizations. Implementing performance management systems is
related with many advantages in the organizations, such as increased employee
motivation, competences and self-esteem, clearly defined job descriptions and goals,
identification of under performers, enhanced employee engagement and commitment,
among others.
Organizational Behavior
On completion of this course, the student will be able to:
1. To explain the concept of performance management and different advantages of

implementing well-designed performance management systems.
2. To explain and understand that performance management is an on-going process
composed of several sub-processes, such as performance planning, execution,
assessment, and review.
3. To understand different approaches to performance measurement.
4. To design a performance management system.
5. To understand and develop key skills involved in effective performance management.

1. To acquaint students with knowledge and understanding of the course
2. To develop cognitive skills of students (i.e. value of performance management, efficient
performance management system).
3. To have subject specific skills (concepts, definitions, application of knowledge etc.)
Unit-I:
1.1 Basics of performance management
1.1.1 Definition and concept of performance management; difference between performance
management and evaluation; performance management as part of HR process and
philosophy
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Unit-2:
2.1 Performance Management Process
2.1.1 Performance management process; performance management and its strategic
perspective; contents of performance management process (performance planning,
performance execution, performance assessment, performance review, performance
renewal etc.)
Unit-3:
3.1 Performance management and strategic planning
3.1.1 Performance planning concept; linking performance management to strategic plans;
building support system
Unit-4:
4.1 Defining performance and a measurement approach
4.1.1 Defining performance; determining performance; performance dimensions; approaches to
measure performance (trait approach, behavioral approach, results approach)
Unit-5:
5.1 Measuring results and behavior
5.1.1 Measuring results (determining accountabilities, objectives and performance standards);
measuring behaviors (absolute system, comparative system)
Unit-6:
6.1 Gathering performance information
6.1.1 Appraisal forms; determining overall rating; appraisal period and number of meetings;
sources of performance appraisal information; a model of rater motivation; preventing
rater distortion through rater training
Unit-7:
7.1 Implementing a performance management system
7.1.1 Preparation of communication, appeal process, training programs and pilot testing;
communication plans; appeal process; training programs and acquisition of required
skills; pilot testing; ongoing monitoring and evaluation
Unit-8:
8.1 Performance management and employee development
8.1.1 Performance development plans; direct supervisor’s role; 360-degree feedback system
(advantages, risks, and characteristics)
Unit-9:
9.1 Performance management skills
9.1.1 Coaching, coaching styles; coaching process; performance review meetings; types and
characteristics of performance review meetings
Unit-10:
10.1 Reward system and legal issues
10.1.1 Traditional and contingent pay plans; reasons for introducing contingent pay plans;
possible problems associated with the contingent pay plans; selecting contingent pay
plans; putting pay in context; performance management and law
Unit-11:
11.1 Managing team performance
11.1.1 Definition and importance of teams; types of teams and implementation of performance
management for teams; purpose and challenges of team performance management
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The course would/should be based on blended approach covering both lectures and discussions
7.0 Assignments-

9.0 Textbooks
1. Aguinis, H “Performance management” . (Latest edition)., 3rd ed. Harlow: Pearson.
Hutchinson, S. “Performance management” (Latest edition).. London: Chartered Institute
of Personnel and Development.
10.1 Books
Journal Articles/ Reports

1. International Journal of Productivity and Performance
2. Human Resource Development Review
3. Human Resource Management International
4. International Journal of Human Resource Management
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Course Title: Strategic Human Resource Management

This course is designed to provide students with an understanding of the principles and practices
of strategic human resource management. Students will be introduced to key frameworks,
theories, and constructs in the field. We will examine current issues and debates in the field to
identify how human resource practices can increase both employee well-being and
organizational effectiveness.
 Strategic Management
On successful completion of the course students will be able to:
1. Apply critical thinking skills in analyzing theoretical and applied perspectives of strategic
HRM and ER
2. Analyze problems and develop managerial solutions to employment relations problems at

both national and workplace level.
3. Demonstrate the application of problem solving and evaluation skills in HRM and ER
through exercises and case study work
4. Communicate knowledge of SHRM and employment relations in both written and verbal
formats reactive to both audience and purpose.
5. Investigate and communicate the professional values of HRM including the ethical
problems inherent in HRM and ER professional roles, including managers and
consultants

This course is aimed at achieving the following outcomes:
1. Make students understand the link between organizational goals, strategy and HR
practices
2. Make students familiar with the various HR practices and how those are linked with the
organizational level considerations
3. Make students understand the value of HRM in achieving organizational objectives.
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Unit-I:
1.1 Human resource management
1.1.1 Introduction of HRM; nature of HRM; HR system; The impact of HRM on
organizational performance; the ethical dimension; the state of HRM
Unit-2:
2.1 Strategic management
2.1.1 Introduction; strategic management definition; the meaning of strategy; strategy in action;
developing strategy
Unit-3:
3.1 The concept of strategic human resource management
3.1.1 Introduction; strategic human resource management; characteristics of SHRM; aims of
SHRM; the process of SHRM
Unit-4:
4.1 The evolution of SHRM
4.1.1 Introduction; beginning-focus on vertical integration; horizontal vs vertical fit;
development of HR strategy – best fit or best practice; development of conceptual
framework of SHRM; focus on implementation; a multi-stakeholder’s approach
Unit-5:
5.1 The reality of SHRM
5.1.1 The reality of SHRM; the implementation of SHRM; the case of people management
Unit-6:
6.1 The concept of people management
6.1.1 People management defined; strategic people management
Unit-7:
7.1 The nature and practices of people strategy
7.1.1 The nature of people strategy; the features of people strategy; broad statements of intent;
overall people management approaches; evaluating people strategy; people strategy in
action
Unit-8:
8.1 Developing people strategy
8.1.1 Development principles; evidence-based approach to developing; people strategy; limits
to an entirely rationalistic approach; formulating people strategy; recommendations from
practioners.
Unit-9:
9.1 Implementing people strategy
9.1.1 Implementations problems: the say-do gap; the implementation process; the role of line
managers in implementing HR strategy
Unit-10:
10.1 The strategic role of the people professionals
10.1.1 The strategy role of people professionals; the partnership role of people professional; the
strategic business partners model; people management strategic roles
Unit-11:
11.1 Organizational development strategy
11.1.1 Organizational development defined; OD activities; OD strategy; formulating and
implementing OD strategy
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Unit-12:
12.1 Human capital management strategy
12.1.1 Aims of human capital management; the roles of HCM strategy; the link between HCM
and business strategy; developing a human capital management strategy
Unit-13:
13.1 Knowledge management strategy
13.1.1 The process of knowledge management; sources and types of knowledge; approaches to
the development of knowledge management strategies; strategic knowledge management
issues; components of a knowledge management strategy
Unit-14:
14.1 Corporate social responsibility strategy
14.1.1 Corporate social responsibility defined; the rationale of CSR; strategic CSR defined; CSR
initiatives; development of CSR strategy; role of the people management functions
Unit-15:
15.1 Organizational performance strategy
15.1.1 The process of managing organizational performance; the strategic approach to managing
organizational performance; organizational capability; developing a high-performance
culture
Unit-16:
16.1 Individual performance strategy
16.1.1 Performance and factors that affect it; performance management system; limitations of
the model; the reality of performance management systems; dealing with the issues –
reinventing performance
Unit-17:
17.1 Digital strategy
17.1.1 Purpose of digital strategy; components of a digital strategy; role of digital strategy in
contemporary world
Unit-18:
18.1 Employee engagement strategy
18.1.1 What is engagement and why it is important; factors that influence employee
engagement; the nature and contents of employee engagement strategy
Unit-19:
19.1 Resource strategy
19.1.1 The rationale of strategic resources; the strategic approach to resourcing; integrating
business and resources strategy; the components of employee resourcing strategy
Unit-20:
20.1 Talent management strategy
20.1.1 Introduction of talent management strategy; defining talent; strategic talent management
Unit-21:
21.1 Diversity and inclusion strategy
21.1.1 Defining diversity; sources of diversity; diversity and inclusion strategy
Unit-22:
22.1 Learning and development strategy
22.1.1 The aim of strategic learning and development; strategic learning and development
philosophy; strategy for creating a learning culture; organizational learning strategy;
individual learning strategy
Unit-23:
23.1 Reward strategy
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23.1.1 Defining reward strategy; purpose of reward; characteristics of reward strategy; basis of
reward strategy; content of reward strategy; developing reward strategy; effective reward
strategy; reward strategy and line management capabilities; the problem with the concept
of reward strategy
Unit-24:
24.1 Employment relation strategy
24.1.1 The employment relationship; a strategy for creating a constructive and positive
employment relationship climate; a strategy for achieving mutual gains; a strategy for
building trust; the nature of employment relation strategy; partnership agreement
strategy; employee voice strategy; trade union recognition strategy
Unit-25:
25.1. Employee well-being strategy
25.1.1 The case for a wellbeing strategy; features of an employee wellbeing strategy; factors
affecting wellbeing

Both lectures and discussions would be basic mode of learning
7.0 Assignments-

9.0 Textbooks
1. Armstrong “Strategic Human Resource Management,” (Latest edition)

10.1 Books
 Mike Millmore, et al.”Strategic Human Resource Management; Contemporary
Issues”.(latest edition)
 Harzing, A.-W. and Pinnington, A.H. (2011) International human resources
management. 3rded. London: Sage.
13. International Journal of Human Resource Management
14. Human Resource Management Review
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Course Title: Training and Development

In the emerging global economy, only those organizations dedicated to continuous learning are
expected to grow and thrive. This course is an examination of individual and organizational
strategies designed to stimulate creative approaches to learning in organizations, and will
facilitate an understanding of individual development from both an organizational and personal
perspective. Theoretical foundations and practical issues involved in employee training and
development in business organizations are explored.
 Organizational Behavior
Upon completion of the course a student would be able to:
1. Understand the basics of training and development
2. Know various methods of training and development
3. Understand ways of evaluating training
4. Changing dynamics of training
This course is aimed at the following outcomes:
1. Students would be able to know the best training methods
2. Make a choice of training, trainer, trainees and contents of training
3. To design and select the appropriate training methods and tools
Unit-I:
1.1 Introduction to employee training and development
1.1.1 Introduction and meaning of training and development; designing effective
training; snapshot pof training practices
Unit-2:
2.1 Strategic training
2.1.1 Evolution of training; learning as a strategic goal; strategic training and
development process; Organizational characteristics that influence training;
training needs in different strategies
Unit-3:
3.1 Needs assessment
3.1.1 Why need assessment is necessary; the need assessment process; competency
model; scope of needs assessment
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Unit-4:
4.1 Learning and transfer of training
4.1.1 What is learning?; learning theories; transfer of training theory; the learning
process; instructional emphasis on learning; the outcomes
Unit-5:
5.1 Program design
5.1.1 Considerations in designing effective programs (selecting training sites, selecting
trainer, curriculum, courses, lessons design, road map, consultant/vendor for
training, program design)
Unit-6:
6.1 Training evaluation
6.1.1 Introduction, reasons for training evaluation; overview of evaluation process;
outcomes used in evaluation programs (reactions, learning, behaviors and skills,
affective outcomes, return on investment); evaluation practices; evaluation
designs; determining return on investment; measuring human capital and training
activities
Unit-7:
7.1 traditional training methods
7.1.1 Presentation methods; hands on methods; group building methods; choosing an
appropriate training method
Unit-8:
8.1 Technology based training methods
8.1.1 Technology influence on training and development; computer based training; web
based learning; e-learning; developing effective online learning; social media-
wikis, blogs, microblogs and social networks; blended learning; simulations and
games; adaptive training; distance learning; technology for training support;
learning management system
Unit-9:
9.1 Employee development and career management
9.1.1 The relationship among training, development and careers; developing planning
systems; approaches to employee development
Unit-10:
10.1 Social responsibility – legal issues, diversity and career challenges
10.1.1 Legal issues and managing a diverse workforce; cross cultural preparation; career
challenges facing a multigenerational workforce; career paths and dual career
paths; coping with career breaks; coping with job loss; meeting the needs of older
workers
Unit-11:
11.1 Future of training and development
11.1.1 Increased use of technology in training and development; breakthroughs in
neuroscience about learning; increased emphasis on speed in design, contents;
capturing and sharing intellectual capital and social learning; use of just in time
learning and performance support; big data and learning for business
enhancement; stakeholders focused learning; training partnership and outsourcing
learning
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The course would/should be based on blended mode (lectures, discussions, field works etc.)
7.0 Assignments-

9.0 Textbooks
1. Noe, R. A. “Employee Training and Development. New York” (latest edition McGraw-
Hill Education
10.1 Books
1. Cohen, E. (2017). Employee training and development (pp. 153-162). Routledge.
2. Ford, J. K. (Ed.). (2014). Improving training effectiveness in work organizations.
Psychology Press.

1) Training + Education
2) International Journal of Training and Development
3) European Journal of Training and Development
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Marketing Specialization
1. Brand Management
2. Consumer Behaviour
3. Digital Marketing
4. Business To Business Marketing
5. Retail Marketing and Distribution Channels
6. Advertising and Promotion
7. Sales Management
8. Marketing Research Methods
9. Personal and Professional Development
10. International Marketing
11. Services Marketing
12. Marketing Issues in Pakistan
13. Social Media Marketing
14. Customer Relationship Marketing
15. Marketing Channels and Supply Chain Management
16. Marketing in Emerging Markets
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Course Title: Brand Management Proposed Course Code: Marketing
(Specialization) Credit Hours: 03

Brand is not merely a name, logo or design; it is considered to be a philosophy. The management
of this philosophy is the heart of brand management. However, a shift in marketing paradigm
from selling to buying appears to be obvious in the existing business world. A priori reasoning
suggests that this shift from selling to buying is caused and accelerated by the rise of brands.
Today, accordingly, majority of the products and services are purchased not sold. Brand
management facilitates this process to a great extent; it has the power to even pre-sell a particular
product or service to the consumers. This course, therefore, structures the contents of a sixteen-
session module under the caption of brand management. The rationale is to offer a
comprehensive perspective on brands and branding by analyzing the shift from selling to buying.
1. Enhance understanding of the key issues in crafting and evaluating brand
strategies.
2. Provide theories, models, and other analytic tools to make better branding
decisions
3. Learn the competences to make, revitalize, and manage the brands successfully
4. Create a forum to apply these principles
1. Demonstrate an understanding of the branding process.
2. Familiarize with building brand equity with the help of the case studies
3. Understand how to communicate a positioning strategy

Unit-I
1.1 Introduction to Brand Managements
1.1.2 What is a brand?
1.1.3 Why do brands matter?
1.1.4 What are the strongest brands?
Unit-II
2.1 Brand Positioning and Values
2.1.1 Identifying and Establishing Brand Positioning
2.1.2 Defining and Establishing Brand Values
2.1.3 Building a strong brand
2.1.4 Brand Building Implications
Unit-III
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3.1 Determining Brand Image
Unit-IV
4.1 Planning and Implementing Brand Marketing Programme
4.1.1 Criteria for Choosing Brand Elements
4.1.2 Options and Tactics for Brand Elements
Unit-V
5.1 E- branding
Unit-VI
6.1 Designing Marketing Programme to Build Brand Equity
6.1.1 Product Strategy
6.1.2 Pricing Strategy (Pricing your brand at Premium)
6.1.3 Channel Strategy
Unit-VII
7.1 Integrating Marketing Communication to build Brand Equity
7.1.1Overview of Marketing Communications to Build Brand Equity
7.1.2Developing Integrated Marketing Communication Programme
Unit-VIII
8.1 Developing a Brand Equity Measurement System
8.1.1The Brand Value Chain
8.1.2Designing Brand Tracking Studies
Unit-IX
9.1 Establishing a Brand Equity Management System
9.1.1 Brand Equity Report
9.1.2 Brand Equity Responsibilities
Unit-X
10.1 Measuring Source of Brand Equity
10.1.1 Qualitative Research Techniques
10.1.2 Qualitative Research Techniques
Unit-XI
11.1 Measuring Outcomes of Brand Equity
11.1.1 Comparative Methods
11.1.2 Holistic Methods
Unit-XII
12.1 Growing and Sustaining Brand Equity
12.1.1 The Brand- Product Matrix
12.1.2 Designing a Brand Strategy
Unit-XIII
13.1 Introducing and Naming New Products and Brand Extensions
Unit-XIV
14.1 Advantages and Disadvantages of Brand Extension
Unit-XV
15.1 Evaluating Brand Extension Opportunities
Unit-XI
16.1 Global Branding
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Several techniques and methods will be used to facilitate learning during this course. These
methods include face-to-face lectures, class discussions, case studies, demonstrations through
examples of real-world application. The required and optional readings will be assigned in
advance for each session. These readings are carefully selected out of hundreds of possibilities.
Students are expected to read the assigned text before class to actively participate in the
discussion and the class group activity. It needs to be emphasized that this course will primarily
be based on inquiry-based methodology and student-focused learning. While Instructor lead the
discussion, my role as an instructor for this course will be that of a facilitator. Instructor does not
intend to merely subject you to hours of intense lecturing each week. Rather, students are invited
and encouraged to offer your insights and thoughts on the subject matter being discussed by
actively participating in each session
Type of Assignment is to be followed as per Discretion of the instructor in week 4, week 6,
week 12 and Week 14.
For Project, Choose a company of your choice and analyze its existing brands, and make a
strategy how to launch new brand under same company umbrella.

9.0 Textbooks
1. Aaker, D. A. (2012). Building strong brands. Simon and Schuster.
2. Keller , K. L., Parames waran, M. G., and Jacob, I. (2011). Strategic brand management:
Building, measuring and managing brand equity (3rd Ed.).New Delhi: Pearson Prentice
Hall. ISBN 978-81-317-5689-8
10.1 Books
1) Ries, Al., and Ries, L. (2003). The 22 Immutable Laws of Branding: How to build a
product or service into a world class brand. New York, NY: HarperCollins. ISBN
978-0-06-000773-7
2) Al, R., and Laura, R. (2002). The 22 immutable laws of branding. Harper Business.
3) Davis, S. M. (2003). Brand asset management. Driving profitable growth through
your brands. Pearson.
4) Kapferer, J. N. (1997). Strategic brand management: New approaches to creating and
evaluating brand equity. Simon and Schuster.
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5) Kapferer, J. N. (2008). The new strategic brand management: Creating and sustaining
brand equity long term. Kogan Page Publishers.
6) Keller, K. L., Parameswaran, M. G., and Jacob, I. (2013). Strategic brand
management: Building, measuring, and managing brand equity. Pearson
Reference articles, case studies, and helpful readings will be provided in addition to the
recommended text for each individual session
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Course Title: Consumer Behaviors

What is consumer behavior, and why is it important to learn about? This specific course will
introduce the students to behavioral perspectives in marketing. It will also provide a conceptual
perspective to any participant working in retailing, advertising and promotion, sales
management, brand management and marketing research. This course will not also be an
appreciation of consumer behavior, but also the marketing research tools. The course focuses on
the learner to behavioral perspectives in marketing that will provide a conceptual perspective to
any participant working in advertising, retailing, sales management, brand management and
marketing research Further, the focus will be on different sectors of the e marketing strategy/
digital marketing in areas of consumer fast moving goods/ durable goods/services. Studying
consumer Behaviour introduces the students to the discipline of consumer behaviour by defining
and describing its scope and importance, discussing the marketing function and providing
numerous examples of consumer Behaviour relevance in managerial decision making. The
course will help the students to learn the environmental influences on consumer Behaviour
examines socio-cultural influences on consumers and present them in hierarchical order ranging
from the broadest to the most immediate. Consumer decision making processes, individual
determinants of consumer Behaviour and exploring new additional dimensions in the field.

Organizational Behaviour
1. To create relevance between theories of consumer behaviour, marketing concepts,
and consumer decision making.
2. To create an understanding of academics concepts and industry practices
3. To recognize the social and ethical aspects in the practical field. Further,
4. To apply appropriate marketing techniques for the solution of real-time problems.
1. To identify and explain factors that influence consumer behaviour inclusive of society
and culture.
2. To develop an understanding of how to demonstrate the knowledge of consumer
behaviour and its application in the field of marketing.
3. To help students to establish oral and written communication skills within marketing
contexts and t develop the capability to work both independently and in a team
environment.

Unit-I
1.1 Introduction to consumer Behaviour
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1.1.2 Understanding consumers and market segments
Unit-II
2.1 Environmental influences on Consumer Behaviour- Culture
Unit-III
3.1 Environmental influences on Consumer Behaviour-Subcultures
Unit-IV
4.1 Environmental influences on Consumer Behaviour-Social Class
Unit-V
5.1 Environmental influences on Consumer Behaviour-Social Group and Family
Unit-VI
6.1 Personal Influence and Diffusion of Innovation
Unit-VII
7.1 Individual determinants of Consumer Behaviour
7.1.1 Personality and Self Concept
Unit-VIII
8.1.1 Motivation and involvement
Unit-IX
9.1.1 Information Processing
Unit-X
10.1.1 Learning and Memory
10.1.2 Attitudes/ changing Attitudes
Unit-XI
11.1 Consumer Decision Processes
11.1.1 Problem Recognition/ Search and Evaluation
Unit-XII
12.1 Purchasing Processes
12.1.1 The situational nature of consumer Decision
12.1.2 Post Purchase Behaviour
Unit-XIII
13.1 Modeling and Researching Consumer Behaviour
Unit-XIV
14.1 Consumer Research Strategies
Unit-XV
15.1 Consumerism, Roots of consumerism
Unit-XI
16.1 Organizational Buying Behaviour
discussion and the class group activity.
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Type of Assignment is to be followed as per Discretion of the instructor in week 4, week 6, week
12 and Week 14.
9.0 Textbooks
1. David L. Loudon, and Albert J. Della Bitta. “Consumer Behavior “(4th Edition)
2. Paul, P. J. “Consumer Behavior”
10.1 Books
15. Solomon, M. R. “Consumer Behavior” (6th Edition),
16. . Kardes. F. R. Consumer Behavior and Managerial Decision Making
17. Journal of Consumer Behaviour
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Course Title: Digital Marketing

Digital marketing mainly refers to any online marketing efforts. It includes all types of marketing
strategies, including email marketing, social media marketing, pay-per-click advertising, Google
ads, and even blogging. Digital marketing, internet advertising, or online marketing, whatever
we can call it, to make your company present in the digital world is a big deal these days. The
use of the internet has skyrocketed the usage of the online medium for marketing. over the past
decade and this shift has massively affected how people purchase products and interact with
businesses. Covid 19 has also been acted as a catalyst to speed up the phenomenon of digital
marketing. Digital marketing is a type of marketing; however, it is a cost-effective way to reach
target customers online. By the end of the course students will be able to understand, based on
previous knowledge of conventional marketing, the digital environment used for marketing.
Principles of Marketing
1. Overview of the application of marketing strategy using the Internet
2. Use the web to service and cultivate customers, web advertising and sales promotion
tools, e-commerce success factors and trends in web marketing.
3. Use of social media in digital marketing
4. To learn useful tool for marketing planning, and has become a necessary and integral
part of a firm’s marketing mix.
1. Develop and implement Internet marketing strategies
2. Critically appraise the application of the Internet in marketing
3. Apply the marketing concepts in an online environment.
Unit-I
1.1 Introduction and Industry Trends
1.1.2 The opportunity
Unit-II
2.1 Mega trends
Unit-III
3.1 Strategic E - Marketing
3.1.1 E business models
Unit-IV
4.1 Consumers online characteristics
Unit-V
5.1 Site Design Basics
5.1.1 Four cornerstone approach
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Unit-VI
6.1 Personas and scenarios
6.1.1 How to write project briefs
Unit-VII
7.1 Site Design Usability
7.1.1 Usability Best Practices
Unit-VIII
8.1 Domain name management
Unit-IX
9.1 Site Design
9.1.1 Programming standards/information architecture
Unit-X
10.1 Rich Media
Unit-XI
11.1 Building Trust
11.1.1 Consumer privacy legislation
Unit-XII
12.1 Data management practices
Unit-XIII
13.1 E Marketing Communications
13.1.1 Online advertising methods
Unit-XIV
14.1 Online promotional tools
14.1.1 Permission based email
Unit-XV
15.1 Search And Intelligent Search
15.1.1 Search engine optimization
Unit-XI
16.1 Search Marketing
16.1.1 Search strategies customer acquisition
16.1.2 Search Engine Marketing FAQ
discussion and the class group activity.
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9.0 Textbooks
1. Kingsnorth, S. “Digital Marketing Strategy: An Integrated Approach to Online
Marketing” 2nd Edition
2. Ryan Deiss and Russ Hennesberry “Digital Marketing for Dummies”
10.1 Books
1. Strauss, Judy, Adel El – Ansary, and Raymond Frost (2006), E – marketing 4 th
Edition, Prentice Hall, ISBN: 0-13-148519-9
2. Hanson, Word (2000), principles of internet marketing, south western college
publishing, ISBN 0-538-87573-9
Journal of Digital and Social Media Marketing
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Course Title: Business To Business Marketing

When you sell products to other companies, you know how hard it has become to win their
business. Your customers, pressured to control costs, seem to care only about price. But if you
lower prices to stimulate sales, your profits shrink. This course therefore offers a foundation to
deal with such challenging issues. It aims to facilitate you in crafting a compelling ‘value
proposition’ to make your business customers believe in the superior value of your offerings.
Business-to-Business Marketing is an exact art and a subtle science to value organizational
buyers. It features real world cases which show that industrial markets pose different challenges
and require a unique approach to marketing strategy. It is not a dry subject, where everything is
known and all you have to do is memorize it. Rather, it takes more than rote learning to do well
in this challenging subject. You are about to embark on this fascinating journey to learn and
apply business marketing management. This course outline accordingly offers a signpost and
presents the contents that you will consider during your journey.
1. To clarify the applications, challenges and the dynamic environment of
business-to-business marketing, including the unique nature of organizational
buying behaviour.
2. To simplify the strategies and structures to effectively serve the business-to-
business market.
3. To facilitate you apply a systematic approach to problem solving and decision
making in business marketing organizations through the use of case studies.
4. To help you craft compelling value propositions when your customers seem to
only care about the price
1. Demonstrate knowledge of the concepts underlying B-2-B marketing and Sales
2. Grasp the decisions that companies make regarding the marketing of products
and services to business buyers
3. Illustrate a capacity to think in a creative and strategic way so as to make
optimal decisions about industrial marketing and communicate this in an engaging
manner.

Unit-I
1.1 Orientation: Meet and Greet Session
1.1.1 Course Format and Overview of Business Marketing
1.1.2 Business-to-Business vs. Business-to-Consumer Approach
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1.1.3 Scope and Challenge of Business-to-Business Marketing
Unit-II
2.1 Rethinking Marketing in Postmodern Era
2.1.1 Introduction to the Business Marketing Environment
Unit-III
3.1 Ethical Considerations in Business-to-Business Marketing
3.1.1 Scenario Analysis: Class Discussion
3.1.2 Researching the duties of actual marketing professionals
3.1.3 What is unethical marketing: Insights from Construction Industry
Unit-IV
4.1 Professional Selling, Sales Management and Negotiation
4.1.1 What they Did Not Teach us in Sales Class?
4.1.2 Class activity: Selling Experiential Exercise
Unit-V
5.1 Organizational Buying Behavior and Process
5.1.1 Uncovering Buyer Important Needs
5.1.2 Major Sales: Who Really Does the Buying?
Unit-VI
6.1 Customer Relationship Management and Key Account Management
6.1.1 Readings: Building Loyalty in Business Markets
6.1.2 Class Activity: How to Select Key Accounts
6.1.3 Scenario Analysis: Nestle Professional Pakistan
Unit-VII
7.1 Marketing Research and Information Systems
7.1.1 Class Activity: The Javelin Executive Jet
7.1.2 Case Discussion: Big data Analytics and Customer Profiling
Unit-VIII
8.1 Marketing Segmentation, Positioning , and Demand Projection
Unit-IX
9.1 Case Discussion:
9.1.1 Jiang Metal Products Company
Unit-X
10.1 New Product Development, Management and Strategy
10.1.1 Class Activity: Brainstorming New Product Ideas for Industry
10.1.2 Mini Case: Identifying Customer Problems for NPD
Unit-XI
11.1 Price Planning and Strategy
11.1.1 Class Discussion: True Economic Value vs. Perceived Value
11.1.2 How to Make the Optimal Pricing Decisions?
Unit-XII
12.1 Promotional Strategies for Business Markets
12.1.1 Class Activity: Use of Metaphors in Marketing Communications
12.1.2 Case Discussion: Cincinnati Milacron_Winning Against Foreign Competition
Unit-XIII
13.1 Business Marketing Channel Participants
13.1.1 Mini Cases: Influencing Manufacturers’ Representatives Sales Efforts
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Unit-XIV
14.1 Reverse Auctions in Industrial Marketing
Unit-XV
15.1 Customer Profiling and Corporate Account Management
Unit-XI
16.1 Scenario Analysis: Channel Conflict in Capital Steel Industries of Pakistan
methods include face-to-face lectures, class discussions, case studies, student presentations, and
other team activities. The requisite chapter from the text book and any case will be assigned in
advance for each session. Reference cases and readings are carefully selected out of hundreds of
possibilities. Students are expected to read the assigned text from the book and any reference
reading before coming to class so as to actively participate in the class discussion.

9.0 Textbooks
1. Jr., Bingham, F, G., Gomes, R., and Knowles, P. A. (2005). Business Marketing (3rd
Ed.). Boston: McGraw Hill, International Edition. ISBN 007-124396-8
10.1 Books
Brennan, R. “Business-to-Business Marketing,” Fifth Edition, Industrial Marketing,
Hertfordshire Business School, University of Hertfordshire, UK
Reference articles, case studies, and other helpful readings will be provided in addition to
the recommended text for each individual session.
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Course Title: Retail Marketing and Distribution Channels

Students develop an in-depth understanding of retail and services management as well as non-
store retailing. Topics include an overview of retail marketing; retail marketing, financial and
location strategy; merchandising; pricing and distribution; promotion including communications,
store layout, store design, visual merchandising; and customer service. This course will be able
to train students in marketing foundations, specialization and functions, to demonstrate and
understand strategies used to do process of merchandising, display and sell products and services
associated with retail sector effectively in a competitive market.
1. To make students understand the operations and working of retail stores in real
time settings
2. Understand Your Customers and their needs
3. Find who is the target customer?
4. To establish methods to increase store loyalty
1. Apply the principles, practices, and concepts used in retail marketing
management.
2. Describe the complex nature and environment of retail marketing management
together with the buying and selling of goods, services, and ideas to the final
consumer.
3. Understand the conceptual and organizational aspects of the retail sector,
including strategic planning and management in the retail industry

Unit-I
1.1 Retail Marketing Management
1.1.2 World of Retailing
Unit-II
2.1 Global Retailing
2.1.1 Retail Marketing
Unit-III
3.1 Types of Retailers
3.1.1 Retail Consumer Buying Behavior
Unit-IV
4.1 Retail Marketing Strategy
4.1.1 Retail Marketing Strategy
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Unit-V
5.1 Retail Marketing Strategy Planning
5.1.1 Retail Financial Strategy
Unit-VI
6.1 Retail Store Image
Unit-VII
7.1 Retail Store Loyalty
Unit-VIII
8.1 Retail Store Layout
Unit-IX
9.1 Retail Site Location Strategy
9.1.1 Retail Marketing Mix - Product
Unit-X
10.1 Merchandise Management
10.1.1 Merchandise Management Category Structure
Unit-XI
11.1 Merchandise Management Planning
11.1.1 Buying Merchandise
Unit-XII
12.1 Retail Marketing Mix - Price
12.1.1 Retail Pricing
Unit-XIII
13.1 Retail Marketing Strategy Price Decisions
13.1.1 Retail Price Competition
13.1.2 Retail Price Issues
Unit-XIV
14.1 Retail Marketing Mix - Distribution
14.1.1 Retail Distribution
14.1.2 Retail Marketing Strategic Distribution Decisions
14.1.3 Retail Distribution Channels
Unit-XV
15.1 Retail Omni-channel Distribution
15.1.1 Retail Supply Chain Management and Information Systems
Unit-XI
16.1 Retail Marketing Mix - Promotion
16.1.1 Retail Communication Mix
16.1.2 Customer Relationship Management
16.1.3 Customer Service
16.1.4 Store Layout, Design, and Visual Merchandising
A combination of lecturing, presentations, and discussions will be used to conduct the course.
Students will be expected to read extensively ahead of each class session and actively participate
in discussions and practical work. Several techniques and methods will be used to facilitate
learning during this course. These methods include face-to-face lectures, class discussions, case
studies, demonstrations through examples of real-world application. The required and optional
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readings will be assigned in advance for each session. These readings are carefully selected out
of hundreds of possibilities. Students are expected to read the assigned text before class to
actively participate in the discussion and the class group activity.
For Project, Choose a company of your choice and analyze its existing brands, and make a
strategy how to launch new brand under same company umbrella.
One day seminar on future of retailing in Pakistan
Work on a retail store for minimum of 40 hours to critically work its operations
Launch of retail store
9.0 Textbooks
1. Gilbert, D. “Retail Marketing Management” 2nd ed. New York: McGraw-Hill Irwin,
2014.
2. Retailing, Sixth Editi on Patrick M. Dunne Texas Tech University Robert F. Lusch,
University of Arizona.
10.1 Books
Stephens, D. “The Retail Revival: Reimagining Business for the New Age of
Consumerism”
Journal of Retailing
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Course Title: Advertising and Promotion

Promotional advertising is one of the unique tools used to attract interest in a product or service
through different offering additional incentives for making a purchase. It can include incentives
like coupons, temporary price reductions, promotional gifts or giveaways. Many of the
organizations are now approaching promotion and advertising from an integrated marketing
communications (IMC) perspective. They have now realized that synchronizing the promotional
mix tools with other marketing activities that communicate effectively with the customers has
attained pivotal importance. The advertising agencies of today are not only developing expertise
in direct marketing but also in sales promotion, event sponsorship and the internet so that they
can meet their clients integrated marketing communication needs and survive proactively. This
course is designed around a communications planning model and successfully links theory with
planning, management and strategy. To efficiently plan, implement and evaluate IMC programs,
you as students need to understand the holistic marketing process, consumer behaviour and
communications theory.

1. By the end of the course students will be able to understand the techniques used
for advertising and promotion.
2. Understand and enlighten the marketing communication process at individual
and organizational level.
3. Formulate objectives for the IMC program and define investment allocation
1. Critically examine the relationship between promotions management and
marketing strategy
2 Measure the responsiveness of the IMC promotional elements
Unit-I
1.1 Introduction to the Course
1.1.1 Guidelines, Student Groups Formation and Topic Assignment discussion
1.1.2 Article Presentation Formats
1.1.3 Written Advertising Plan Guidelines (IVEY and HBR)
1.1.4 About Mid Term and Final Exam
1.1.5 Group Activity:
1.1.6 The Power of Persuasion: Creating Persuasive Advertising
1.1.7 Video: How Will The World Be In 2025
Unit-II
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2.1 Introduction
2.1.1 Marketing Communications Objectives and Terminology
2.1.2 Promotional Mix Elements
2.1.3 Deconstruction of Ads (Rhetorical perspective)
2.1.4 The Primary Tools of Marketing Communications
2.1.5 The Integration of Marketing Communications
Unit-III
3.1 Enhancing Brand Equity and Accountability
3.1.1 A Firm-Based Perspective on Brand Equity
3.1.2 Brand Equity Models
3.1.3 Relationships among Brand Concepts, Brand Equity and Brand Loyalty
3.1.4 Strategies to Enhance Brand Equity
3.1.5 What Benefits Result from Enhancing Brand Equity?
Unit-IV
4.1 The role of Ad Agencies
4.1.1 Participants in the IMC process
4.1.2 Organizing for Advertising and Promotion: The Client’s Role
4.1.3 Advertising Agencies
4.1.4 Agency Compensation
4.1.5 Specialized Services
4.1.6 IMC Services
Unit-V
5.1 The Communications Process and Consumer Behavior
5.1.1 Elements in the Communication Process
5.1.2 Meaning Transfer: From Culture to Object to Consumer Communications
5.1.3 Behavioral Foundations of Marketing Communications
5.1.4 The Consumer Processing Model (CPM)
5.1.5 The Hedonic, Experiential Model (HEM)
Unit-VI
6.1 The Role of Persuasion in Integrated Marketing Communications
6.1.1 The Nature and Role of Attitudes
6.1.2 Using Attitudes to Predict Behavior
6.1.3 Persuasion in Marketing Communications
6.1.4 Tools of Influence: The Persuader’s Perspective
6.1.5 The Influence Process: The Persuadee’s Perspective
6.1.6 The Theory of Reasoned Action (TORA)
Unit-VII
7.1 Objectives for the Promotional Program
7.1.1 Determining Integrated Marketing
7.1.2 Sales versus Communications Objectives
7.1.3 Role of Promotional Planners
7.1.4 Establishing and Allocating the Promotional Budget
Unit-VIII
8.1 Appeals and Execution Styles
8.1.1 Overview of Media Planning
8.1.2 Developing the Media Plan
8.1.3 Market Analysis and Target Market
8.1.4 Establishing Media Objectives
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8.1.5 Media Strategies
Unit-IX
9.1 Evaluating Broadcast Media
9.1.1 Buying Television Time
9.1.2 Radio as a Promotional Tool
9.1.3 Evaluating Print Media
9.1.4 Role of Magazines and Newspapers
Unit-X
10.1 Traditional Support Media
10.1.1 Guerrilla Marketing
10.1.2 Defining Direct Marketing
10.1.3 Direct Marketing Strategies
10.1.4 Direct Selling
10.1.5 Effectiveness of Direct Selling
Unit-XI
11.1 Internet and Integrated Marketing
11.1.1 Measuring Internet Effectiveness
11.1.2 Role of Sales Promotion
11.1.3 Consumer Oriented Sales Promotion
11.1.4 Trade Oriented Sales Promotion
Unit-XII
12.1 The Role of Public Relations
12.12 Process of Public Relations
12.1.2 Publicity
12.1.3 Corporate Advertising
12.1.4Personal Selling
12.1.5 Integrating Personal Selling with other Promotional Tools
Unit-XIII
13.1 Social Media: An Overview
13.1.1 Comparisons with Traditional Media
13.1.2 Social Media Categories and Brands
13.1.3 Social Networking
13.1.4 Successful Social Media Campaigns
13.1.5 Organizing Social Media Efforts
13.1.6 How to Advertise on Social Networks
13.1.7 Measurement of Social Media
Unit-XIV
14.1 Measuring Promotional Effectiveness
14.1.1 Conducting Research To Measure Advertising
14.1.4
Unit-XV
15.1 The Testing Process
15.1.1 Program for Measuring Advertising Effects
Unit-XI
16.1 Role of International Advertising and Promotion
16.1.1 Global Vs Localized Advertising
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discussion and the class group activity. Lectures, Article Review (HBR) /Case Analysis, Review
of Videos, Review of Research Papers, Group Discussions/Role Plays
9.0 Textbooks
1. Belch and Belch “Advertising and Promotion: An Integrated Marketing Communications
Perspective,” (8th Edition) (McGraw Hill).
2. Shimp T A (2013), Advertising, Promotion and Supplemental Aspects of Integrated
Marketing Communications, 9th edition, Dryden Press, New York

10.1 Books
18. W. Ronald lane, et al. “Kleppner's Advertising Procedure” (18 Edition)
1) Marcom Insight: Let’s Check In! Place-Based Apps, Mobile Scanning Devices and
Checking-In with Your “Friends
2) IMC Focus: Harley-Davidson—An Iron Horse for Rugged Individualists Including
American Women
3) Comprehensive Case Study: Grey China (Ivey)
4) Marcom Insight: Everyday Consumer Habits Helping the World
5) Global Focus: Ad Persuasion for Global Public Causes
6) Comprehensive Case: Osscube: Leveraging Social Media (Ivey)
IMC Perspective: What Does The Best Media Plan Look Like?
7) IMC Perspective: Magazines Face Pressure to Blend Advertising with Content
8) Comprehensive Case: Snacko India Limited: Leveraging Trade Promotions For
Competitive Advantage
Comprehensive Case: Tesla Motors: Burning Up The Road To Market Domination
Or Doom
IMC Perspective: Marketing To The World’s Poorest Consumers
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Course Title: Sales Management

‘Sales Management’ is a living, dynamic and multifaceted course. It gives you an opportunity to
develop the necessary skills about the sales function of an organization in existing postmodern
marketing era. The course features in-depth, real world examples, cases, and stories that show
theoretical concepts of personal selling in action, with the aim of increasing the bottom line for
the organization. It is not a dry subject, where everything is known and all you have to do is to
only memorize it. Rather, this subject breathes, and a good sales student brings both the hard
headiness of an analyst with the soul of an artist to learn the skill of personal selling. You are
about to embark on this fascinating journey to learn and apply sales management fundamentals.
This course outline accordingly offers a signpost and presents the contents that you will consider
during your journey.
1 Think strategically about personal selling by using key frameworks to analyze
situations and make decisions.
2. Apply theoretical concepts to practical situations by learning about the
fundamental of selling.
3. Integrate the key concepts to deal with the relevant sales management issues in
a responsible, systematic, and creative manner
4. Enhance the problem-solving skills in sales management by offering a set of
tools (i.e., frameworks, models, and analytical techniques).
1. Have a better understanding of selling and selling techniques pertaining to
different types of industries.
2. Better understand the sales process to plan, build and implement effective sales
tactics and strategies in existing business era.
3. Comprehend the importance of qualitative and quantitative analysis in the sales
management which will help them in making efficient and effective sales
strategies
Unit-I
1.1 Orientation: Meets and Greet Session
1.1.1 Expectations and Class Conduct
1.1.2 Course Format and Overview
1.1.3 Class Activity: Assessing Your Behavior for Sales Career
1.1.4 Sales Management And The Business Enterprise
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1.1.5 Importance of studying Sales and SFM, Current trends in Sales Management, Sales
Management and Marketing, Role of Sales Management in Marketing, Evolution of Sales
Management, Sales activities,
1.1.6 Defining Sales Management, Specific functions of sales management, five interrelated
dimensions of sales management environment.
Unit-II
2.1 Postmodern Consumers: Rethinking Marketing
2.1.1 What is a Salesperson?
2.1.2 What does it ‘take’ to be good in sales?
2.1.3 Sales Management: An Introduction
2.1.4 Case Discussion: What they did not teach us in sales class?
2.1.5 Personal Selling Personal Selling And Marketing Strategy
2.1.6 Developing a Personal Selling Plan (PSP), the seven-step selling process.
Unit-III
3.1 The Effective Sales Executive
3.1.1 Nature of Sales Management Positions, Functions of the Sales Executives
3.1.2 Qualities of Effective Sales Executives, Relations with Top Management
3.1.3 Relations with Managers of other Marketing Activities (Product Management, promotion
management, pricing management, distribution management)
3.1.4 Compensation Patterns for Sales Executive
3.1.5 Relationship Marketing: Where Personal Selling Fits
3.1.6 Partnering with Customers
3.1.7 Class Activity: Sell Me This Pen
Unit-IV
4.1 Personnel management in the selling field.
4.1.1 Economies of Effective Sales Management, Role of Sales Personnel Turnover
4.1.2 Involvement of Sales Executives in SFM,
4.1.3 Job Analysis (Sales Job Analysis, Sales Job Description, Procedure for sales job analysis
and preparation of written job descriptions, Preparation of sales job specifications)
Unit-V
5.1 Social, Ethical, and Legal Issues in Selling
5.1.1 Ethics Training and Managing the Salespeople Behavior
5.1.2 Scenario Analysis: What Influences Ethical Behavior?
5.1.3 Case Discussion: Ethical Dilemmas in the Construction Industry
Unit-VI
6.1 Recruiting sales personnel
6.1.1 Organization for Recruiting and Selection
6.1.2 The Pre- Recruiting Reservoir
6.1.3 Sources of Sales Force Recruits the Recruiting Effort
6.1.4 Selecting sales personnel
6.1.5 Print view Screening and Preliminary Interview
Unit-VII
7.1 The Psychology of Selling: Why People Buy
7.1.1 FABulous Approach to Buyer Need Satisfaction
7.1.2 Class Activity: Uncovering the Buying Motives
7.1.3 Case Discussion: McDonald’s Ford Dealership
7.1.4 Planning sales training programs
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7.1.5 Building Sales Training Programs, Defining Training Aims, Deciding Training Contents,
Selecting Training Methods
Unit-VIII
8.1 Motivating sales personnel
8.1.1 Meaning of Motivation, Motivational “Help” from Management, Need Gratification and
Motivation, Interdependence and Motivation
8.1.2 Motivation and Leadership, Motivation and Communications, Unionization
8.1.3 Compensating sales personnel
8.1.4 Requirements of a Good Sales Compensation Plan, Devising a Sales Compensation Plan,
Types of Compensation Plans, Fringe Benefits.
8.1.5 Managing expenses of sales personnel
8.1.6 Reimbursement of Sales Expenses-Policies and Practices
8.1.7 Methods of Controlling and Reimbursing Expenses of Sales Personnel
8.1.3 Reimbursement of Automobile Expenses
Unit-IX
9.1 Sales meeting and sales contests
9.1.1 Job Satisfaction and Job Performance, Various types of Sales Meetings and Sales Contests
9.1.2 Controlling Sales Personnel: Evaluating And Supervising
9.1.3 Standards of Performance, Relation of Performance Standard to Personal –Selling
Objectives, Recording actual Performance, Evaluating-Comparing Actual Performance with
Standards, Taking action-the Dynamic Phase of Control, Controlling Sales Personnel through
Supervision
9.1.4 The sales budget
9.1.5 Purpose of The Sales Budget, Sales Budget-Form and Content, Budgetary Procedure
Unit-X
10.1 Sales Knowledge: Customers, Products, Technologies
10.1.1 What’s It Worth? Pricing Your Product
10.1.2 Class Activity: How to do Value Analysis?
10.1.3 Mini Cases: Claire Cosmetics and Electric Generator Corporation
Unit-XI
11.1 Prospecting – The Lifeblood of Selling
11.1.2 Key Selling Issues and Formal Steps of Sales Process
11.1.3 Strategic Customer Sales Planning
11.1.4 Class Activity: Selling Experiential Exercise
Unit-XII
12.1 Sales Presentation, Approaches, and Specific Methods
12.1.1 Sales Presentation Strategy: Opening, Closing and Follow Up
12.1.2 Scenario Analysis: Negotiation with a Friend/ Close Sequence
Unit-XIII
13.1 Planning, Staffing, and Training Successful Salespeople
13.1.1 Motivation, Compensation, Leadership, and Evaluation
Unit-XIV
14.1 Executing and evaluating sales training programs.
14.1.2 Philosophies of Sales Training, Organization for Sales Training,
14.1.3 Evaluating Sales Training Programs
Unit-XV
15.1 Quotas
15.1.1 Objectives in Using Quotas, Quotas, the sales forecast, and the Sales Budget
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15.1.2 Types of Quotas and Quotas-Setting Procedures, Administering the Quota System,
Reasons 15.1.3 For Not Using Sales Quotas
Unit-XI
16.1 Sales territories
16.1.1 The Sales Territory Concept, Reasons for Establishing or Revising Sales Territories,
Establishing Sales Territories.
methods include face-to-face lectures, class discussions, case studies, group presentations, and
other team activities. The requisite chapter from the text book and any reference readings will be
assigned in advance for each session. Reference readings are carefully selected out of hundreds
of possibilities. You are expected to read the assigned text from the book and any reference
reading before coming to class so as to actively participate in the class discussion. It needs to be
emphasized here that this course will primarily be based on inquiry based pedagogy.

9.0 Textbooks
1. Futrell, C., M. (2014). Fundamentals of Selling: Customers for Life. New York:
McGraw-Hill Education.
2. Reference articles, case studies, and other helpful readings will be provided in addition to
the recommended text for each individual session.
10.1 Books
1. : Churchill, et al.(2000) “Sales Force Management” Ford and Walker” 6th edition,
2. William Santon et al. “Management of a Sales Force,” Ninth Edition

Journal of Personal Selling and Sales Management
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Course Title: Marketing Research Methods
This course addresses the use of marketing research as an aid to making marketing decisions;
specifically, how the information used to make marketing decisions is gathered and analyzed.
Accordingly, the course is appropriate for both prospective users of research results and
prospective marketing researchers. This course is structured to follow the steps in the marketing
research process; includes, definition, research design (exploratory, descriptive and causal), data
collection, problem identification, sampling schemes, attitude measurement, and data analysis
and questionnaire design.

1. To equip students with an understanding of how market research can help them make
business decisions
2. How students can transform research findings into actionable business insights.
3. To help students gain the ability to evaluate and interpret research designed and
conducted by outside providers.
1. Discuss what market research is and how, why, and when it's useful
2. Identify a range of market research tools (focus groups, interviews, surveys), consider
their strengths and weaknesses, and discuss when it would (and wouldn’t) make sense to use
each
3. Use these tools to solve business problems and craft business strategies
Unit-I
1.1 Introduction to Marketing Research and Research Design
1.1.1 The Definition of Marketing Research
1.1.2 The Marketing Research Process
Unit-II
2.1 Marketing Research and Marketing Decision Making
Unit-III
3.1 The Importance of Defining the Problem
Unit-IV
4.1 The Management-Decision Problem and the Marketing Research Problem
4.1.1 Research Questions and Hypothesis
Unit-V
5.1 Basic Research Design and the Types of Research
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Unit-VI
6.1 Exploratory Research
6.1.1 Secondary vs. Primary Data
Unit-VII
7.1 Sources of Secondary Data
7.1.1 How to Use Secondary Data
Unit-VIII
8.1 Introduction to Qualitative Research
8.1.1 Focus Groups
Unit-IX
9.1 Descriptive Research
9.1.1 Survey Methods
Unit-X
10.1 How to Choose a Survey Method
Unit-XI
11.1 Observational Methods
Unit-XII
12.1 How to Choose Between Surveys and Observation
Unit-XIII
13.1 Scaling
Unit-XIV
14.1 Comparative Scales
Unit-XV
15.1 Non comparative Scales
15.1.1 Non comparative Scale Decisions
Unit-XI
16.1 Scale Evaluation
16.1.1 Questionnaire Design
Learning depends on your active involvement. You are expected to read the assigned material
before coming to class and to complete the assignments in time. You are also encouraged to
bring any issue of interest related to the course of brand management applicable to the topic
under discussion. Learning is primarily the responsibility of the individual and it can be
enhanced by cooperative effort. While instructor will lead the discussion, my role as an instructor
for this course will be that of a facilitator. Instructor does not intend to merely subject you to
hours of intense lecturing each week. Rather, students are invited and encouraged to offer their
insights and thoughts on the subject matter being discussed.
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9.0 Textbooks
1. Thomson, W. G.(2003) “Exploring Marketing Research” 8th edition, South-Western,
10.1 Books
Research-Methods-For-Business-A-Skill-Building-Approach-7th edition
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Course Title: Personal and Professional Development

Personal Development is focused on improving mental and social skills. ... Professional
Development on the other hand is focused on improving the knowledge and skills that improve
your potential in your work environment. These are the skills that make you more efficient and
effective at your job.The Professional Development course is designed to improve the ability of
students to describe their accomplishments and sell their ideas in situations like professional
networking, company meetings, response to proposals for services, and interviews. It teaches
writing skills and workplace integration for new jobs. Particular emphasis is put on verbal
communication and preparation for verbal communication. Students will learn to create career
plans that require them to research career options and potential employers, and prepare a
developmental roadmap that will lead them success within the chosen profession. Teaching
methods include reading assignments, lecture, classroom discussion, and simulation exercises. A
high emphasis is placed on participation in simulation exercises with subsequent coaching and
feedback by both the instructor as well as fellow classmates.

1. The aim of personal and professional development is to help you manage your own
learning and growth throughout your career
2. To learn and develop to keep your skills and knowledge up to date and ensure you
continue to work safely, legally and effectively
1 Communicate effectively and professionally in business situations through writing,
speaking, and listening.
2 Construct a career development plan (roadmap) that outlines a path to a chosen
career by delineating the skills required for the type of job, recognizing individual
skill strengths and gaps, and identify activities that can be used to acquire the skills
associated with the gaps.
3 Explain the value of networking strategies relevant to professional development;
apply networking strategies to demonstrate effective networking conversations and
written communications.
4 Demonstrate the skills needed to create, format and tailor a professional resume.
5 Demonstrate understanding of behavioral interview process by preparing interview
questions and participating in practice behavioral interviews.
6 Perform research on companies identifying major products and markets, size, and
growth potential within the industry.
7 Understand how to get a successful start in a job by demonstrating awareness of
behavioral norms within a business in relationship to communication, appearance,
business etiquette, and day-to-day business functions
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Unit-I
1.1 Creating a Personal Development Plan
1.1.1 Define Results and Motivation
1.1.2 Determine Required Skills
1.1.3 Perform a Skills Self-Assessment
1.1.4 Isolate One Skill
1.1.5 Develop an Action Plan
Unit-II
2.1 Creating a Professional Development Plan
2.1.1 Formal Development
2.1.2 Social Development
2.1.3 Experiential Development
Unit-III
3.1 Personal Growth vs. Professional Development
Unit-IV
4.1 Communication Skills
Unit-V
5.1 Disposition for Communication
5.1.1 Laughing
5.1.2 Crying
5.1.3 Smiling
5.1.4 Waving Limbs
5.1.5 Faking a Cry
Unit-VI
6.1 Communication Skills Development
6.1.1 Culture
6.1.2 Values
6.1.3 Personality
6.1.4 Life Circumstance
6.1.5 Education (Formal and Informal)
Unit-VII
7.1 Communication as a series of Experiences
Unit-VIII
8.1 Communication and its process
8.1.1 Listening
8.1.2 Reading
8.1.3 Writing Speaking
8.1.4 Speaking
Unit-IX
9.1 Pattern of Communication
9.1.1 One-way Communication
9.1.2 Two-way Communication
9.1.3 Both patterns can exist in following sender and receiver configuration
9.1.4 Individual-Individual
9.1.5 Individual-Group
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9.1.6 Group-Individual
9.1.7 Group-Group
Unit-X
10.1 Levels of communication
10.1.1 Non-Verbal
10.1.2 Gestures
10.1.3 Postures
10.1.4 Movements
10.1.5 Verbal
10.1.6 Intra verbal: intonation of word and sound
10.1.7 Extra verbal: implication of words and phrases, semantics
10.1.8 Symbolic
Unit-XI
11.1 Facial expressions
11.1.1 Life Hack
11.1.2 Eye Contact
Unit-XII
12.1 Body Language
12.1.1 How to Handshake
12.1.2 How to Stand
12.1.3 How to Walk
12.1.4 How to detect lies
12.1.5 How do you go about establishing Rapport?
Unit-XIII
13.1 Barriers in Communication
13.1.1 Internal barriers
13.1.2 External barriers
13.1.3 Networking Conversations
13.1.4 How to Write Resume
13.1.5 Preparation for Interviews
13.1.6 Mock Interviews
Unit-XIV
14.1 First Impressions, Business Etiquette, Meetings
14.1.1 Business Communication, Relationship Building, Managing Your Manager
14.1.2 Self-Promotion, Performance Reviews
Unit-XV
15.1 Presentation Skills
15.1.1 Presentation Skills: Case Study
Unit-XI
16.1 How to Eat
16.1.1 Dining Ethics
16.1.2 Personal Dressing
16.1.3 Critical Thinking
16.1.4 Time Management
300 of 400

9.0 Textbooks
1. John V. Thill and Courtland L. Bovée “Excellence in Business Communications”, 7th
Ed., by (Publisher: Prentice Hall)
2. OSU Career Guide 2007 – 2008 by OSU Career Services
3. 20 Most Common Errors: A Guide For Writers In Business
10.1 Books
1 Diana Hacker and Barbara Fister A Writer’s Reference, 6th Ed., (Publisher: Bedford / St.
Martin’s)
2 Lunsford, A. “Easy Writer” , 3rd Ed.,(Publisher: Bedford / St. Martin’s
301 of 400
Course Title: International Marketing

This advance level course highlights the importance of international marketing principles that
are prevalent in today’s international marketing activities. Students will actively participate in
exploring the fundamentals study of the text book supplemented by discussion of real world
examples. Classes will focus on classroom participation, using current business cases and student
projects. Upon completion of this course, students will have covered the key basics of promotion
and understand the importance of the total integration of all marketing efforts for the basic
understanding of the subject. Course material will equip students with basic skills to critically
understand theoretical concepts.
1. To disseminate knowledge regarding the International Marketing.
2. Developing the understanding of the subject in relation to domestic marketing,
global marketing,
3. Understanding of multinational marketing, export marketing and International
trade.
1. Exposit thorough knowledge of product globalization
2. Inquire all disciplines crucial for launching overseas product in national market
3. Data collection of both data types i.e. primary and secondary, for the sake of
investigation and analysis
4. Interpretation of results following the self-recommendations and proposed plan
5. Written plan development succeeding presentation of the whole learning to the
invigilator and class

Unit-I
1.1 Introduction to marketing, International marketing and global marketing
1.1.1 Definitions
1.1.2 Marketing environments
1.1.3 Consumer welfare issues and business ethics
Unit-II
2.1 International Marketing Strategy
2.1.1 Nature of International Marketing
2.1.2 Necessity of adopting a global business perspective
2.1.3 Major decisions while going global
2.1.4 Importance of marketing orientation
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2.1.5 Characteristics of a multinational and a global approach
2.1.6 Marketing standardization and individualization
Unit-III
3.1 Potential market assessment
3.1.1 Effects of country’s population, natural environment and technical resources on
international marketers
3.1.2 Indicators of economic wealth
3.1.3 Social and cultural environment
3.1.4 Political and legal environment
3.1.5 Firms competitive position
3.1.6 Determination of attractive markets
Unit-IV
4.1 International Economic and Technical Environment
4.1.1 World Economy
4.1.2 Electronic Marketing
Unit-V
5.1 International Marketing Intelligence
5.1.1 Tools of international market research
5.1.2 Steps of international marketing research projects
5.1.3 Interpretation of research results
Unit-VI
6.1 The Global Strategic Position
6.1.1 Strategic alternatives international marketing
6.1.2 Types of confrontations with competitors
6.1.3 Indicators of successful international competition
6.1.4 Consequences of chosen resource allocations
6.1.5 Importance of strategic position
Unit-VII
7.1 Environment of Country, types and its effect on International Marketing
7.1.1 Political Environment
7.1.2 Legal Environment
7.1.3 Economic Environment
Unit-VIII
8.1 Market entry strategy
8.1.1 Marketing Barriers
8.1.2 Major decisions
8.1.3 Local positioning
8.1.4 Market entry mode
8.1.5 Different forms of international business expansion
Unit-IX
9.1 Product management processes
9.1.1 Product innovation
9.1.2 Quality assurance
9.1.3 Brand name
9.1.4 Packaging
Unit-X
10.1 International distribution logistics
10.1.1 Distribution channels
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10.1.2 Marketing logistics
10.1.3 Transportation modes
10.1.4 Warehousing decisions and inventory management
Unit-XI
11.1 Local Initiatives for International Marketing
Unit-XII
12.1 International market communication
12.1.1 Integrated international marketing communication
12.1.2 International advertising
12.1.3 Sales promotion
Unit-XIII
13.1 International pricing decisions
13.1.1 Pricing strategies
Unit-XIV
14.1 Factors influencing final price
14.1.1 Methods of payment and counter trade
Unit-XV
15.1 Planning for International Marketing
Unit-XI
16.1 Components of marketing plan
Lectures, Case studies, Role plays and Activities and Presentations. Several techniques and
methods will be used to facilitate learning during this course. These methods include face-to-face
lectures, class discussions, case studies, demonstrations through examples of real-world
application. The required and optional readings will be assigned in advance for each session.
These readings are carefully selected out of hundreds of possibilities. Students are expected to
read the assigned text before class to actively participate in the discussion and the class group
activity.

9.0 Textbooks
1. Hollensen, S. “Global Marketing” 6th Edition
304 of 400
2. Sak Onkvisit, and John J Shaw,“International Marketing (Analysis and strategy):”
Pearson Education Asia Ltd and Tsinghua University Press.
10.1 Books
1) Kotler, P. “International Marketing Management,” Prentice-Hall International, Inc Prentice-
Hall
2) Roger Bennett And Jim Blythe “International Marketing Strategy Planning, Market Entry
And Implementation”
3) Czinkota, M. R. “International Marketing”
4) Vern Terpstra and Ravi Sarathy “International Marketing,” New York Holt, Rinehart and
Winston Inc
5) Keegan, W. “International Marketing,” Pearson Education Asia Ltd and Tsinghua University
Press.
6) Within and Beyond Visegrad Borders “International Marketing:” Front Cover. Elena Horská.
Wydawnictwo Episteme,
7) Scranton, F. R. R. “International Trade and Investment,” International Textbook Co.
International, Inc
International Journal of Market Research: SAGE Journals
305 of 400
Course Title: Services Marketing

Students examine the important issues facing service providers and the successful
implementation of a customer focus in service-based businesses. Topics include an overview of
services marketing; understanding the customer in services marketing; standardizing and
aligning the delivery of services; the people who deliver and perform services; managing
demand and capacity; and promotion and pricing strategies in services marketing. This course
will be able to train students in marketing foundations, specialization and functions in service
sector of the economy. Further, to demonstrate and understand strategies used to process of
providing quality services effectively in a competitive market.
1. This course aims to provide an in-depth appreciation and understanding of the
unique challenges inherent in managing and delivering quality services. Participants
will be introduced and work with tools and strategies that address these challenges.
Further, to establish an understanding of the ‘state of the art’ of service
management thinking.
2. Explain the unique challenges of services marketing, including the elements of
product, price, place, promotion, processes, physical evidence, and people.
3. Describe how customer relationship marketing (CRM), including retention
strategies, creates an environment that achieves excellence in customer services.
1. Design service quality measurements to build customer loyalty and evaluate the
effectiveness and efficiency of customer service offerings.
2. Explain service blueprinting, the integration of new technologies, and other key
issues facing today's customer service providers and service managers.
3. Discuss the influences of the multicultural marketplace, business ethics, and
socially responsible marketing on services marketing.
4. Conduct a services audit plan for a service firm.
Unit-I
1.1 Introduction to service marketing
1.1.1 Characteristics of service marketing
1.1.2 Reasons for growth in service sector
1.1.3 Career opportunities in services sector
1.1.4 The Scope of Services Marketing
1.1.5 The Gaps Model of Services Quality
1.1.6 Focus on the Customer-What Do Customers Expect?
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Unit-II
2.1 Service Strategy
2.1.1 Strategic Planning Process
2.1.2 Market orientation service strategy
2.1.3 Service triangle
2.1.4 Three dimensions of marketing strategy
Unit-III
3.1 Consumer Behaviour in Services
3.1.1 Factors influencing consumer behaviour
3.1.2 Service perception
3.1.3 Model of consumer expectations and perception
3.1.4 Listening to Customers Through Research
3.1.5 Building Customer Relationships
3.1.6 Service Recovery
Unit-IV
4.1 Market Segmentation and service position
4.1.1 Undifferentiated Marketing
4.1.2 Bases for segmentation
4.1.3 Service positioning
Unit-V
5.1 Service Demand Management
5.1.1 Demand situation
5.1.2 Demand Patterns
5.1.3 Strategies for demand management
Unit-VI
6.1 The Service Product
6.1.1 The basic service package
6.1.2 Development of new service
6.1.3 Service life cycle
Unit-VII
7.1 Service quality Management
7.1.1 Determinants of service quality
7.1.2 Service quality audit
7.1.3 Total quality services marketing
Unit-VIII
8.1 Pricing Of Services
8.1.1 Pricing of services
8.1.2 Pricing objective
8.1.3 Pricing strategies linked to value perception
8.1.4 Promotions and Pricing Strategies in Services Marketing
8.1.5 Integrated Services Marketing Communications
8.1.6 Pricing of Services
8.1.7 The Financial and Economic Impact of Service
Unit-IX
9.1 Distribution
9.1.1 Service transaction
9.1.2 Service location
9.1.3 Distributors of service delivery
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9.1.4 Employees' Roles in Service Delivery
9.1.5 Customers' Roles in Service Delivery
9.1.6 Managing Demand and Capacity
Unit-X
10.1 Managing Physical Evidence
10.1.1 Physical evidence
10.1.2 Service escape
Unit-XI
11.1 Internal and External Marketing CASE STUDY
11.1.1 Consumer Relationship Management
11.1.2 What is CRM?
11.1.3 CRM in marketing
11.1.4 Customer retention
Unit-XII
12.1 Managing people for service advantage
12.1.1 Service staff are crucially important
12.1.2 Service leadership and culture
Unit-XIII
13.1 Customer feedback and service recovery
13.1.1 Customer complaining behaviour
13.1.2 Service guarantees
13.1.3 Learning from customer feedback
Unit-XIV
14.1 Improving service quality and productivity
Unit-XV
15.1 Measuring and improving productivity
Unit-XI
16.1 Improving service productivity
Students are expected tread the assigned text before class to actively participate in the discussion
and the class group activity.
308 of 400
9.0 Textbooks
1. Lovelock, C. and Jochen Writz “Services Marketing” (5th edition),
10.1 Books
Nargundkar, R. “Service Marketing”
Journal of Marketing
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Course Title: Marketing Issues in Pakistan

This course is designed to introduce basic principles and foundations of marketing with respect
to the economy of Pakistan. This course focuses on developing an understanding of key issues of
marketing faced by companies working in Pakistan. To address the blend of social, cultural and
religious blend make decisions hard and tricky for companies designing marketing campaigns
concepts. Moreover, the objective of the course is to impart the conceptual knowledge tactical
marketing mix decisions with respect to Pakistan. Further, it will provide the student with a
comprehensive framework to evaluate marketing decisions and to create successful marketing
initiatives. Also to this course will address comparative analysis of issues faced by developing
countries with respect to Pakistan.
1 To make the students aware of recent trends in marketing in Pakistan.
2. To enable the students to apply marketing knowledge for the economic and
social
betterment of Pakistan
1. Understand the consumers and the marketplace in Pakistan
2. Understand the marketing mix and its applicability in marketing decisions, in
economy of Pakistan
3. Understand the functions of marketing communication and discuss social
responsibility and ethics in marketing in Pakistan.

Unit-I
1.1 Marketing to Bottom of the Pyramid
Unit-II
2.1 Market Research
Unit-III
3.1 Product and Service Development
Unit-IV
4.1 Consumer Behavior
Unit-V
5.1 Marketing issues in Agriculture products
Unit-VI
6.1 Marketing issues in Industrial products
Unit-VII
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7.1 Marketing issues in service sector
Unit-VIII
8.1 Marketing issues in capital products
Unit-IX
9.1 Marketing issues in fast moving consumer goods
Unit-X
10.1 Retailing and Distribution
Unit-XI
11.1 Sales Management and Personal Selling
Unit-XII
12.1 Social Marketing
Unit-XIII
13.1 Brand Child and Brand Loyalty
Unit-XIV
14.1 Export Marketing
Unit-XV
15.1 Direct Marketing
Unit-XI
16.1 Personal Selling in Pakistan
Students are expected tread the assigned text before class to actively participate in the discussion
and the class group activity.

9.0 Textbooks
1. Marketing Management: A South Asian Perspective,
2. Manning, G. and Reece, B. (2001). Selling Today (8th Ed.). Upper Saddle River, NJ:
Prentice Hall.
10.1 Books
311 of 400
1. Davis, S. M.”Brand Asset Management”

2. Rosenbloom, B. “Marketing Channels: A Management View” Seventh Edition
3. Research Articles (Peer Reviewed and others)
1) Pakistan Management Review
2) Far-Eastern Economic Review
3) Magazines and Papers
4) AURORA, Business Recorder
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Course Title: Social Media Marketing

Social Media marketing mainly refers to any online marketing efforts. It includes all types of
marketing strategies, including email marketing, social media marketing, pay-per-click
advertising, Google ads, and even blogging. Social media marketing, internet advertising, or
online marketing, whatever we can call it, to make your company present in the digital world is a
big deal these days. The use of the internet has skyrocketed the usage of the online medium for
marketing. over the past decade and this shift has massively affected how people purchase
products and interact with businesses. Covid 19 has also been acted as a catalyst to speed up the
phenomenon of social media marketing. Social media marketing is a type of marketing;
however, it is a cost-effective way to reach target customers online.
1 To provide students with an overview of the application of marketing strategy
using the Internet.
2. To develop understanding of the basics of designing a web site for content and
functionality, using the web to service and cultivate customers, web advertising
and sales promotion tools, e-commerce success factors and trends in web
marketing.
3. To learn how the Internet has become a necessity in modern business, and
discover how this medium can assist in marketin
1. Develop and implement Internet marketing strategies.
2. Critically appraise the application of the Internet in marketing.
3. Apply the marketing concepts in an online environment.
4. Employ Internet tools to achieve marketing goals.
Unit-I
1.1 Introduction to Social Media Marketing Overview
1.1.1 Careers in Digital Marketing
1.1.2 The Social Media Landscape Overview
1.1.3 Introduction to Marketing vs Digital Marketing
1.1.4 Introduction to Social Media Marketing
1.1.5 Social Media and Business
1.1.6 Social Media and Non-Profits
1.1.7 Categorizing Social Media
1.1.8 The History of Facebook
1.1.9 Facebook Products Overview
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1.1.10 The Social Media Landscape Conclusion
1.1.11 How to Create Social Media Accounts for Your Business
Unit-II
2.1 The Major Social Media Platforms: Overview
2.1.1 Use Facebook to Connect People and Businesses
2.1.2 Engage and Entertain with Video on YouTube
2.1.3 Make Connections on WhatsApp and Messenger
2.1.4 Connect, Engage and Transact with WeChat
2.1.5 Find People that Care about What You Do on Instagram
2.1.6 Build Professional Connections on LinkedIn
2.1.7 Use Short Video to Connect on TikTok
2.1.8 Boost Your Messaging Game With Snapchat
2.1.9 Join the Conversation on Twitter
2.1.10 Showcase Your Products and Services on Pinterest
2.1.11 Connect on Niche Interests on Social
Unit-III
3.1 Goals and Planning for Success Overview
3.1.1 What are Marketing Goals and Why Do you Need them?
3.1.2 Establishing SMART Goals for Your Marketing
3.1.3 What are KPIs and Why Do you Need them?
3.1.4 Setting KPIs for Your Marketing
3.1.5 Preparing For Your SMART Goal and KPIs Project
3.1.6 SMART Goal Worksheet
3.1.7 Key Performance Indicators Worksheet
Unit-IV
4.1 Understand Your Audience Overview
4.1.1 What Is a Target Audience and Why Do You Need One?
4.1.2 Defining your Target Audience
4.1.3 Customer Journey and Why Do You Need One?
Unit-V
5.1 Mapping your Customer's Journey
5.1.1 Research Tools to Identify Your Target Audience
5.1.2 Target Audience Worksheet
5.1.3 Customer Journey Worksheet
Unit-VI
6.1 Choose Your Social Media Channels
6.1.1 Choose Your Platform Carefully
6.1.2 Map Your Audience to the Right Platform
6.1.3 Managing Social Media Policies
6.1.4 Creating a Social Media Policy
Unit-VII
7.1 Using your Company Blog
7.1.1 Managing Your Blog
7.1.2 Professional Certificate Job Search Resources Overview10m
Unit-VIII
8.1 Social Media: Adapt or Die
8.1.1 Marketing Strategies using Facebook
Unit-IX
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9.1 Marketing Strategies on the Use of Blogging
Unit-X
10.1 Marketing Strategies on the Use of Twitter
Unit-XI
11.1 How to Use LinkedIn to Dominate
Unit-XII
12.1 How to Use Google+ to Dominate
Unit-XIII
13.1 How to Use Instagram to Dominate
Unit-XIV
14.1 How to use Pinterest to Dominate
Unit-XV
15.1 How to Use YouTube to Dominate
Unit-XI
16.1 How to Use Snapchat to Dominate
16.1.1 How to Integrate Other Social Media Networks into your Marketing Strategy
16.1.2 Common Social Media Pitfalls to Avoid
under discussion.Learning is primarily the responsibility of the individual and it can be enhanced
by cooperative effort. While instructor will lead the discussion, my role as an instructor for this
course will be that of a facilitator. Instructor does not intend to merely subject you to hours of
intense lecturing each week. Rather, students are invited and encouraged to offer their insights
and thoughts on the subject matter being discussed.


9.0 Textbooks
315 of 400
1. Friedrichsen, M. (2013). Handbook of social media management: Value chain and
business models in changing media markets. Springer.
10.1 Books
Van Looy, A. (2016). Social media management. Springer International Publishing

Switzerland 2016.
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Course Title: Customer Relationship Marketing

This course examines customer relationship management (CRM) and its application in
marketing, sales, and service. Effective CRM strategies help companies align business process
with customer centric strategies using people, technology, and knowledge. Companies strive to
use CRM to optimize the identification, acquisition, growth and retention of desired customers to
gain competitive advantage and maximize profit. Anyone interested in working with customers
and CRM technology and would like to be responsible for the development of any major aspect
of CRM will find this course beneficial. Emphasis is given on both conceptual knowledge and
hands-on learning using a leading CRM software. CRM discussions and assignments will
address relationship marketing with both organizational customers (B2B) and
consumers/households (B2C).
1. Customer behavior, relationship marketing, customer satisfaction, loyalty,
customer defection
2. Key concepts, such as Sales Management, Closed Loop Marketing, Drip
Marketing
3. CRM impact on sales and marketing strategies; d) data, information and
technology
1 to recognize the basic technological infrastructure and organizations involved in
current and emerging CRM practices.
2. To understand privacy, ethics: consumer and organization privacy concerns
3. To be able to understand CRM impact on sales and marketing strategies; d)
data, information and technology
Unit-I
1.1 Managing Customer Relationships
1.1.1 Foundations of the past drive. Our future
1.1.2 The major types of customers
1.1.3 Defining Customer Relationship Management
Unit-II
2.1 Defining CRM Process
2.1.1 Why create a process for CRM
2.1.2 Major Objectives and Benefits of CRM process
2.1.3 Product focus to customer focus
2.1.4 CRM organization’s structure
317 of 400
Unit-III
3.1 The role of Information Technology
3.1.1 Change from data to relationship
3.1.2 Preparing for Cultural and Idea Interchanges
Unit-IV
4.1 Emergence of Relationship Technologies
4.1.1 Customer Retention
4.1.2 Data Mining
Unit-V
5.1 The Stages of Growth for CRM and Data Warehouse
5.1.1 Six Stages of Growth
5.1.2 Types of Decision Support
5.1.3 The Info Structure or Framework
Unit-VI
6.1 Building the CRM Data Warehouse and Info Structure
6.1.1 Analysis and Design
6.1.2 Implementation
6.1.3 Reports, Queries and Analytical Uses
6.1.4 Critical Success Factors
6.1.5 Data Privacy
6.1.6 Final Project Orientation
Unit-VII
7.1 Customer Chemistry
7.1.1 Knowing your customers
7.1.2 Banking your customers
7.1.3 Teaching Employees to focus on Best Customers and Prospects
Unit-VIII
8.1 Customer Chemistry
8.1.1 Creating Customer Oriented Marketing Campaigns
8.1.2 Circumstances for leaving bad customers
8.1.3 Loyalty programs
Unit-IX
9.1 Visioning Customer as Design Point for Business Engineering
9.1.1 Obtaining Customer Vision
9.1.2 Objectivity and Emotional Intelligence
9.1.3 Customer Defined Processes
Unit-X
10.1 Identifying Customer Needs
10.1.1 Approaches to Listening
10.1.2 Exceeding Customer Expectations
10.1.3 Ideal Value Deliver
Unit-XI
11.1 Customer Service
11.1.1 Successful Customer service
11.1.2 7 B’s to keep your Customer
Unit-XII
12.1 Phone Based Operations
12.1.1 Customer Response Centre
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Unit-XIII
13.1 Effective Telemarketing
13.1.1 Theories of People Management
Unit-XIV
14.1 Practicalities of customer response center
14.1.1 Locating customer response center
14.1.2 Effective environments
Unit-XV
15.1 The Role of IT in CRM
Unit-XI
16.1 The Role of Ethics in CRM

9.0 Textbooks
1. Swift, R. S. “Accelerating Customer Relationships”
2. (MaryNaylor and Susan Greco) “Customer Chemistry”
10.1 Books
(Darlene D. Richard) The Customer Response Management
319 of 400
ourse Title: Marketing Channels and Supply Chain Management

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 relationships with the
suppliers in its supply chain. Supply Chain Management (SCM) is an approach to managing the
entire supply chain – the seamless flow of goods, services and information from your suppliers’
suppliers to your customers’ customers - based on common goals, shared resources and mutually
beneficial relationships. Specific topics include outsourcing, information technology, and
globalization. This course will be taught through the use of textbook readings, case study
analysis, Internet research, and online discussions.
1 To introduce and study key concepts in Supply Chain Management (SCM)
2. To understand the role and function of marketing channels
3. To study how the global environment and strategic alliances impact SCM
1. To effectively organize, manage, and present data, using contemporary
software applications such as spreadsheets, word processing, databases, and
electronic presentation software.
2. To locate, evaluate, and synthesize primary and secondary sources into
presentations without falling into plagiarism.
3. To lead and participate effectively in group discussions.
Unit-I
1.1 The Significance of Marketing Channels
Unit-II
2.1 Functions of a Channel
2.1.1 Characteristics of a Channel
2.1.2 Types of Marketing Channels
2.1.3 Direct selling;
2.1.4 Selling through intermediaries;
2.1.5 Dual distribution; and
2.1.6 Reverse channels.
Unit-III
3.1 Selecting Marketing Channels
3.1.1 The Value of Channels
3.1.2 Channel Selection
3.1.3 Consumer Preferences
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3.1.4 Cost
3.1.5 Brand
3.1.6 Localization
Unit-IV
4.1 Channel Intermediaries
4.1.1 Types of intermediaries
4.1.2 Wholesalers
4.1.3 Distributors
4.1.4 Retailers
4.1.5 Functions of Intermediaries
Unit-V
5.1 Channel Design
5.1.1 Streamlining Distribution Sales planning
5.1.2 Strategic and Long-term Planning
5.1.3 Creation of Supply Chain Network
5.1.4 Stock planning
5.1.5 Supply chain planning
5.1.6 Production planning
5.1.7 Distribution planning
5.1.8 Transport planning
5.1.9 Delivery schedule
Unit-VI
6.1 Channel Structures
6.1.1 B2C Channels
6.1.2 B2B Channels
6.1.3 B2G Channels
6.1.4 Institutional Markets
Unit-VII
7.1 Customer Expectations
7.1.1 Channel Member Expectations
7.1.2 Role of large and small retail outlets
7.1.3 Channel Member Characteristics
Unit-VIII
8.1 Channel Strategy Decisions
8.1.1 Factors Affecting Channel Choice
Unit-IX
9.1 Distribution Intensity
9.1.1 Channel Distribution Intensity
9.1.2 Intensive
9.1.3 Selective
9.1.4 Exclusive
9.1.5 Technology and Channels
Unit-X
10.1 Distribution Centers vs. Direct Store Delivery
10.1.1 Retailers
10.1.2 Department Stores
10.1.3 Discount Houses
Unit-XI
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11.1 Non-store Retailing
11.1.1 Wholesalers
11.1.2 Warehousing
11.1.3 Transportation
11.1.4 Selling
Unit-XII
12.1 Marketing Channel Relationships
12.1.1 Competitive Priorities in Marketing Channels
12.1.2 Role and Design in the Marketing Mix
Unit-XIII
13.1 Choosing Marketing Channels
13.1.1 Intensive distribution
13.1.2 Exclusive distribution
Unit-XIV
14.1 Channel Power, Control, and Leadership
14.1.1 Channel Partners
14.1.2 The Value Chain
Unit-XV
15.1 Co-branding
15.1.1 Value-added Resellers
Unit-XI
16.1 Channel Integration
9.0 Textbooks
322 of 400
1. Nagurney, Anna (2006). Supply Chain Network Economics: Dynamics of Prices, Flows,
and Profits. Cheltenham, UK: Edward Elgar.
2. Coughlan, A. “Marketing Channels 7th Edition”
10.1 Books
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UNIVERSITY OF HE PUNJAB, LAHORE
Course Title: Marketing in Emerging Markets

Given their growing middle class and rapidly rising incomes, the lure of emerging markets is
hard to resist. Multinationals are deriving larger share of their revenues from such markets and
the presence of strong domestic competitors is being felt as well. The purpose of this course is to
examine the issues involved in developing a global marketing strategy and the challenges of
implementing the marketing mix in emerging markets. We will examine how salient
characteristics of emerging markets like socio-cultural factors, underdeveloped or absent
institutions and a mix of a large base of poor along with middle-class consumers and a small
affluent class, may compel managers to reevaluate traditional marketing programs and strategy.
1. To understand challenges and opportunities involved when marketing decisions
both across and within different emerging markets, with the goal of developing
effective marketing plans and solutions
2. To understand the social, cultural, institutional and demographics forces
marketers must consider when developing the marketing mix, with a focus on the
tactical challenges of adapting to specific emerging market needs
1. Engaging consumers from different socio-economic strata that co-exist in
emerging markets: base of the pyramid, urban middle class and the wealthy
2. Understand the impact of the rapid but uneven growth in incomes of emerging
market households on demand for products and services

Unit-I
1.1 Introduction of the subject
1.1.1 Emerging economies
1.1.3 Importance of emerging economies
Unit-II
2.1 Emerging Markets and their Importance to Marketers
Unit-III
3.1 Global Marketing Strategy
3.1.1 Planning and Organization
Unit-IV
4.1 Market Entry Strategies
Unit-V
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5.1 Developing A Marketing Mix
5.1.1 Segmentation and Positioning
5.1.2 Product Placement
5.1.3 Product Presentation
5.1.4 Pricing and Promotion
Unit-VI
6.1 Finding the competitive sweet spot and transferring it to other emerging markets
Unit-VII
7.1 Filling in the missing pieces and localizing the business model (and ethics?)
Unit-VIII
8.1 Competitive strategies for engaging local competitors, business model Implications
Unit-IX
9.1 Business opportunities
9.1.1 Analyzing the characteristics of the consumer market
9.1.2 Industry and agribusiness in Emerging Countries
Unit-X
10.1 Logistics and structure
10.1.1 Discussing the current scenario of airports, railways, and roads
10.1.2 Freight companies in emerging countries
Unit-XI
11.1 Concept development and framework tools to consider Getting started
11.1.1 Big picture of winning in Emerging Markets
11.1.2 Local adaptation and global integration
11.1.3 New rules of the game and what it takes to win
Unit-XII
12.1 Thinking different and local mass market competitive advantage
Unit-XIII
13.1 Affordability and sustainability
13.1.1 Disruptive business model
Unit-XIV
14.1 Opportunities and challenges of emerging market firms going global
Unit-XV
15.1 Evolution of emerging market MNCs,
15.1.1 Competition in newly industrializing contexts
Unit-XI
16.1 Evolution of emerging market MNCs,
16.1.1 competition in newly industrializing contexts
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9.0 Textbooks
1. Adhikari, A. “Strategic Marketing Issues in Emerging Markets”
10.1 Books
Amitava Chattopadhyay, et al. “The New Emerging Market Multinationals: Four
Strategies for Disrupting Markets and Building Brands”
Strategic Marketing cases in Emerging Markets by Atanu Adhikari and Sanjit Kumar
Roy
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Microfinance Specialization
1. Introduction to Microfinance
2. Islamic Microfinance
3. Banking and Microfinance
4. Regulations and Supervision of MF
5. Microfinance and Poverty alleviation
6. Commercialization of Microfinance
7. MIS for Microfinance
8. Contemporary issues in Microfinance
9. Transformation of MFIs
10. Triangle of Microfinance
11. Financial ratio of the MFIs
12. The Theory and Practice of Microfinance
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Course Title: Introduction to Microfinance
Proposed Course Code: Microfinance (Specialization Credit Hours: 03
Microfinance has proved itself as an essential part of financial system over the years. Showing a
tremendous growth, it has gained popularity as key player for financial inclusion in financial
landscape. Now economies are working for an inclusive financial system where microfinance is
a significant contributor towards financial access for poor. This course provides a concise
introduction of microfinance by elaborating the background of microfinance, its emergence as a
tool of poverty reduction, and explaining the need of microfinance in financial system. It further
includes the topics on working of microfinance models, its products and service and the lending
methodologies. This course also highlights the challenges of MFIs in their operations, investing
options for MFIs and the recent innovations in the field of microfinance.

Students should have a basic understanding of financial system, financial markets and financial
institutions.
This course will enable students:
1. To understand historical background of microfinance
2. To learn basic concepts, terminologies, and principles of microfinance
3. To elaborate the products and services offered by MFIs, their lending
methodologies and target customers
4. To understand the key challenges of MFIs, innovations and emerging trends
After completing this course the students will be able:
1. To comprehend the emergence of microfinance in financial landscape
2. To differentiate between the financial products and services of MFIs and financial
institutions
3. To analyze the lending methodologies of MFIs and their role in serving a large
poor base
4. To identify the key issues for MFIs
Unit 1:
1.1 Introduction to Microfinance

1.1.1 Microfinance and the History of informal savings
1.1.2 The major components of Microfinance’s ecosystem
1.1.3 An overview of issues in Microfinance: gender, impact, alternatives
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Unit 2:
1.1 Detailed Design – Group Lending and Variations, Gender

1.1.1 The reasons for microfinance’s unique structure
1.1.2 Rates of return and cost of money
1.1.3 Individual versus group lending
Unit 3:
10.2 Managing and Working at an MFI – Compensation, Structure

10.2.1 Management challenges of MFIs
10.2.2 What can go wrong within microfinance institutions?
10.2.3 Scale issues, strategy drift, and sustainability
Unit 4:
4.1 Challenges in Microfinance

4.1.1 Lecture: Applicability of entrepreneurship
4.1.2 Gaining liquidity for investors
4.1.3 Country context and variations
Unit 5:
5.1 Other Microfinance products offering – Beyond Credit

5.1.1 Introduction to products in addition to loans, for example savings, insurance, and
education
Unit 6:
6.5 Investing in MFIs

6.5.1 Measuring impact
6.5.2 Selecting an investment vehicle and process
6.5.3 Assessing sustainability
Unit 7:
7.1 Innovation and entrepreneurship in MFI land

7.1.1 New Innovations in Microfinance
Recommended Readings
 Lectures
 Handouts (hard or soft copies)
 Group Discussions
 Presentations
 Assignments
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7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
Watkins, T. A. (2018). Introduction to Microfinance. Roultedge.

10.1 Books
1. Ledgerwood, J. (1998). Microfinance Handbook: An institutional and financial

perspective. The World Bank.
2. “Millions for Millions”, Connie Bruck, The New Yorker, October 30, 2006. (14
pages) http://www.newyorker.com/archive/2006/10/30/061030fa_fact1
3. “Perspectives on informal rural finance,” Jochem Zoetelief, SD dimensions, Sept. 1999.
(8 pages) http://www.fao.org/sd/ppdirect/ppan0015.htm
4. Ismail, A., Farooq, S., and Ahmed, Z. (2020). Understanding the functions of
microfinance ecosystem: A perspective of microfinance providers in
Pakistan. Paradigms, 14(2), 50-64.
5. Armstrong, K., Ahsan, M., and Sundaramurthy, C. (2018). Microfinance ecosystem: How
connectors, interactors, and institutionalizers co-create value. Business Horizons, 61(1),
147-155.
6. Purkayastha, D., Tripathy, T., and Das, B. (2020). Understanding the ecosystem of
microfinance institutions in India. Social Enterprise Journal.
7. CGAP FAQ, http://www.microfinancegateway.org/section/faq
8. Variations in Micro-finance Design : Some Important Variables,” Par Jens REINKE,
ADA. http://www.globenet.org/archives/web/2006/www.globenet.org/horizon-
local/ada/reinke.html
9. CGAP, http://www.cgap.org
10. “Controlling Growth at a Mexican Microfinance Start-Up,” Cases for Management
Education. (4
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pages) http://emdapcasebook.iie.org/pdfs/4.3%20Controlling%20Growth%20MFI%20St
artup-Mexico.pdf
11. “Designing Staff Incentive Schemes,” Martin Holtmann, MicroSave Briefing Note #15.
(2 pages) http://www.microfinancegateway.org/files/3530_03530.pdf
12. Prisma Microfinance, http://www.prismamicrofinance.com
13. “Microloan Sharks,” Jonathan Lewis, Stanford Social Innovation Review, Summer 2008.
(4 pages) http://www.ssireview.org/articles/entry/microloan_sharks
14. “A Letter to Our Peers,” Carlos Danel and Carlos Labarthe, Compartamos Banco
Website, June 2008. (11
pages) http://microfinancegateway.org/content/article/detail/49967
15. “Lenders to the Poor Adopt Guidelines,” Elisabeth Malkin, The New York Times,
September 26, 2008. (2
pages). http://www.nytimes.com/2008/09/26/business/worldbusiness/26micro.html
16. Compartamos Banco, http://compartamos.com, Accion, www.accion.org
17. Adding Value to Microfinance and to Public Health Education—At the Same Time,”
Christopher Dunford, Finance for the Poor. Volume 4, Number 4. December 2003. (4
pages) www.adb.org/documents/periodicals/microfinance/finance_200344.pdf
18. “Micro-insurance: the next revolution?” Jonathan Morduch, What Have We Learned
About Poverty? Oxford University Press, Updated June 1,
2004. www.nyu.edu/projects/morduch/documents/insurance/Micro-
insurance_the_Next_Revolution.pdf
19. Freedom From Hunger, http://freedomfromhunger.org LeapFrog
Investments, http://www.leapfroginvest.com/
20. “Evidence of Microfinance’s Contribution to Achieving the Millennium Development
Goals,” Christopher Dunford, Global Microcredit Summit, November 12-15, 2006. (16
pages) www.microcreditsummit.org/papers/Workshops/17_Dunford.pdf
21. “Beyond Good Intentions: Measuring the Social Performance of Microfinance
Institutions,” Hashemi, S., Foose, L. and Badawi, S., CGAP, May 2007. (12
pages) http://microfinancegateway.org/content/article/detail/42300
22. The Mix Market, www.themixmarket.org,
BlueOrchard http://www.blueorchard.org/jahia/Jahia/
23. “Kiva Case Study,” Joel Ramirez and Sarah Anderson, UC Berkeley, December 2007.
(10 pages) link will be updated
24. “Microlending for Microbankers,” Jilian Mincer, The Wall Street Journal, March 20,
2008 (2
pages). http://online.wsj.com/article/SB120597508026550479.html?mod=googlenews_w
sj
25. “Extra Helping,” Rob Walker, The New York Times, January 27, 2008. (2
pages) http://www.nytimes.com/2008/01/27/magazine/27wwln-consumed-t.html
26. Kiva, www.kiva.org Microplace, www.microplace.com
Additional Resources
1. “Kiva Chronicles,” Matt Flannery, Social Edge. http://www.socialedge.org/blogs/kiva-

chronicles
2. “Uganda: A little goes a long way,” Frontline/World, October
2006. http://www.pbs.org/frontlineworld/stories/uganda601/video_index.html
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3. “Changing the World, One Loan at a Time,” Jenn Brown, The Today Show, August 21,
2007. http://www.msnbc.msn.com/id/20534002/
4. “Measuring the Impact of Microfinance,” Nathanael Goldberg, Grameen Foundation
USA Publication Series, December 2005. (52
pages) www.grameenfoundation.org/pubdownload/dcl/index.php?GFUSA-
MicrofinanceImpactWhitepaper.pdf
5. “Good Practice for Funders of Microfinance,” CGAP, October 2006. (42
pages) http://www.cgap.org/docs/donorguidelines.pdf
6. CGAP Social Performance Resource
Center, http://www.microfinancegateway.com/resource_centers/socialperformance
7.
8. Article: “Reimagining Microfinance,” Alex Counts, Stanford Social Innovation Review,
Summer 2008.
9.
10. “Who’s Making Money from Microcredit,” NOW: Enterprising Ideas PBS, September
2007. http://www.pbs.org/now/enterprisingideas/Compartamos.html
11. “CGAP Reflections on the Compartamos Initial Public Offering,” CGAP, June 2007. (15
pages) http://www.microfinancegateway.org/content/article/detail/41181
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Course Title: Islamic Microfinance

Convergence of Islamic banking and microfinance is the emerging filed for academia. This
amalgamation has an immense potential to practice Islamic principle of “caring for the poor”
within the landscape of microfinance which aims to provide financial access to the poor. The
phenomenal growth of Islamic finance has led the basis for a merger of Islamic banking
principles with microfinance to serve the poor in true spirit. This course aims to introduce the
historical background of Islamic finance followed by Shari'ah compliance principles. It includes
basic discussion on Islamic microfinance, its working and the products offered under Islamic
microfinance. It further elaborated the mechanism of developing various microfinance products
and the model of financing used in Islamic microfinance. It also explains the concept of
“Takaful” in Islamic microfinance and accentuates its importance in mitigating the risks involved
in the microfinance operations.

This course requires basic knowledge of Islamic finance and microfinance to understand the
application of Shari'ah principles in microfinance.

The learning objectives of this course are:
1. To provide historical background of Islamic finance, its principles and various
products
2. To equip students with detailed knowledge of emergence of Islamic microfinance
and the development of various microfinance products based on Shari'ah
principles
3. To elaborate the models and practices used in Islamic microfinance as an
emerging filed
4. To enhance the knowledge of students on risk mitigation microfinance with the
use of Islamic principles
After completing this course, students will be able to:
1. Comprehend the basic principles of Islamic finance and the amalgamation of these
principles in microfinance
2. Describe and explain Shari'ah compliant financing models applicable in
microfinance
3. Demonstrate specific skills required for the development of products for Islamic
microfinance
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4. Recognize the significance of Shari'ah principles in the risk management of
microfinance clients
5. Practice the features of Islamic microfinance in the market place

Unit I:
1.1 A Glance on Islamic Finance
1.1.1 Riba and Prohibition of Riba
1.1.2 Economic Rationale for Prohibition of Riba
1.1.3 Difference between Islamic Finance and Conventional Finance Mechanism
1.1.4 Development of Islamic Finance in Pakistan
Unit II:
2.1 Shari'ah Foundation and Applications of Islamic Microfinance
2.1.1 Conceptual Framework of Islamic microfinance ·
2.1.2 Islamic Microfinance – Characteristics
2.1.3 Sustainability, outreach and Problems pertaining to microfinance system
Unit III:
3.1 Microfinance and its Product Mechanism
3.1.1 Islamic Micro Finance as effective tool of poverty alleviation
3.1.2 Islamic Micro Financial Products Mechanisms and Compatibility with Conventional
Microfinance Products
3.1.3 Trade Based Modes of Islamic Microfinance (Murabaha, Salam, Istisna etc.)
3.1.4 Mechanism of Trade Based Product (Murabaha, Salam and Istisna)
Unit-IV:
4.1 Islamic Microfinance Products
4.1.1 Partnership based of Islamic Microfinance (Mudarabah and Musharakah)
4.1.2 Rental Based Mechanism/Products of Islamic Microfinance (Ijarah and Diminishing
Musharakah)
4.1.3 Application of Partnership and Rental based modes in Islamic Microfinance
Unit-V:
5.1 Different Models and Deposit Management in Islamic Microfinance
5.1.1 Definitions, Concept and Uses of Waqf, Qarz-e-Hassan
5.1.2 Cooperatives and Zakat in Islamic Microfinance system
5.1.3 Liability (Deposit) Management Techniques for Islamic Microfinance
5.1.4 Product Development for Islamic Microfinance Institutions. ·
5.1.5 Development of Islamic microfinance in Pakistan - A case study Aukhawat
Unit-VI:
6.1 Micro Takaful (Islamic Micro Insurance) and Risk Mitigation
6.1.1 Definition of Micro Takaful
6.1.2 How MicroTakaful products works with Islamic Microfinance
6.1.3 Structure, Operation and Performance of Micro Takaful for Poverty Alleviation.
6.1.4 Opportunities and Challenges of Micro Takaful in Islamic Microfinance ·

1. Lectures
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2. Handouts (hard or soft copies)
4. Presentations
5. Assignments
7.0 Assignments
1. Short tests
2. Quizzes
3. Term Paper
4. Research Papers

9.0 Textbooks
1. Nazim S. A. (2013). Shari’a compliant microfinance. Roultage.
2. Harper, M., and Khan, A. A. (Eds.). (2017). Islamic Microfinance: Shari'ah Compliant
and Sustainable. Rugby, UK: Practical Action Publishing.

10.1 Books
1) Suzuki, Y., and Miah, M. D. (Eds.). (2018). Dilemmas and Challenges in Islamic
Finance: Looking at Equity and Microfinance. Routledge.
2) Obaidullah, M., and Khan, T. (2008). Islamic microfinance development: Challenges and
initiatives. Islamic Research and Training institute Policy Dialogue Paper.
3) Alam N., Gupta L., Shanmugam B. (2017). Prohibition of Riba and Gharar in Islamic
Banking. In Islamic Finance. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-
319-66559-7_3
4) Iqbal, M. (2010). Prohibition of Interest and Economic Rationality. Arab Law Quarterly,
24(3), 293-308. Retrieved May 19, 2021, from http://www.jstor.org/stable/27896097
5) Hassan, M. U. (2005). An Explanation of Rationale behind the Prohibition of Riba in the
Doctrines of three major Religions: with special reference to Islam.
6) Hanif, M. (2014). Differences and similarities in Islamic and conventional
banking. International Journal of Business and Social Sciences, 2(2), 1-25.
7) Zafar, M., Bilal and Sulaiman, A. A. (2020). Islamic banking in Pakistan: Emergence, growth,
and prospects. 10.4018/978-1-7998-1611-9.ch004.
8) Khan, N., and Rehman, Z. (2013). Islamic microfinance: Concept, outreach and conceptual
framework of operations. Al-Barkaat Journal of Finance and Management, 5(1), 18-35.
9) Smolo, E., and Ismail, A. G. (2011). A theory and contractual framework of Islamic micro-
financial institutions’ operations. Journal of Financial Services Marketing, 15(4), 287-295.
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10) Ahmad, M. K. (2014). Islamic Microfinance-A Conceptual Framework. Episteme. An Online
Interdisciplinary, Multidisciplinary and Multi-Cultural Journal, 3(3).
11) Tamanni, L., and Liu, F. H. (2017). What is Islamic microfinance? In Microfinance for
Entrepreneurial Development (pp. 169-195). Palgrave Macmillan, Cham.
12) Hermes, N., and Lensink, R. (2011). Microfinance: its impact, outreach, and
sustainability. World development, 39(6), 875-881.
13) Fersi, M., and Boujelbéne, M. (2016). The determinants of the performance and the
sustainability of conventional and Islamic microfinance institutions. Economics World, 4(5),
197-215.
14) Khaleequzzaman, M. (2007, April). Islamic microfinance: Outreach and sustainability.
In International Conference on Islamic Banking and Finance (pp. 23-25).
15) Begum, H, Ferdous, A. M. A. M., Bhuiyan, F. and Ghani, A. B. A. (2019). Development of
Islamic microfinance: A sustainable poverty reduction approach. Journal of Economic and
Administrative Sciences.
16) Akhter, W., Akhtar, N., and Jaffri, S. K. A. (2009). Islamic micro-finance and poverty
alleviation: A case of Pakistan. Proceeding of the 2nd CBRC, Lahore, 1-8.
17) Kaleem, A., and Ahmed, S. (2010). The Quran and poverty alleviation: A theoretical model
for charity-based Islamic microfinance institutions (MFIs). Nonprofit and Voluntary Sector
Quarterly, 39(3), 409-428.
18) Kazim, S. S., and Haider, S. E. (2012). Islamic microfinance models and their viability in
Pakistan. Micro note. (15).
19) Obaidullah, M. (2008). Introduction to Islamic Microfinance, IBF Net Limited.
20) Saad, N. M. (2012). Microfinance and prospect for Islamic microfinance products: The case of
Amanah Ikhtiar Malaysia. Advances in Asian Social Science, 1(1), 27-33.
21) Model, S. B. (2013). Models of Islamic Microfinance.
http://www.gifr.net/gifr2013/ch_11.PDF
22) Model, S. B. (2013). Models of Islamic Microfinance.
http://www.gifr.net/gifr2013/ch_11.PDF
23) Saad, N. M. (2012). Microfinance and prospect for Islamic microfinance products: The case of
Amanah Ikhtiar Malaysia. Advances in Asian Social Science, 1(1), 27-33.
24) Saad, N. M., and Razak, D. A. (2013). Towards an application of musharakah mutanaqisah
principle in Islamic microfinance. International Journal of Business and Society, 14(2).
25) Tamanni, L., and Liu, F. H. (2017). What is Islamic microfinance? In Microfinance for
Entrepreneurial Development (pp. 169-195). Palgrave Macmillan, Cham.
26) Mansori, S., Chin, S. K., and Safari, M. (2015). A shariah perspective review on Islamic
microfinance. Asian Social Science, 11(9), 273-280.
27) Nazim, S. A. (2013). Shari’a compliant microfinance. Roultage
28) Mahmood, H. Z., and Safdar, I. Qarz E Hassan and Social Welfare Nexus: A Case of
Akhuwat Foundation, Pakistan.
29) Beall, J. S. (2016). Akhuwat: Potential for a Sustainable Islamic Interest Free Microfinance
Model.
30) Ali, K. M. (2014). Integrating Zakah, Awqaf and Islamic microfinance for poverty alleviation:
three models of Islamic micro finance. IRTI Working Paper Series for Islamic Research and
Training Institute.
31) Bidabad, B., and Allahyarifard, M. (2019). Assets and liabilities management in Islamic
banking. International Journal of Islamic Banking and Finance Research, 3(2), 32-43.
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32) Hassan, S, Rahman, R.A., Abu-Bakar, N., and Mohd, R., and Muhammad, A.D. (2013).
Designing Islamic microfinance products for Islamic banks in Malaysia. Middle East Journal
of Scientific Research, 17, 359-366. 10.5829/idosi.mejsr.2013.17.03.12160.
33) Khadija Ali (2013). Islamic microfinance in Pakistan: The experience so far. CGAP
https://www.cgap.org/blog/islamic-microfinance-pakistan-experience-so-far
34) IFSB (2015). Issues in regulation and supervision of microtakāful (islamic microinsurance).
file:///C:/Users/student.HCCPU/Downloads/The%20IFSB-
IAIS%20Joint%20Paper%20on%20Issues%20in%20Regulation%20and%20Supervision%20
of%20Microtakand%23257%3Bful%20(Islamic%20Microinsurance)_En.pdf
35) Ahmed, M. H. (2016). Micro takaful insurance as a tool to guaranteeing financing and
protecting micro enterprises. Journal of Business and Financial Affairs, 5(04), 1-11.
36) Haneef, M. A., Pramanik, A. H., Mohammed, M. O., Amin, M. F. B., and Muhammad, A. D.
(2015). Integration of waqf-Islamic microfinance model for poverty reduction. International
Journal of Islamic and Middle Eastern Finance and Management.
37) Sukmana, Raditya and Hidayat, Sutan. (2014). Challenges and opportunities in developing
Microtakaful in Muslim majority country: A Case Study of Indonesia

1. Engku Ali. E. R. A. E. (2010). Riba and its prohibition in islam,
https://www.maybank2u.com.my/iwov-resources/islamic-
my/document/my/en/islamic/scoe/knowledge-centre/research-paper/riba-and-its-
prohibition.pdf
2. Muhammad, A. (2013). Development and growth of Islamic banking in Pakistan.
African Journal of Business Management. 7. 3144-3151. 10.5897/AJBM11.1748.
3. Alkhan, A. M., and Hassan, M. K. (2021). Does Islamic microfinance serve maqāsid
al-shari'a? Borsa Istanbul Review, 21(1), 57-68.
4. Aman, N., and Ullah, K. (2016). Challenges faced by the Islamic microfinance
institutions in Pakistan. Asian Journal of Islamic Finance, 1(1), 1-13.
5. Erlbeck, A., Altuntas, M., and Berry-Stölzle, T. R. (2011). Microtakaful: Field study
evidence and conceptual issues. Department of Risk Management and Insurance,
University of Cologne.
6. Nasir, A., Farooq, U., and Khan, A. (2021). Conceptual and influential structure of
Takaful literature: a bibliometric review. International Journal of Islamic and Middle
Eastern Finance and Management.
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Course Title: Banking and Microfinance

Microfinance has emerged as a new filed of finance and gradually proved itself as an essential
element of financial system. The role of microfinance for financial access of unbaked population
is becoming critical as the population at bottom of pyramid is increasing. Considering this
critical role, traditional banks are using windows for microfinance whereas MFIs are also
collaborating with banks to better serve the poor. This course is specially designed to highlight
how banking and microfinance are interrelated. This course will elaborate the interaction
between MFIs and banks by focusing on their competition, and collaborations with the help of
case studies. It will further through light on growth of MFIs, their strategies and products by
exemplifying the cases from Asian countries. It also includes key topics of funding and investing
in microfinance by focusing on governance, risk management and technological issues.

Students should have understanding of commercial banking, its products and operations and a
basic knowledge of microfinance.

1. To understand the interaction between commercial banking and microfinance
institutions
2. To recognize how MFIs are competing with banks to establish themselves as a
part of financial system
3. To analyze the expansion strategies of MFIs by comparing the practices of Asian
countries
4. To develop an understanding about funding and investing mechanism of MFIs

1. Describe and compare traditional banking with MFIs
2. Comprehend the collaborations and competition between MFIs and traditional
banking
3. Analyze the expansion strategies of MFIs, their products and the pattern of
growth among MFIs of different countries of Asia
4. Explain the role of governance, risk management practices and technology in
managing funding and investment mechanism for microfinance
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Part I:
1.1 Banking and microfinance: institutions, interrelationships and competition
1.1.1 Access to financial services
1.1.2 Relationships between banks and MFIs
1.1.3 Competition
1.1.4 Cooperation and linkages
1.1.5 Competition between MFIs
1.1.6 Correlation between traditional financial sector development and the microfinance sector
from a macro point of view
1.1.7 Latin American country cases on financial sector development, the role of microfinance
institutions and the effects of increasing competition
Part II:
2.1 Microfinance expansion strategies and access to financial services
2.1.1 Location and access to financial services
2.1.2 Expansion strategies of MFIs and their logics
2.1.3 Cases: Pakistan, India, and Bangladesh
Part III
3.1 MFIs and MIFs
3.1.1 Introduction: MFI vs MIF
3.1.2 Fund Development (Case Study)
3.1.2.1 Market positioning: demand versus offer
3.1.2.2 Fund raising
3.1.2.3 Fund structure
3.1.2.4 Governance
3.1.2.5 Investment Policy
3.1.2.6 Risk Management
3.1.2.7 Servicing (payment collection, custodian
3.1.2.8 Financial modeling
3.1.2.9 Technical Assistance
3.1.3 Investment criteria
3.1.3.1 Country risk
3.1.3.2 Regulatory context, institutional development and microfinance market
3.1.3.3 Ownership, governance and human resources
3.1.3.4 Products and services
3.1.3.5 Operations and internal control
3.1.3.6 Social and Environmental Risk
3.1.3.7 MIS
3.1.3.8 Loan portfolio development and quality
3.1.3.9 Financial performance
3.1.3.10 Asset and liabilities management (ALM)
3.1.3.11 Liquidity, solvency, currency risk
3.1.3.12 Business Plan and Development Prospects

1. Lectures
2. Handouts (hard or soft copies)
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4. Presentations
5. Assignments
7.0 Assignments
1. Short tests
2. Quizzes
3. Term Paper
4. Research Papers
9.0 Textbooks
1. Kenneth Kaoma Mwenda (2002). Banking and Micro-finance Regulation and
Supervision
10.1 Books
3 Buyske, G. (2007). Banking on Small Business: Microfinance in Contemporary Russia
1. Burney, F. (2007). Introduction to Microfinance in Pakistan and Banking Procedure
2. Atapattu, D. (2015). Microfinance: For Bankers, Lecturers, Students, Investors and
Professionals of Microfinance
3. Ahlin, C., Lin, J. and M. Miao, 2011, Where does Microfinance Flourish?
Microfinance Institution Performance in Macroeconomic Context, Journal of
Development Economics, vol. 95, no. 2, pp. 105-120
4. Assefa, E., Hermes, N. and A. Meesters, 2012, Competition and Microfinance,
Available at SSRN: http://ssrn.com/abstract=2029568
5. Claessens, S., 2009, Competition in the Financial Sector: Overview of Competition
Policies, IMF Working Paper, 09/45, The International Monetary Fund, Washington
D.C.
6. Cull R, Demirgüç-Kunt, A. and Morduch, J., 2009, Microfinance Meets the Market,
Policy Research Paper, no. 4630, the World Bank.
7. Demirguc-Kunt, A., Beck, T. and Honohan, P., 2008, Finance for All? Policies and
Pitfalls in Expanding Access. World Bank Policy Research Report, World Bank,
Washington DC.
8. Vanroose, A. and DÉspallier, B., 2012, Do Microfinance Institutions Accomplish
their Mission? Evidence from the Relationship Between Traditional Financial Sector
Development and MFIs´ Performance and Outreach, Applied Economics, Vol 45, no.
15, pp. 1965-1982.
9. Bebbington, A., 2004, ‘NGOs and Uneven Development: Geographies of
Development Intervention’, Progress in Human Geography, 28 (6), pp. 725 – 745.
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10. Fouillet, C., 2009, ‘La Construction Spatiale de la Microfinance en Inde’, Doctoral
Thesis, Université Libre de Bruxelles, Brussels.
11. Fruttero, A. and V. Gauri, 2005, ‘The Strategic Choices of NGOs: Location Decisions
in Rural Bangladesh’, The Journal Of Development Studies, 41(5), pp. 759-787.
12. Vanroose, A., 2010, Which Local Factors Drive the Regional Expansion of
Microfinance Institutions? Evidence from Peru? Unpublished Working Paper (will be
distributed).
13. Robert Peck Christen, Mark Flaming, (2009), “Due Diligence Guidelines for the
Review of Microcredit Loan Portfolios”, CGAP
(http://www.cgap.org/sites/default/files/CGAP-Technical-Guide-Due-
DiligenceGuidelines-for-the-Review-of-Microcredit-Loan-Portfolios-Dec-2009.pdf)
14. Sarah Forster and Estelle Lahaye, with Heather Clark, Antonique Koning, and Kate
McKee, (2010), “Implementing the Client Protection Principles: A Technical Guide
for Investors”, 2nd Edition, CGAP
(http://smartcampaign.org/storage/documents/110125_SC_Tool_CGAP_Investo
r_CPP_Guide.pdf)
15. “Calculating Transparent Pricing Tool” – v2.2, www.mftransparency.org
16. Mftransparency, (2013), “MicroFinance Transparency in a Snapshot”,
(http://www.mftransparency.org/wp-content/uploads/2013/08/MFT-ORG-104- EN-
MFTransparency-in-a-Snapshot-2013-08.pdf)
17. Dieckmann, R. (2007), “Microfinance: An emerging investment opportunity”,
Deutsche Bank Research, Frankfurt.
1. Andriasik, S. (2019). Microfinance partnership among MFIs, banks, guarantee funds and
national states (No. 673596a2-243f-4aba-9ca2-d48251871947).
2. Mutua, I. M. (2006). The linkages between Micro Finance Institutions (MFIs) and
commercial banks in Kenya (Doctoral dissertation, University of Nairobi).
3. Delfiner, M., and Peron, S. (2007). Commercial banks and microfinance
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Course Title: Regulations and Supervision of MF
Regulation and supervision are essential for the efficient working of an industry. Similar to other
sectors, microfinance industry also requires a regulatory environment to meet its goals. This
course outlines the regulations and supervisory control of microfinance. It elaborates the need of
regulations for microfinance institutions, main types of prudential and non-prudential regulations
and their underlying principles. This course also highlights the different regulatory structure for
varying MFIs and the role of supervisory control for the operations of MFIs. It further explains
key regulatory approaches and regulatory issues faced by MFIs. This course will also provide a
practice insight into regulatory issues with a focus on contextual case studies.

Student should have basic understanding of regulatory framework for financial institutions,
microfinance and types of microfinance institutions.

1. To describe the significance of regulatory and supervisory controls for microfinance
2. To understand key regulations (prudential and non-prudential) for MFIs
3. To develop an understanding of how regulations vary for different types of
microfinance institutions
4. To analyze the main approaches used to develop regulations for MFIs
5. To get familiar with issue in regulations for MFIs

1. Comprehend the significance of regulations and supervisory control for

microfinance
2. Differentiate the regulations for different types of MFIs
3. Apply regulatory approach for the formulation of regulatory framework for MFIs
4. Analyze various issues MFIs may face in implementing the regulations

1.1 Introduction
1.1.1 Why are regulation and supervision of microfinance institutions necessary?
1.1.2 Timing the implementation of a new regulatory framework
2.1 Rationale and objectives of regulation and supervision
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10.1.1 Information and incentive problems on financial markets
10.1.2 Positive regulation theory
10.1.3 Specific regulatory needs of MFIs
10.1.4 Different institutional types in microfinance
10.1.5 Risk profile of MFIs
3.1 Prudential and non-prudential regulation
3.1.1 Prudential regulation
3.1.1.1 Capital adequacy
3.1.1.2 Relaxation of unsecured lending limits and loan loss provisions
3.1.1.3 Loan documentation
3.1.2 Non-prudential regulation
3.1.2.1 Permission to lend
3.1.2.2 Consumer protection
4.1 . Principles and Instruments for Regulating and Supervising MFIs
4.1.1 Principles of regulation
4.1.2 Regulatory instruments
4.1.3 Supervisory methods
4.1.4 Idealized regulatory and supervisory approaches
4.1.4.1 Regulation by banking law
4.1.4.2 Regulation by a special MFI law
4.1.4.3 Self-regulation
5.1 Experience to Date with Regulating and Supervising MFIs
5.1.1 General principles for regulating MFIs
5.1.1.1 Regulatory needs of the different institutional types
5.1.1.2 Recommendations for protective measures
5.1.1.3 Recommendations for preventive measures
5.1.1.4 Accountancy rules and reporting/disclosure requirements
5.1.1.5 Supervisory methods
6.1 Specific experience with different regulatory approaches
6.1.1 Regulation by banking law
6.1.1.1 BancoSol, Bolivia
6.1.1.2 Finansol, Colombia
6.1.1.3 K-Rep Bank, Ltd., Kenya
6.1.2 Regulation by a special MFI law
6.1.2.1 Fondos Financieros Privados, Bolivia
6.1.2.2 CMAC and EDPYME, Peru
6.1.2.3 West Africa
6.1.3 Self-regulation
6.1.3.1 Philippine Coalition for Microfinance Standards, Philippines
6.1.3.2 AMEDP and MLA, South Africa
7.3 . Regulating and supervising microfinance: Main issues at stake
7.3.1 Who should be regulated
7.3.2 Amending existing regulations or creating a new regulatory framework for microfinance
7.3.3 Adjusting prudential and non-prudential regulations to the specific risks of microfinance
7.3.4
7.3.5 Prudential regulations of microfinance
7.3.6 Consumer protection
7.3.7 Facing the challenge of supervision
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8.1 Microfinance regulation in Practice: Lesson from Pakistan
8.1.1 Risk management
8.1.2 Corporate Governance
8.1.3 Money laundering terrorist financing and other unlawful activities
8.1.4 Operations
 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
SBP (2014). Prudential regulations for microfinance banks.

https://www.sbp.org.pk/acd/2014/c3-annex.pdf

10.1 Books
1. McNew, B. S. (2009). Regulation and supervision of microfinance institutions: A proposal
for a balanced approach. Law and Bus. Rev. Am., 15, 287.
2. Staschen, S. (1999). Regulation and supervision of microfinance institutions: State of
knowledge. GTZ, Eschborn.
3. CGAP (2013). Regulation and supervision of microfinance: Helping to Improve Donor
Effectiveness in Microfinance. Donors Brief , 3
https://www.cgap.org/sites/default/files/CGAP-Donor-Brief-Regulation-and-Supervision-of-
Microfinance-May-2003.pdf
4. Pouchous, A. (2012). The Regulation and Supervision of Microfinance: Main issues and
progress. The International Institute for Sustainable Development, www. iisd. org/tkn
5. Zulfiqar, G. (2014). Microfinance: To what end? Findings from Pakistan. Economic and
Political Weekly, 63-67.
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Course Title: Microfinance and Poverty alleviation
Microfinance was started with an objective to alleviate poverty by providing financial access to
the poor. From its beginning, microfinance has faced much criticism in terms of meeting the
objectives and a debate is still open for academicians and researchers for various interventions in
microfinance. This course highlights the current debate on microfinance on finding market base
solutions for poor, and its role in alleviating poverty. It also elaborates the ways that can be used
to bring informal microfinance to a formalized circle. This course is also helpful for students to
understand various saving and lending plans for the clients of microfinance. It further focuses on
financial performance and sustainability issues of microfinance and provides a practical insight
into impact of microfinance through case studies.

Students should have an understanding of microfinance.
1. To know about the current debate on microfinance

2. To understand market based solutions for the clients of microfinance
3. To analyze formal and informal financial services, their features and ways to bring
informal services into formal sphere
4. To describe various saving and lending plans for poor
5. To have a practical knowledge of microfinance impact by analyzing different case
studies

After completing this course student will be able to:
1.Develop an understanding about interventions in microfinance that can bring

solutions for poverty reduction
2. Comprehend and differentiate formal and informal financial services
3. Analyze and compare various saving and lending plans for microfinance clients
4. Apply different measures of financial performance and sustainability of MFIs to
access the impact of microfinance
Unit 1:
1.1 Current Debates in Microfinance
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1.1.1 Subsidized credit provision
1.1.2 The move to market based solutions
1.1.3 Making use of social collateral
1.1.4 Savings
1.1.5 Can microfinance interventions reduce poverty
1.1.5.1 Poverty as powerless
1.1.5.2 Credit for micro-enterprises
1.1.5.3 Reaching the poorest
1.1.6 Financial intervention and social change
1.1.7 Treading carefully in microfinance interventions
Unit 2:
2.2 Informal Financial Services

2.2.1 Introduction
2.2.2 User-owned informal financial services
2.2.2.1 Some examples of user-owned financial services
2.2.3 Informal financial services for profit
2.2.3.1 Some examples of financial service provided for profit
2.2.4 Tuning the informal into formal
2.2.5 What can be learned from informal finance
2.2.6 Deciding when and how to intervene
2.2.7 Research questions on existing informal financial services
2.2.8 Filling the gaps
2.2.9 Some examples of innovative services
2.2.10 Promotion: An alternative strategy for NGOs:
2.2.11 Formation of saving groups and development of internal credit facilities
2.2.12 Promotion of small-scale formalized approaches
2.2.13 Linking groups to the formal system
2.2.14 Linking with specialized financial services NGOs
2.2.15 Summary and conclusions
Unit 3:
3.1 The Design of Savings and Credit Schemes for the Poor People
3.1.1 Introduction
3.1.2 Targeting savings and credit to the poor people
3.1.3 Women as user of financial services
3.1.4 Lending through groups
3.1.4.1 Functioning of the groups in microfinance schemes
3.1.4.2 Including the poorest
3.1.4.3 Other examples of group based schemes
3.1.5 Savings
3.1.5.1 The value of a savings facility
3.1.5.2 Compulsory or voluntary savings
3.1.5.3 Linking savings to credit
3.1.6 Forms of loans
3.1.6.1 Credit in cash or kind
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3.1.6.2 Directed or undirected credit
3.1.6.3 Loan disbursement and repayment schedule
3.1.6.4 Interest rates
3.1.6.5 Integrating financial services with other activities
3.1.7 Savings and credit groups formation and institution-building
3.1.8 Soc\ial development programs
3.1.9 Economic development activities
Unit 4:
4.1 Financial Performance and Sustainability

4.1.1 Introduction
4.1.2 Managing and assessing financial performance
4.1.2.1 The repayment rate
4.1.2.2 Arrears and defaults
4.1.3 Financial sustainability
4.1.3.1 The pros and cons of scaling up
4.1.3.2 Issues in sustainability: The experience of village banking
4.1.3.3 Sustainability through extending coverage
4.1.3.4 Measuring financial sustainability
4.1.4 Managerial and organizational sustainability
4.1.4.1 The role of staff in microfinance interventions
4.1.4.1.1 Organizational sustainability and change
Unit 5:
5.1 Assessing Impact

5.1.1 Introduction
5.1.2 The difficulties of assessing impact
5.1.2.1 Establishing the loan use
5.1.2.2 Measuring change: controls and baselines
5.1.2.3 Providing causality
5.1.3 Innovations in impact assessment
5.1.3.1 Researching usefulness: a case study
5.1.3.2 Assessing impact on social relationships
5.1.3.3 Impact assessment as a dynamic process
5.1.3.4 Validating qualitative data
5.1.3.5 Using quantitative data in impact assessment
5.1.4 Learning and adaptability
Unit 6:
6.1 Case Studies

6.1.1 Introducing the case studies
6.1.2 Union Regional de Apoyo Campesino (URAC), Mexico
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6.1.3 SUNGI Development Foundation, Pakistan
6.1.4 Ladywood Credit Union, UK
6.1.5 ACTIONAID in the Gambia
6.1.6 Casa Campesina Cayambe, Ecuador
 Lectures
 Presentations
 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers
 Mid-Term Written Paper 35 %

 Final Examination Written Paper 40 %
 Sessional Quizzes and Tests, Assignment and Presentations, Attendance, Class
9.0 Textbooks
Johnson, S. and Rogaly, B. (1997). Microfinance and poverty reduction. London,

England: Oxfam.

10.1 Books
1. Shahidur Autor Khandker, Shahidur R. Khandker. (1998). Fighting Poverty with

Microcredit: Experience in Bangladesh. Oxford University Press.
2. Islam, T. Microfinance and poverty alleviation. Roultedge.
3. Smith P., Thurman E. (2007). A Billion Bootstraps_ Microcredit, Barefoot Banking, and the
Business Solution for Ending Poverty. McGraw-Hill.
4. Farag, N. (2012). Microfinance and Poverty Alleviation. Lap Lambert Academic Publishing.
5. Quinones, B., and Remenyi, J. (Eds.). (2014). Microfinance and poverty alleviation: Case
studies from Asia and the Pacific. Routledge.
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1. Bashir, Muhammad Khalid and Amin, Akhtar and Naeem, Muhammad. (2010). Micro-
Credit and Poverty Alleviation in Pakistan. World Applied Sciences Journal. 8. 1381-
1386.
2. Mamun, Chowdhury and Hasan, Md and Rana, Arif. (2013). Micro-credit and poverty
alleviation: The Case of Bangladesh. World Journal of Social Sciences. 3. 102-108.
3. Vatta, K. (2003). Microfinance and poverty alleviation. Economic and Political
Weekly, 38, 432-433.
4. Swope, T. (2010). Microfinance and poverty alleviation. Rollins Undergraduate
Research Journal, 2(1), 9.
5. Subramaniam, Y., Masron, T. A., Wahab, M. A., and Mia, M. A. (2021). The impact of
microfinance on poverty and income inequality in developing countries. Asian‐Pacific
Economic Literature.
6. Mastoi, N., Talpur, A. B., and Mastoi, R. B. (2021). The Role of Microfinance in The
Empowering Women Across Poverty Alleviation: An Assessment of Socio-Economic
Conditions in Shaheed Benazirabad, Sindh, Pakistan. International Journal of
Management (IJM), 12(2), 676-683.
349 of 400

Course Title: Commercialization of Microfinance

Microfinance world has changes from a highly poverty reduction focused towards a sustainable
microfinance. During this journey of change microfinance has faced a criticism on becoming
more commercial compared to traditional microfinance approach. This course is designed to
outline the background of commercialization in microfinance by elaborating its origin and
various approaches of commercialization for MFIs. This course also describes the regulatory and
other challenges faced by MFIs in the process of commercialization. It further enlightens the
commercialization of MFIs by describing the contextual examples from Asian countries. This
course will enable students to deeply understand the commercialization mechanism in
microfinance industry.

Student should have an understanding of microfinance, types of microfinance intuitions, and
their regulatory structure.
Main objectives of this course are:
1. To develop an understanding of what does commercialization mean for microfinance
2. To know how microfinance shifted from traditional approach towards commercialization
approaches
3. To analyze different approaches MFIs used for commercialization
4. To explain commercialization of MFIs in Asian countries
At the end of the course, students will be able to:
1. Comprehend the process of commercialization for microfinance industry
2. To describe and compare various approaches of commercialization for MFIs
3. To highlight key issues for MFIs in the process of commercialization
4. To differentiate commercialization approaches used in different countries of Asia

1.1 A Framework for Understanding the Commercialization of Microfinance.
1.1.1 Commercialization: The New Reality of Microfinance.
2.1 Approaches to a Commercialized Microfinance Industry.
2.1.1 Transformation: Journey from NGO to Regulated MFI
2.1.2 Getting the Recipe Right: The Experience and Challenges of Commercial Bank
Downscalers
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2.1.3 The Role of Specialized Investors in Commercialization.
2.1.4 Teaching Old Dogs New Tricks: The Commercialization of Credit Unions.
3.1 Commercial Entrants into Microfinance.
3.1.1 Commercialization and Crisis in Bolivian Microfinance.
3.1.2 The FFP Experience: FASSIL Case Study.
3.1.3 Corposol and Finansol: Institutional Crisis and Survival
3.1.4 Creating an institution to regulate and monitor Microfinance Banks (MFBs): Pakistan
Microfinance Network
4.1 Challenges to Commercial Microfinance.
4.1.1 Microfinance Institutions in Competitive Conditions
4.1.2 Governance and Ownership of Microfinance Institutions
4.1.3 The Experience of Microfinance Institutions with Regulations and Supervision:
Perspectives from Practitioners and a Supervisor
4.1.4 Credit Bureaus: A Necessity for Microfinance?
5.1 Commercialization of Microfinance in Asian countries
5.1.1 Commercialization of Microfinance – Indonesia
5.1.2 Commercialization of Microfinance: Philippines
5.1.3 Commercialization of Microfinance: Sri Lanka (Commercialization of Microfinance
series)
5.1.4 Commercialization of Microfinance: Bangladesh Country Study
5.1.5 Commercialization of Microfinance in Pakistan
5.1.6 Commercialization of Microfinance in India
 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

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9.0 Textbooks
Drake, D; Rhyne, E. (eds). (2002). The Commercialization of Microfinance:
Balancing Business and Development. Oxford, United Kingdom: Kumarian Press.
a. Suggested Readings
10.1 Books
1. Asian Development Bank (2016). Commercialization of Microfinance – Indonesia.
Asian Development Bank.
2. Asian Development Bank (2004). Commercialization of Microfinance – Philippines.
Asian Development Bank.
3. Nimal A. Fernando (2003). Commercialization of Microfinance: Sri Lanka
(Commercialization of Microfinance series). Asian Development Bank.
4. Asian Development Bank (2004). Commercialization of Microfinance – Bangladesh
Country Study (Commercialization of Microfinance series). Asian Development
Bank
1. Hina, H. (2014): Commercialisation of microfinance in Pakistan. University of Leicester.
Thesis. https://hdl.handle.net/2381/28567
2. Dorp, M. V. Universitet. U., and Handelshögskolan, (2010). The commercialization
debate: A contextual study of microfinance in India. Umeå University. Umeå School of
Business.
3. Atiase, V. (2008). Commercialization of Microfinance; Promising or perilous to the
poor? A case study of Ghanaian Microfinance Institution. 10.13140/RG.2.2.15858.25282.
4. Beisland, L. A., D’Espallier, B., and Mersland, R. (2019). The commercialization of the
microfinance industry: Is there a ‘personal mission drift’ among credit officers?. Journal
of Business Ethics, 158(1), 119-134.
5. Getu, M. (2007). Does commercialization of microfinance programs lead to mission
drift? Transformation, 169-179.
6. Hossain, S. (2013). Is commercialization of microfinance responsible for over-
indebtedness? The case of Andhra Pradesh crisis. Journal of Economics and Sustainable
Development, 4(17), 142-153.
7. Khan, A. A. (2008). Commercialization of microfinance–Is the sector losing its identity
by evading its original ‘social service’responsibility. Social and Environmental
Accountability Journal, 28(2), 78-90.
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Course Title: MIS for Microfinance

Recent innovations in information and communication technology (ICT) have transformed the
tradition al microfinance operations. For microfinance, ICT can be a strategic need to scale up
performance, outreach and sustainability. Microfinance institutions can achieve efficiency in
their operations with a strong back office management information system (MIS). This course is
designed to develop an understanding about the significance of MIS for financial services and
especially for microfinance. This course focuses on the role of MIS in achieving triple bottom
line of microfinance. It also explains the challenges of microfinance institutions for using MIS in
their operations, the emerging trend in MIS for microfinance industry. It further elaborates the
critical success factors of implementing MIS in microfinance institutions. This course also sheds
light on the role of MIS in making the risk mitigations techniques more useful for microfinance.
. This course requires an understanding of management information system, information and
communication technology and microfinance to better grasp the knowledge of MIS in
microfinance.

Main objectives of this course are:
1 To become familiar with the role and significance of management information
system for microfinance institutions
2 To enable the students to develop an understanding about the prerequisites of
using MIS in microfinance operations
3 To elaborate innovations and emerging models in microfinance with a use of MIS
4 To understand the challenges and difficulties in selection and management of a
suitable MIS for microfinance institutions
1. Understand preliminary background of MIS for microfinance
2. Comprehend the need to use information technology to enhance the performance
of microfinance institutions
3. Access how MIS can act as a catalyst for triple bottom line of microfinance
institutions
4. Realize the key challenges and opportunities for the implementation of MIS in
microfinance industry
5. Practice the innovative risk mitigation techniques for microfinance clients
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Unit-I preliminary background

1.1.1 Introduction
1.1.2 The evolution of microfinance
1.1.3 Introduction of MIS for financial services
Unit-II Information Requirements for Microfinance
2.1 Introduction
2.1.1 MIS as a Potential Catalyst for Social Performance Management Frances Sinha, Rupal
Patel and Nitin Madan
2.1.2 MIS and Reporting in Microfinance in the Framework of the Triple Bottom Line
2.1.3 An Exploratory Assessment of Customer Intelligence Information Systems in
Microfinance Transactions: Evidence from India
Unit-III: Software for Microfinance
3.1.1 Introduction
3.1.2 Drivers to Action: Organizational Buyer Behavior in the Microfinance Management
Information System Market
3.1.3 The Challenges of Being an MIS Service Provider in Microfinance: Cases from Pakistan
3.1.4 The Evolving Industry for Microfinance Software: Evaluation and Guide for MFIs and
MIS Vendors
3.1.5 The Open Source Attitude in Microfinance: the Case of Airdie Vitalie Bumacov, Frederic
Lanet and Arvind Ashta
3.1.6 SaaS: Strategic Innovation in MIS for Microfinance Markets
3.1.7 Risks and Mitigation in Cloud Computing for Microfinance
Unit-IV MIS Implementation in MFIs

4.1.1 Introduction
4.1.2 Peculiarities of the Microfinance Sector: Success Factors for MIS
4.1.3 MFI Growth Phase: Difficulties in the Management Information System
4.1.4 Status of Information Systems in Microfinance Institutions and Over indebtedness of
Clients in Pakistan
Unit-V
5.1.1 Information Systems Catering to the Microfinance Industry
5.1.2 Introduction
5.1.3 Designing a Distributed Microfinance Credit Bureau System
5.1.4 Institutional Work in Building a Credit Bureau for Microfinance: The MFIN Case Study
 Lectures
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 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
1. Ashta, B. B. A. (2015). Management information systems for microfinance:
Catalyzing social innovation for competitive advantage. Cambridge Scholars
Publishing.
2. Ashta, A. (Ed.). (2010). Advanced technologies for microfinance: Solutions and
challenges: solutions and challenges. IGI Global.

10.3 Books
1. Waterfield, C., and Ramsing, N. (1998). Management information systems for microfinance
institutions-a handbook (No. 34251, pp. 1-222). The World Bank.
2. Quadri, S. M. N., Singh, V. K., and Iyengar, K. P. (2011). IT and MIS in microfinance
institution effectiveness and sustainability issues. In Advanced technologies for microfinance:
Solutions and challenges (pp. 33-53). IGI Global.

1. Ashta, A. (2010). MIS software for the Microfinance Market: An analysis. Available at
SSRN 1583131.
2. Rozzani, N., Rahman, R. A., Mohamed, S. I., and Yusuf, S. N. S. (2013). Applying
technology: Issues in microfinance operations. Middle-East Journal of Scientific
Research, 17(3), 374-381.
3. Ashta, A. (2010). MIS software for the Microfinance Market: An analysis. Available at
SSRN 1583131
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4. HAILEY COLLEGE OF COMMERCE
Course Title: Contemporary issues in Microfinance

Microfinance has gained popularity as a tool to reduce poverty and showed a significant growth
to provide financial access for the unbanked population. The growth of MFIs and merger of
technology with microfinance lead towards new financing models and opened arenas for
researchers and academicians. The increasing role of technology has led the basis for innovative
financing models; therefore, the understanding of these trends is critical for the success of
microfinance. This course is designed to offers insight into contemporary issues of microfinance
with a special focus on green microfinance, microfinance plus, fintec and microfinance,
investment vehicles used in microfinance, and linking sustainable development goals with
microfinance. This course will enable students to analyze prevailing trends and technological
innovation in the field of microfinance.
Students should have basic knowledge of microfinance, and contemporary issues in finance.
1. To develop an understanding about green microfinance, its parameters and application in
real scenarios
2. To know about significance of non-financial services for MFIs
3. To become familiar with the emerging financial models of MFIs based on technology
4. To understand impact investment and investment vehicles in microfinance
5. To develop a link between sustainable development goals and microfinance

After completing this course, students will be able:
1. To comprehend the contemporary issues in microfinance
2. To analyze and apply the role of technology in microfinance for the innovative products
and financing models
3. To compare the different investment vehicles available for microfinance
4. To analyze the role of microfinance in achieving SDGs

Unit I: Green Microfinance
1.1.1 What is green microfinance?
1.1.2 Qualitative indicators of green microfinance
1.1.3 Quantitative indicators of green microfinance
1.1.4 Case studies related to green microfinance
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Unit II: Microfinance Plus
2.1.1 Definition, characteristics and scope of microfinance plus
2.1.2 Integration of financial and non-financial services
2.1.3 Microfinance plus products
2.1.4 Microfinance plus programs
Unit III: FinTech and Microfinance

4.1.1 Definition of Fintech
4.1.2 Role of Fintech in MFIs
4.1.3 Determinants of Fintech
Unit IV: Impact Investing in Microfinance
4.1.1 Definition and characteristics of impact investing

4.1.2 From microfinance to impact investing: Opportunities and challenges
Unit V: Microfinance Investment Vehicles
5.1.1 Definition and Characteristics of microfinance investment Vehicles (MIVs)

5.1.2 Performance of MIVs
5.1.3 Challenges faced by MIVs
Unit VI: Microfinance and SDGs
6.1.1 The Sustainable Development Agenda

6.1.2 Achieving SDGs
6.1.3 Adoption of SDGs by microfinance sector of Pakistan
 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers
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9.0 Textbooks
23. ……………………………………………………………………………..

10.1 Books
1. Kimenyi, M. S., and Wieland, R. C. (2019). Strategic issues in microfinance. Routledge.
2. Torre, M. La, and Chiappini, H. (2020). Contemporary Issues in Sustainable Finance:
Creating an Efficient Market through Innovative Policies and Instruments. Springer
International Publishing.
3. MIX (2016) Assessing Green Microfinance: Qualitative and quantitative indicators for
measuring environmental performance. https://www.e-
mfp.eu/sites/default/files/resources/2016/01/Assessing%20Green%20Microfinance%20-
%20Qualitative%20and%20quantitative%20indicators%20for%20measuring%20environ
mental%20performance.pdf
4. Allet, M., and Hudon, M. (2015). Green microfinance: Characteristics of microfinance
institutions involved in environmental management. Journal of Business Ethics, 126(3),
395-414.
5. Moser, R., Barbosa, M., and Gonzalez, L. (2016). Green microfinance: a new frontier to
inclusive financial services. Revista de Administração de Empresas, 56(2), 242-250.
6. Rouf, K. A. (2012). Green microfinance promoting green enterprise development.
Humanomics.
7. Bastiaensen, J., Romero, M., and Huybrechs, F. (2019). Addressing Climate Change with
Microfinance Plus: Experiences in Cattle and Coffee Regions of Nicaragua. In Emerging
Challenges and Innovations in Microfinance and Financial Inclusion (pp. 13-37).
Palgrave Macmillan, Cham.
8. Garcia, A., and Lensink, R. (2019). Microfinance-plus: A review and avenues for
research. A Research Agenda for Financial Inclusion and Microfinance.
9. Lensink, R., Mersland, R., Vu, N. T. H., and Zamore, S. (2018). Do microfinance
institutions benefit from integrating financial and nonfinancial services? Applied
Economics, 50(21), 2386-2401.
10. Lensink, R., Mersland, R., and Nhung, V. T. H. (2011). Should microfinance institutions
specialize in financial services. In Second international research conference on
microfinance, Groningen, The Netherlands.
11. Krumm, D. (2010). 2. Microfinance Plus programmes. In UMM Workshop Report (p. 7).
12. Adi Sudewa (2020). Impact investing: Beyond microfinance business model.
https://adisudewa.medium.com/impact-investing-beyond-microfinance-business-model-
b40dcdfc6f1
13. Convergence (2017) Microfinance Berometer 2017. https://www.convergences.org/wp-
content/uploads/2017/09/BMF_2017_EN_FINAL-2.pdf
14. CGAP (2013). Where do impact investing and microfinance meet?
https://www.cgap.org/sites/default/files/Brief-Where-Do-Impact-Investing-and-
Microfinance-Meet-JXùne-2013.pdf
15. Morgan Simon (2018). Can impact investing avoid the failures of microfinance? Harvard
Business Review. https://hbr.org/2018/06/can-impact-investing-avoid-the-failures-of-
microfinance
16. Janda, K., and Svárovská, B. (2013). Performance of microfinance investment vehicles.
Journal of Economics, 61(1), 47-66.
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17. La Torre, M., and Chiappini, H. (2016). Microfinance investment vehicles: How far are
they from OECD social impact investment definition? In Bank funding, financial
instruments and decision-making in the banking industry (pp. 145-191). Palgrave
Macmillan, Cham.
18. CGAP (2007). Microfinance investment vehicles.
https://www.cgap.org/sites/default/files/CGAP-Brief-Microfinance-Investment-Vehicles-
Apr-2007.pdf
19. MicroRate (2007). Microfinance Investment Vehicle Survey.
http://www.microrate.com/media/docs/archived/2007-miv-survey-summary.pdf
20. Dang, T. T., and VU, H. Q. (2020). Fintech in microfinance: a new direction for
microfinance institutions in Vietnam. The Journal of Business Economics and
Environmental Studies, 10(3), 13-22.
21. Pytkowska, J., and Korynski, P. (2017). Digitalizing microfinance in
Europe. Microfinance Centre. Access: https://www. europeanmicrofinance.
org/sites/default/files/document/file/Digitalization-research-paper. pdf.
22. Responsible Finance Forum (2020). Fintech or die: Five Ways microfinance can (and
must) respond to the digital age https://responsiblefinanceforum.org/fintech-die-five-
ways-microfinance-can-must-respond-digital-age/
23. Manko, K., and Watkins, T. A. (2021). Microfinance and SDG 7: financial impact
channels for mitigating energy poverty. Development in Practice, 1-13.
24. Razak, D. A. (2020). Achieving sustainable development goals through microfinance in
four selected countries: issues and challenges. Journal of Islamic Management
Studies, 3(1), 1-15.
25. Microfinance and Sustainable development goals (SDGs)
26. Uddin, M. N., Kassim, S., Hamdan, H., Saad, N. B. M., and Embi, N. A. C. (2021).
Green Microfinance Promoting Sustainable Development Goals (SDGs) in
Bangladesh. Journal of Islamic Finance, 10, 011-018.
27. Jamal, M., and Ahmad, R. A. (2020). Realizing Sdgs 2030 by Estimating Poverty
Through Islamic Micro Financial Institutions. International Journal on Economics,
Finance and Sustainable Development, 2(12), 6-12.
28. García-Pérez, I., Fernández-Izquierdo, M. Á., and Muñoz-Torres, M. J. (2020).
Microfinance institutions fostering sustainable development by
region. Sustainability, 12(7), 2682.

1. Ndungu, J. M., and Moturi, C. A. (2020). Determinants of Mobile Fintech Uptake in Kenyan
Microfinance Sector. Current Journal of Applied Science and Technology, 102-114.
2. Warnecke, T. (2015). “Greening” Gender Equity: Microfinance and the Sustainable
Development Agenda. Journal of Economic Issues, 49(2), 553-562.
3. García‐Pérez, I., Muñoz‐Torres, M. J., and Fernández‐Izquierdo, M. Á. (2018). Microfinance
institutions fostering sustainable development. Sustainable Development, 26(6), 606-619.
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Course Title: Transformation of MFIs
Microfinance institutions have grown up in terms of their size and organization structure over the
period. MFIs have transformed from simple NGOs towards regulated institutions making their
working environment more secure. This course is designed to highlight the transformation
process of MFIs by explaining basic principles of transformation. It elaborates the strategic
decisions taken for transformation and also accentuates governance, funding and regulatory
aspects in the transformation of MGIs. It further explains operational implication of
transformation by describing human resource management, financial management and internal
control system of MFIs for transformation. This course will provide a practice insight into
transformation of MFIs through case studies from different contexts.

Students should have an understanding of microfinance institutions and regulation for different
forms of MFIs.
1. To understand policies and regulatory requirements of MFIs for saving and
mobilization of savings
2. To develop an understanding of transformation process for MFIs by focusing
on strategic decisions
3. To analyze funding structure, governance and regulations in the process of
transformation
4. To describe operational implications of transformation for MFIs
5. To get an insight into practical side of transformation through case studies on
different contexts
1. Comprehend how savings are mobilized in MFIs and what are the regulations
for mobilization
2. Describe transformation process in MFIs
3. Explain how to manage human and financial resources of MFIs during
transformation
4. Highlight internal controls and audit requirements of transformation
5. Analyze and differentiate tram formation of MFIs in different countries
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Part 1: Savings and Regulation: Principles and Policies
1.1 Mobilizing Savings from the Public: 10 Basic Principles
1.1.1 Mobilizing and Intermediating Savings in Developing Countries
1.1.2 Ten Basic Principles for MFIs that Collect Savings from the Public
1.1.3 Who Benefits?
2.1 Mobilizing and Intermediating Savings in Developing Countries\
2.1.1 Key Policy Issues
2.1.2 The Strategic Approach to Regulation
2.1.3 The Regulatory Framework
2.1.4 Supervision
2.1.5 Remaining Challenges
Part II: Transforming the Institution: Strategic Decisions
3.1.1 Planning for Transformation
3.1.2 Fundamental Changes Resulting from Transformation
3.1.3 Leading the Transformation
3.1.4 Planning the Transformation
3.1.5 Managing the Transformation
3.1.6 Funding the Transformation
4.1 Marketing and Competitive Positioning
4.1.1 Marketing
4.1.2 Marketing intelligence
4.1.3 The Total Product
4.1.4 Delivery Channels
4.1.5 Branding
4.1.6 Communications Strategy
4.1.7 Implementation: Consolidating the Pieces
5.1 Strategic and Business Planning
5.1.1 Developing a Strategy
5.1.2 Institutional Transformation and the Role of the NGO
5.1.3 Development of the Business Plan
5.1.4 Financial Modeling Tools and Methods
5.1.5 Financial Modeling
5.1.6 Tax Strategy Considerations
6.1 The Funding Structure
6.1.1 Funding Sources
6.1.2 Funding Considerations
6.1.3 Funding Structure Options
6.1.4 Optimal Leverage
14.1.9 Ownership and Governance
14.1.10 Choosing the Type of Investor
14.1.11 Seeking Potential Investors
14.1.12 Effective Governance
10.7 Legal Transformation
10.7.1 Managing the Legal Aspects of Transformation
10.7.2 Surveying the Legal and Regulatory Landscape
10.7.3 Managing Constituent Documents and Preexisting Obligations
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10.7.4 Negotiating Investor Documents
PART III: Transforming the Institution: Operational Implications
10.8 Human Resources Management
10.8.1 Adapting the Organizational Culture
10.8.2 Adapting the Organizational Structure
10.8.3 Ensuring the Right Staff
11 Financial Management
11.1.1 Financial Management Functions
11.1.2 Financial Planning and Budgeting
11.1.3 Financial Control
11.1.4 Treasury Management
11.1.5 Investor Relations
12 Internal Control and Audits
12.1.1 Components of Effective Internal Controls
12.1.2 Risk of Poor Controls: Overview of Fraud in MFIs
12.1.3 Preventive Controls: Policies and Procedures
12.1.4 Detective Control: The Internal Audit
12.1.5 Detective Control: The External Audit
12.1.6 Supervision: Evaluating Internal Controls
13 Customer Service and Operations
13.1.1 Transformation of Operations
13.1.2 Customer Service Framework
13.1.3 Branch Structure and Service
13.1.4 Managing Cash
13.1.5 Deposit Account Management
13.1.6 Documentation Management
PART IV: Case Studies
14 Creating a Separate Tier: The Micro Finance
14.1.1 Deposit-Taking Institutions Act, 2003
14.1.2 The Financial Sector
14.1.3 Regulation of Microfinance Deposit-Taking Institutions
14.1.4 The Micro Finance Deposit-Taking Institutions Act
14.1.5 Licensing Begins
14.1.6 Key Success Factors
14.1.7 Remaining Challenges
15 The Creation of Uganda Microfinance Limited
15.1.1 Background
15.1.2 Planning and Managing the Transformation
15.1.3 Operational Transformation: Upgrading and Systemizing
15.1.4 Structural Transformation: Creating UML and Attracting Investors
15.1.5 Financial Transformation: Launching the MDI
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 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
1. Ledgerwood J. and White, V. (2006). Transforming Microfinance Institutions: Providing

Full Financial Services to the Poor. Washington, DC: The World Bank.

10.1 Books
Ledgerwood, J. (1998). Microfinance handbook: An institutional and financial

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Course Title: Triangle of Microfinance

This course is designed to elaborate triangle of microfinance. Taking microfinance as a
development tool, financial sustainability, outreach and impact are three areas of focus for
researchers and academicians. Starting with an understanding of demand and access of credit,
this course has explained the demand of credit, constraints in the supply of credit and ways to
improve the access based on case studies. This course further elaborates the concepts of financial
sustainability and outreach, and impact. It also highlights the evaluation tools and techniques for
three aspects of microfinance triangle. It will enable students to learn about the recent
developments in financial markets and especially in microfinance.
Students should have a basic understanding of financial system, financial markets and financial
institutions.
1. To understand supply and demand of credit for poor in various contexts
2. To describe the concepts of financial sustainability outreach and impact as
three key aspect of microfinance triangle
3. To analyze various tools to evaluate microfinance triangle
4. To learn about recent developments in microfinance
After completing this course the students will be able:
5. To comprehend demand and supply of credit in various contexts for the poor
6. To describe and differentiate between financial sustainability, outreach and
impact
7. To apply various tools and techniques for the evaluation of financial
sustainability, outreach and impact of microfinance
8. To analyze the implications of current microfinance developments for MFIs
and poor
1.1 Access to and Demand for Financial Services by the Poor
1.1.1. Access to and demand for financial services by the rural poor: A multicountry synthesis
1.1.2. Characteristics of household demand for financial services in highly uncertain economies
1.1.3. Wealth and rural credit among farmers in Pakistan: Is market participation consistent
with targeting
1.1.4. Credit constraint and local demand in rural areas of Pakistan
1.1.5. \Improving access to land markets: evidence from emerging farmers in Pakistan
2.1 Outreach and Financial Sustainability of Institutions
2.1.1 Outreach and financial sustainability of member based rural financial intermediaries
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2.1.2 Microcredit and poorest of the poor: Theory and evidence
2.1.3 An operational tool for evaluating the poverty outreach of development policies and
projects
2.1.4 Transaction costs of individual and group lending
2.1.5 Transaction costs of access to rural financial market
3.2 Measuring the Impact of Microfinance
3.2.1 Impact of microfinance on food security and poverty alleviation
3.2.2 Impact of access to credit on Maize and Tobacco productivity in Malawi
3.2.3 Explaining poverty: an empirical investigation of the effect of health and uncertainty on
the savings of rural Pakistani households
4.1 Towards Economic Sustainability of Rural Financial Systems for the Poor: The
Role of Public Action and the Private Sector
4.1.1 The microfinance revolution: implications for the role of state
4.1.2 Recent development in rural financial markets
4.1.3 Credit system for the rural poor in the economic transition of China: Institutions, outreach
and policy options
5.1 Summary and implications for future research
 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
1. Zeller, M. and Richard L. M. (2002). The Triangle of Microfinance: Financial
Sustainability, Outreach, and Impact. The John Hopkins University Press
10.1 Books
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1. Ledgerwood, J. (1998). Microfinance handbook: An institutional and financial

1. Schubert, M. (2004). The triangle of microfinance: Financial sustainability, outreach, and
impact/replicating microfinance in the United States. American Planning Association.
Journal of the American Planning Association, 70(2), 230.
2. Singapurwoko, A. (2014). Ownership type and the triangle of microfinance: Empirical
evidence from Indonesia microfinance institutions. The Business and Management
Review, 5(2), 68-78.
3. Zeller, M., and Meyer, R. L. (2002). Improving the performance of microfinance:
Financial sustainability, outreach and impact. The Triangle of Microfinance, Baltimore,
Maryland, 2002, 1-18.
4. Haggblade, S., Hazell, P. B., and Reardon, T. (Eds.). (2007). Transforming the rural
nonfarm economy: Opportunities and threats in the developing world. Intl Food Policy
Res Inst.
5. KHAN, A. A. (2010). Analysis of critical factors of microfinance institutions of
Pakistan. Paradigms: A Research Journal of Commerce, Economics and Social
Sciences, 4(1), 24-47.
6. Mushtaq, R., and Rauf, S. A. (2012). Social Impacts of Microfinance Institutions in
Pakistan. The Microfinance, 178.
7. Hussain, H., Shaheen, L. Y. B. A., and Shahid, M. A. (2018). Microfinance NGOs in
Pakistan: Outreach and sustainability. International Journal of Accounting and Financial
Management Research (IJAFMR), 8(2), 17-26.
8. Muhammad, S., Chen, Y., and Ahmad, H. (2019). The impact of social outreach on the
financial performance of microfinance providers in Pakistan.
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Course Title: Financial ratio of the MFIs

Financial performance of companies is an indicator for the stakeholders to know how well a
company is performing to maximize the return. Similar to other financial institutions,
microfinance institutions also use financial ratios a one of the common tool used to analyze
financial performance. This course main includes the topics of key financial statements of MFIs,
format of reporting in financial statement for MFIs under guidelines of SEEP, critical financial
ratios, analyzing the quality of portfolio, assets/liabilities management, ratios for efficiency,
productivity, sustainability and profitability of MFIs. This course also highlights the benchmark
of ratios for the key indicators used to compare the performance of MFIs under the guidelines of
SEEP.

Student should have an understanding of financial statement analysis with a basic knowledge of
microfinance.
This course aims to enable students to:
1. Understand the essential components of financial statements of microfinance
institutions, their accounting system and other reports
2. Learn the reporting mechanism of financial statements for MFIs
3. Analyze financial performance of MFIs based on key financial indicators
4. Become familiar with the management of portfolio quality, assets and
liabilities of MFIs
5. Develop an understanding of self-sufficiency and its significance for MFIs
After completing this course the students will be able to:
1. Learn the role of financial statements, their components and reporting system
for microfinance institutions
2. Differentiate between the financial reporting mechanism of financial
institutions and MFIs
3. Apply the financial ratios for comparing the performance of MFIs based on
SEEP benchmarks
4. Evaluate and compare which ratios and significant for analyzing the
performance, efficiency and sustainability of MFIs
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1.1 : Overview of Financial Statements and Other Managerial Reports
1.1.1 The purpose and components of the three types of financial statements and a portfolio
report and their importance
1.1.2 Identifying relationships between each of the financial statements and between them and
the portfolio report
2.1 : Accounting System
2.1.1 Review of basic concepts of financial and management accounting
2.1.2 The Chart of Accounts and its relationship to financial statements and analysis
2.1.3 Tracing common financial transactions through chart of accounts to financial statements
2.1.4 Identifying and accounting for non-cash transactions
4.7 : Formatting Financial Statements
4.7.1 Formatting income statements and balance sheets to fit the SEEP-recommended format
4.7.2 Treating donor funds
4.7.3 The importance of the cash flow statement
4.1 : Overview of Financial Analysis
4.1.1 The reasons why one needs to analyze financial information
4.1.2 Introduction to the eighteen SEEP ratios
4.1.3 The importance of financial ratios for decision makers
4.1.4 Strategies to overcome barriers preventing MFIs from getting good financial information
5.1 : Portfolio Quality How to:
5.1.1 Define and calculate portfolio-at-risk
5.1.2 Calculate loan loss provision and reserves
5.1.3 Assess the impact of loan loss on financial statements
6.1 : Analytical Adjustments How to:
6.1.1 Calculate adjusted operating expenses for an MFI
6.1.2 Make adjustments for inflation
6.1.3 Make adjustments for subsidized cost of funds
6.1.4 Make adjustments to reflect in-kind donations
6.1.5 Create adjusted financial statements
13.2 : Asset/Liability Management
13.2.1 Define Asset/Liability Management
13.2.2 Calculate the five recommended SEEP asset/liability management ratios
13.2.3 Explain the significance of the ratios for an MFI
8.1 : Efficiency and Productivity
8.1.1 Defining efficiency and productivity
8.1.2 Examining types and components of efficiency and productivity ratios
8.1.3 Calculating the SEEP efficiency and productivity ratios
9.1 : Sustainability and Profitability Analysis
9.1.1 Defining sustainability and profitability
9.1.2 Defining and computing profitability ratios, ROA, AROA, ROE, and AROE
9.1.3 Defining and computing operational and financial self-sufficiency
10.3 . Putting It All Together
10.3.1 Practicing how to calculate adjustments and ratios and the efficiency/productivity and
sustainability/profitability ratios
10.3.2 Use benchmarking to better understand ratios and MFI performances
10.3.3 Practicing how to use all the ratios to make managerial decisions
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 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
1. Mbeba, R. D. (2008). Basic Financial Management and Ratio Analysis for MFIs Toolkit.
Mennonite Economic Development
Associateshttps://www.findevgateway.org/sites/default/files/publications/files/mfg-en-
toolkit-basic-financial-management-and-ratio-analysis-for-mfis-toolkit-mar-2008_0.pdf

10.1 Books
1. Kustin, B. (2015). Islamic (micro) finance: culture, context, promises, challenges.
2. Onyemah, H. O. (2019). Basic Financial Analysis, Ratios and Performance Monitoring in
Microfinance Banks: Amazon Digital Services LLC - Kdp Print Us.
1. CGAP (2009). Financial analysis for microfinance institutions.

https://www.cgap.org/sites/default/files/CGAP-Training-Financial-Analysis-Course-2009.pdf
2. Kiani, O. I., Awais, M., Ahmed, W., Dar, I. B., and Shafiq, M. (2020). The role and analysis
of Microfinance Banks in Pakistan. Foundation University Journal of Business and
Economics, 5(1), 34-62.
3. Daher, L., and Le Saout, E. (2013). Microfinance and financial performance. Strategic
Change, 22(1‐2), 31-45
4. Kar, S. (2020). Sustainability of Indian Microfinance Institutions: Ratio Analysis
Approach. IUP Journal of Bank Management, 19(2), 32-46.
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Course Title: The Theory and Practice of Microfinance
Microfinance has experienced rapid growth and evolved from its simpler beginning of providing
credit towards a modern microfinance. New financing models, products and services are
emerging to meet the needs of increasing base of microfinance clients. This source is designed to
introduce the emerging concepts in microfinance, growing stock of microfinance taxonomy and
modern products and services. It will help the students to understand the features of modern
products and services of microcredit and new approaches to measure sustainability and outreach
of MFIs. It further elaborates the risk management practices in microfinance by highlighting the
risks involved and the ways to monitor those risks. This course will enable students to analyze
the significance of regulations for modern microfinance and the recent trends in microfinance
landscape.

Students must have a basic understanding of microfinance, its products and services and
regulations.
This course will help students:
1. To understand the concept of modern microfinance and its taxonomy

2. To develop an understanding of new financial products and services for
microfinance
3. To analyze different approaches of measuring sustainability and outreach of
MFIs
4. To describe key risks involved in microfinance and the ways to manage those
risks
5. To elaborate the role of regulations and monitoring process in microfinance
6. To highlight new trends in microfinance
1. Explain difference between traditional and modern microfinance and its
products and services
2. Comprehend key features of modern microcredit
3. Differentiate between features of financial and non-financial products and
services
4. Apply risk management and monitoring approaches
5. Describe regulatory framework for modern microfinance
1.1 A New Conception of Microfinance
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1.1.1 Introduction
1.1.2 The nature of microfinance: microfinance vs microcredit
1.1.4 The demand for microfinance
1.1.5 The supply of microfinance
1.1.6 Products and services in microfinance
1.1.7 A new taxonomy for microfinance
1.1.8 Microfinance and ethical finance
1.1.9 Conclusion
2.1 Products and Services in Modern Microfinance
2.1.1 Introduction
2.1.2 Financial services
2.1.3 Product development process
2.1.4 Non-financial services: minimalist vs integrated approach
2.1.5 New frontiers in microfinance services
2.1.6 Conclusion
3.1 The Main Features of Microcredit
3.1.1 Introduction
3.1.2 The screening of beneficiaries
3.1.3 The nature of financed assets
3.1.4 Distinguishing features of microcredits
3.1.5 Collateral policies
3.1.6 Interest rates in microcredit
3.1.7 Conclusion
4.1 Sustainability and Outreach: The Goals of Microfinance
4.1.1 Introduction
4.1.2 Sustainability and outreach
4.1.3 Sustainability: how to reach it
4.1.4 Outreach: how to select the beneficiaries
4.1.5 The microfinance dilemma: sustainability vs outreach
4.1.6 The policies for improving sustainability
4.1.7 Conclusion
5.1 Risk Management in Microfinance
5.1.1 Introduction
5.1.2 A taxonomy of risks for microfinance
5.1.3 The business risk
5.1.4 Financial risks
5.1.5 Process risks
5.1.6 Conclusion
6.1 Monitoring the Microfinance Processes
6.1.1 Introduction
6.1.2 Reasons for a process approach
6.1.3 Microfinance processes
6.1.4 The process of microcredit
6.1.5 Process-related risks
6.1.6 Control typologies
6.1.7 The incentive system
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6.1.8 Conclusion
7.1 . Microfinance Performance
7.1.1 Introduction
7.1.2 Performance analysis
7.1.3 Performance evaluation model for microfinance project
7.1.4 Performance evaluation models for MFIs
7.1.5 Conclusion
8.1. The Role of Regulation
8.1.1 Introduction
8.1.2 Regulation, supervision and microfinance
8.1.3 Determinants for regulating microfinance
8.1.4 Key variables for microfinance regulation
8.1.5 Which instruments to adopt
8.1.6 Conclusion
14.2 The Road Ahead: A Platform for Microfinance
9.1.1 Introduction
14.2.1 The features of modern microfinance
14.2.2 The microfinance platform: actors and functions
14.2.3 Conclusion
 Lectures
 Presentations
 Assignments
7.0 Assignments
 Short tests
 Quizzes
 Term Paper
 Research Papers

9.0 Textbooks
Torre, M. L. and Vento, G. A. (2006). Microfinance. Hampshire, England; Palgrave
Macmillan.
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10.1 Books
1. Mahmud, W. and S. R. Osmani. (2017). The theory and practice of microcredit.
New York, NY: Roultedge.
2. Hulme, D., and Arun, T. (Eds.). (2009). Microfinance: A reader. Routledge.

1. Seibel, H. D. (2007). From informal microfinance to linkage banking: putting
theory into practice, and practice into theory (No. 2007, 1a). Working Paper.
2. Hulme, D. (2000). Impact assessment methodologies for microfinance: theory,
experience and better practice. World development, 28(1), 79-98.
3. Marr, A. (2012). Effectiveness of rural microfinance: What we know and what we
need to know. Journal of Agrarian Change, 12(4), 555-563.
4. LI, Y. H., and BI, J. H. (2011). Theory and Practice of Rural Microfinance——
Postal Savings Bank Based on Investigation and Analysis of Heilongjiang. Journal
of Harbin University of Commerce (Social Science Edition), 4.
5. Morduch, J. (2000). The microfinance schism. World development, 28(4), 617-629.
6. Argandoña, A. (2010). Microfinance. Finance ethics: Critical issues in theory and
practice, 419-434.
7. Bos, J. W., and Millone, M. (2015). Practice what you preach: Microfinance
business models and operational efficiency. World Development, 70, 28-42.
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Supply Chain Management Specialization
1. Global Supply Chain Management

2. Information Technology and SCM
3. Inventory Management
4. Logistic Management
5. Operation Research
6. Procurement Management
7. Production Management
8. Sales and Distribution Management
9. Supplier and Distributor Relationship Management
10. Supply Chain Management
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Course Title: Global Supply Chain Management
Proposed Course Code: Supply Chain Management (Specialization) Credit Hours: 03
1.0 Course Description and Objectives:

Global supply Chain Management involves the flows of materials and information among all of
the firms in different locations that contribute value to a product, from the source of raw
materials to end customers. We will integrate issues from logistics, marketing (channels of
distribution), and operations management to develop a broad understanding of a global supply
chain by taking into account factors including geographic distribution of resources and demand,
exchange rate risk, availability and reliability of suppliers in different regions, and consumer
characteristics in different markets. By taking a strategic perspective, we will focus on relatively
long-term decisions involving the configuration of processes, product designs, investment in
productive resources, and development of partnerships with suppliers and channels of
distribution. The presentation is designed to refine the intuition developed from models to
develop managerial insights.

The student should be acquainted with the following subjects:
 Supply Chain Management

 Procurement management
 Distribution management
4.0Learning Outcomes:
The course aims at the following CLO:

1. This course aims to develop students’ abilities to understand the basics of supply chain
management in the global arena.
2. At the completion of the course, students should be familiar with key ideas and
approaches in SCM across various countries.

I. Introduction to supply chain management
II. Understanding cultures and languages
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III. International procurement
IV. International trade regions, policies and impact on supply chain
V. Make or buy decision – considering international markets
VI. International suppliers management
VII. Import and export policies, Quotas and other international trade considerations
VIII. Licensing and marketing agreements with international firms
IX. Information technology role in international supply chain
X. Other topics

The course will have following instruction methodologies:
 Class lectures
 Video lectures
 Readings
 Panel discussions
 Seminars
 Term project and presentations

9.0 Textbooks
1. Hugos, M. H. (2018). Essentials of supply chain management. John Wiley and Sons.
2. Wisner, J. D., Tan, K. C., and Leong, G. K. (2018). Principles of supply chain
management: A balanced approach. Cengage Learning.
3. Chopra, S. (2019). Supply chain management: strategy, planning, and operation (7th
edition). Boston, MA: Pearson.
4. Mangan, J., and Lalwani, C. C. (2016). Global logistics and supply chain management.
John Wiley and Sons.
5. Golinska, P. (Ed.). (2014). Logistics operations, supply chain management and
sustainability (p. 619). Springer International Publishing.
1. Waters, D., and Rinsler, S. (2014). Global logistics: New directions in supply chain
management. Kogan Page Publishers.
2. Skjott-Larsen, T., Schary, P. B., Kotzab, H., and Mikkola, J. H. (2007). Managing the global
supply chain. Copenhagen Business School Press DK.
3. Autry, C. W., Goldsby, T. J., Bell, J. E., and Hill, A. V. (2013). Managing the global supply
chain (Collection). FT Press.
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4. Branch, A. E. (2008). Global supply chain management and international logistics.
Routledge.
5. Wu, T., and Blackhurst, J. V. (Eds.). (2009). Managing supply chain risk and vulnerability:
tools and methods for supply chain decision makers. Springer Science and Business Media.
6. Neureuther, B. D. (2009). Managing risks and disruptions in global supply chains. Taylor and
Francis
7. Skjott-Larsen, T., Schary, P. B., Kotzab, H., and Mikkola, J. H. (2007). Managing the global
supply chain. Copenhagen Business School Press DK.
8. Lan, Y. C., and Unhelkar, B. (Eds.). (2006). Global integrated supply chain systems. IGI
Global.
377 of 400

Course Title: Information Technology and SCM
Information Technologies, Methods, and Techniques of Supply Chain Management has

compiled chapters from experts from around the world in the field of supply chain management.
This vital compendium of the latest research, case studies, frameworks, methodologies,
architectures, and best practices will serve as a research handbook and reference guide to
practitioners and academics alike, truly a critical resource within the field of supply chain
management.
 Supply Chain Management

 Information Technology
 Enterprise Resource Planning

4.0 Learning Outcomes:

3. This course aims to develop students’ abilities to understand the basics of supply chaing
management and value chain for various forms of businesses.
approaches in SCM across various industries.
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I. Enterprise applications of supply chain management

II. Information technology implementation prioritization in supply chain
III. Moderated multiple regression of absorptive capacity attributes
IV. Strategies of e procurement
V. Industry wide supply chain information integration
VI. The strategic role of human collaboration in supply chain management
VII. Supply chain dispute resolution
VIII. E distribution system
IX. Technology in inventory management
X. Technology in operations management and production
XI. Technology in decision making
 Class lectures
 Video lectures
 Readings
 Panel discussions
 Seminars
 Term project and presentations

9.0 Textbooks
1. Hofmann, E., Strewe, U. M., and Bosia, N. (2017). Supply chain finance and blockchain
technology: the case of reverse securitisation. Springer.
2. Pagano, A. M., and Liotine, M. (2019). Technology in Supply Chain Management and
Logistics: Current Practice and Future Applications. Elsevier.
3. Pal, K. (2019). Quality Assurance Issues for Big Data Applications in Supply Chain
Management. In Predictive Intelligence Using Big Data and the Internet of Things (pp.
51-76). IGI Global.
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4. Madu, C. N., and Kuei, C. H. (2005). ERP and supply chain management. Chi Publishers
Inc.
5. Graham, D., Manikas, I., and Folinas, D. (Eds.). (2013). E-logistics and e-supply chain
management: Applications for evolving business. IGI Global.
6. Bozarth, C. C., and Handfield, R. B. (2016). Introduction to operations and supply chain
management. Pearson.
7. Blecker, T. (Ed.). (2014). Innovative methods in logistics and supply chain management:
current issues and emerging practices (Vol. 19). epubli.
8. Chorafas, D. N. (2001). Integrating ERP, CRM, supply chain management, and smart
materials. CRC Press.
1. Bidgoli, H. (2010). The handbook of technology management, supply chain management,
marketing and advertising, and global management (Vol. 2). John Wiley and Sons.
2. Ivanov, D., and Sokolov, B. (2009). Adaptive supply chain management. Springer
Science and Business Media.
3. Geunes, J., Akçali, E., Pardalos, P. M., Romeijn, H. E., and Shen, Z. J. M. (Eds.).
(2006). Applications of supply chain management and e-commerce research (Vol. 92).
Springer Science and Business Media.
4. Olson, D. L. (2012). Supply chain information technology. Business Expert Press.
5. Wang, J. (Ed.). (2012). Information technologies, methods, and techniques of supply
chain management. IGI Global.
6. Ross, D. F., Weston, F. S., and Stephen, W. (2010). Introduction to supply chain
management technologies. Crc Press.
7. Shah, J. (2009). Supply chain management: Text and Cases. Pearson Education India.
8. Jung, H., Chen, F. F., and Jeong, B. (Eds.). (2007). Trends in supply chain design and
management: technologies and methodologies. Springer Science and Business Media.
9. Boone, T., and Ganeshan, R. (2002). New directions in supply-chain management:
technology, strategy, and implementation. Amacom.
10. Kalakota, R., Robinson, M., and Tapscott, D. (2001). E-business 2.0: Roadmap for
Success. Addison-Wesley Professional.
11. Morris, P., and Pinto, J. K. (Eds.). (2010). The Wiley guide to project technology, supply
chain, and procurement management (Vol. 7). John Wiley and Sons.
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Course Title: Inventory Management

This course explains 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. The inter-relationships of all functions are examined.
Emphasis is placed on the ramifications of inventory management. The methods and techniques
for reducing the cost of holding goods while providing an efficient and effective service to their
customers are covered.

 Introduction to management
 Supply chain management
 Procurement management
Our goal in this course is 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. In addition, we emphasize the practical implementation of the
strategies and techniques that are taught in this course.
 Comprehend the dynamics of inventory management’s principles, concepts, and

techniques as they relate to the entire supply chain (customer demand, distribution, and
product transformation processes)
 Understand the methods used by organizations to obtain the right quantities of stock or
inventory
 Familiarize themselves with inventory management practices.
1. Independent and dependent demands
2. Deterministic and stochastic demands
3. Different inventory systems
4. Inventory costs
5. Service level and safety stock
6. Inventory policy, order quantity and reorder point
7. Deterministic demand model
8. Stochastic demand model
9. Newsvendor model
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10. Optimal solution and approximation
11. Independent and dependent demands
12. ABC analysis
13. Joint replenishment inventory problem
14. Series, assembly, tree and general production network systems
15. Optimal solutions, heuristics and approximation
16. Bill of material and material requirements planning
17. Supply chain management
18. Material management organization
19. Centralized and decentralized management

1. Class lectures
2. Video lectures
3. Readings
4. Panel discussions
5. Seminars
6. Term project and presentations

9.0 Textbooks
1. Muller, M. (2019). Essentials of inventory management. HarperCollins Leadership.
2. Schreibfeder, J. (2017). Achieving effective inventory management Moscow.
Suggested Readings
4 Keller, S., and Keller, B. C. (2014). The definitive guide to warehousing: managing the
storage and handling of materials and products in the supply chain. Pearson Education.
5 Waller, M. A., and Esper, T. L. (2014). The Definitive Guide to Inventory Management:
Principles and Strategies for the Efficient Flow of Inventory Across the Supply Chain.
Pearson Education.
6 Max, M. (2003). Essentials of inventory management. AMACOM, a division of American
Management Association, 49-65.
7 Sachan, N., and Jain, A. (2018). SAP Warehouse Management in SAP S/4HANA:
Embedded EWM (SAP PRESS). SAP PRESS.
8 Jaffeux, C., and Wieser, P. (Eds.). (2012). Essentials of logistics and management. CRC
Press.
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Course Title: Logistic Management

Business Logistics is the set of activities involved in the flow of materials and products through
an organization and through the supply chain to the market. More specifically, business logistics
is the subject that manages efficient, effective flow and storage goods, services, and related
information in a supply chain. The key elements of business logistics covered in this course
include logistics planning and strategy, customer service, procurement, transport, inventory,
warehousing, and handling. This course addresses questions about logistics planning, transport
modes selection, vehicle routing, inventory policies, purchasing quantity and timing, and storage
selection.

 Procurement and inventory management

 Develop knowledge about the interconnectedness of business units and organizations (via
the flow of products, money, and information) within the supply chain.
 Develop knowledge about key elements of logistics processes, such as logistics planning
and strategy, customer service, procurement, transport, inventory, warehousing, and
handling.
 Enhance analytical skills and capability to synthesize information from several
perspectives.
 Enhance communication, reflection and teamwork skills.
1. Business logistics and SCM
2. Logistics strategy and planning logistics products
3. Logistics customer service; order processing and information system
4. Transportation fundamentals
5. Transport decisions
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6. Modes of logistics and make a choice
7. Cost benefit analysis of logistic sources
8. Inventory policy decisions
9. Purchasing decisions
10. Storage and handling

1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
1. Murphy, P. R., and Knemeyer, A. M. (2018). Contemporary logistics. Pearson
2. Waller, M. A., and Esper, T. L. (2014). The Definitive Guide to Inventory Management:
Principles and Strategies for the Efficient Flow of Inventory Across the Supply Chain.
Pearson Education.
3. Goldsby, T. J., Iyengar, D., and Rao, S. (2014). The definitive guide to transportation:
Principles, strategies, and decisions for the effective flow of goods and services. Pearson
Education.
Suggested Readings
1. Dyckhoff, H., Lackes, R., and Reese, J. (Eds.). (2013). Supply chain management
and reverse logistics. Springer Science and Business Media.
2. Christopher, M. (2011). Logistics and supply chain management. Pearson
education limited.
3. Richards, G., and Grinsted, S. (2020). The Logistics and Supply Chain Toolkit:
Over 100 Tools for Transport, Warehousing and Inventory Management. Kogan
Page Publishers.
4. Rushton, A., Croucher, P., and Baker, P. (2014). The handbook of logistics and
distribution management: Understanding the supply chain. Kogan Page
Publishers.
5. Harrison, A., and Van Hoek, R. I. (2008). Logistics management and strategy:
competing through the supply chain. Pearson Education.
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6. Fawcett, S. E., and Fawcett, A. M. (2013). The definitive guide to order
fulfillment and customer service: principles and strategies for planning,
organizing, and managing fulfillment and service operations. Pearson Education.
7. Ballou, R. H. (2007). Business logistics/supply chain management: planning,
organizing, and controlling the supply chain. Pearson Education India.
8. Liu, J. J. (2011). Supply chain management and transport logistics. Routledge.
385 of 400

Course Title: Operation Research

Operations research has had an increasingly great impact on the management of organizations,
including business, government, and military. Operations research involves formulation of real
life situations into mathematical models, and then developing optimal solutions by application of
various algorithms. The purpose of this course is to provide an appreciation of various
techniques used in operations research, and their application in developing optimal solutions for
real life problems

 Mathematics
 Linear algebra

1. Formulate a real life situation into a mathematical model
2. Develop an optimal solution for the problem using appropriate algorithm
3. Interpret the optimal solution, and perform post-optimality analysis
4. Develop mathematical insight for popular algorithms developed to solve mathematical
programs
1. Introduction to Operations research and linear programing

2. LP formulations
3. Graphical solutions
4. Simplex method in tabular form
5. Adaptions of simplex algorithms.
6. Big M method
7. Use of compute to solve LP models
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8. Post-optimality analysis
9. Revised simplex method
10. Duality theory
11. Role of duality theory in post-optimality analysis
12. Transportation simplex method
13. Hungarian method
14. Network models
15. Solving maximum flow problems
1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
1. Carter, M., Price, C. C., and Rabadi, G. (2018). Operations research: a practical
introduction. Crc Press.
2. Sharma, S. C. (2006). Operation research: Pert, Cpm and cost analysis. Discovery
Publishing House.
3. Sharma, S. C. (2006). Operation Research: Simulation and Replacement Theory.
Discovery Publishing House.
4. Sharma, S. C. (2006). Operation research: inventory control and queuing theory.
Discovery Publishing House.
5. Taha, H. A. (2011). Operations research: an introduction (Vol. 790). Upper Saddle
River, NJ, USA: Pearson/Prentice Hall.
6. Abid, M. (2008). Operation research for management. Global India Publications.
Suggested Readings
Winston, W. L., and Goldberg, J. B. (2004). Operations research: applications and
algorithms (Vol. 3). Belmont^ eCalif Calif: Thomson/Brooks/Cole.
387 of 400

Course Title: Procurement Management
Students explore the methods used by organizations to acquire the raw materials, components,
supplies, equipment, facilities, and services needed to operate. Topics include strategic
procurement, procurement process, competitive bidding and negotiation, procurement and supply
management organization, make or buy, price and cost analysis, quality and inventory, supplier
selection, supplier development and certification, services procurement, e-Procurement, and
involving users and suppliers.
 Marketing Management
Upon completing this course, students will be able to:

1. Develop a procurement strategy for an organization.
2. Discuss the procurement process and how it relates to the supply chain of an
organization.
3. Employ competitive bidding and negotiations in the procurement process.
4. Analyze make or buy, price, cost, quality, or inventory decision.
5. Demonstrate the effective selection, development and certification of a supplier network.
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6. Apply procurement principles to the acquisition of services.
7. Illustrate techniques for using information technology in purchasing.
8. Summarize the different methods of involving users and suppliers in the procurement
process.
1. Strategic procurement
2. Procurement process
3. Procurement and supply chain management
4. Competitive bidding and negotiation
5. Make or buy decisions
6. Price and cost analysis
7. Quality and inventory
8. Supplier selection
9. Supplier development and certification
10. Services procurement
11. e-procurement
12. Involving users and suppliers

1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
389 of 400
1. Lysons, K., and Farrington, B. (2020). “Procurement and supply chain management”10th
edition, Pearson
2. Monczka, R. M., Handfield, R. B., Giunipero, L. C., and Patterson, J. L. (2015, 6th
edition). Purchasing and supply chain management. Cengage Learning.
3. Johnson, P.F. (2019). Purchasing and supply chain management. McGraw Hill
publishers.
4. Baily, P., Farmer, D., Crocker, B., Jessop, D., and Jones, D. (2015, 11th
edition). Procurement principles and management. Pearson Education.
Suggested Readings
1. DePaoli, T. (2004). Common sense purchasing: hard knock lessons learned from a
purchasing pro. Apollo Solutions.
2. Tate, W. (2014). The Definitive Guide to Supply Management and Procurement: Principles
and Strategies for Establishing Efficient, Effective, and Sustainable Supply Management
Operations. Pearson Education.
3. Van Weele, A. J. (2009). Purchasing and supply chain management: Analysis, strategy,
planning and practice. Cengage Learning EMEA.
4. Simchi-Levi, D., Kaminsky, P., Simchi-Levi, E., and Shankar, R. (2008). Designing and
managing the supply chain: concepts, strategies and case studies. Tata McGraw-Hill
Education.
5. Christopher, M. (2016). Logistics and supply chain management. Pearson UK.
6. Johnsen, T. E., Howard, M., and Miemczyk, J. (2014). Purchasing and supply chain
management: A sustainability perspective. Routledge.
7. Monczka, R. M., Handfield, R. B., Giunipero, L. C., and Patterson, J. L. (2015). Purchasing
and supply chain management. Cengage Learning.
8. Ashlock, J. (2018). Sourcing and Procurement in SAP S/4HANA (SAP PRESS). SAP PRESS.
390 of 400

Course Title: Production Management
Production/operations management involves the integration of numerous activities

and processes to produce products and services in a highly competitive global environment.
Many
companies have experienced a decline in market share as a result of their inability to compete on
the basis of product design, cost or quality. Most now agree that world class performance in
operations, i.e., in product design, manufacturing, engineering and distribution, is essential for
competitive success and long term survival. This course considers the operations from a
managerial perspective. We will consider key performance measures of operations (productivity,
quality and response time) as well as important concepts for improving the performance of
operations along these dimensions. At the end of the course students will have a fair
understanding of the role Production/Operations Management plays in business processes.
Emphasis is given both to familiarization of various production processes and service systems,
and to quantitative analysis of problems arising in the management of operations

1. Introduction to management
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5. To make students familiar with the production mechanism in the supply chain process
6. To help students make select decisions about production processes
1. Scope of operation management

2. Strategy and productivity
3. Product design
4. Capacity planning
5. Process selection
6. Managing of quality
7. Quality control
8. Inventory management
9. Aggregate planning
10. MRP, ERP, JIT and Lean production
11. Scheduling

1. Class lectures
2. Video lectures
3. Readings
5. Seminars

392 of 400
9.0 Textbooks
1. Meredith, J. R., and Shafer, S. M. (2019). Operations and supply chain management for
MBAs. John Wiley and Sons.
2. Carter, M., Price, C. C., and Rabadi, G. (2018). Operations research: a practical
introduction. Crc Press.
1. Russell, R. S., and Taylor, B. W. (2014). Operations and supply chain management.
Hoboken, NJ: John Wiley and Sons.
2. Jacobs, F. R., Chase, R. B., and Lummus, R. R. (2011). Operations and supply chain
management (Vol. 567). New York: McGraw-Hill Irwin.
3. Golinska, P. (Ed.). (2014). Logistics operations, supply chain management and
sustainability (p. 619). Springer International Publishing.
4. Russell, R. S., and Taylor-Iii, B. W. (2008). Operations management along the supply chain.
John Wiley and Sons.
5. Heizer, J., Render, B., and Munson, C. (2014). Operations Management-Sustainability and
supply chain management (11. utg.). Essex: Pearson.
6. Cetinkaya, B., Cuthbertson, R., Ewer, G., Klaas-Wissing, T., Piotrowicz, W., and Tyssen, C.
(2011). Sustainable supply chain management: practical ideas for moving towards best
practice. Springer Science and Business
7. Media.Note:
8. It is preferable to use latest available editions of books. Mention the publisher and year of
publication.
9. The References/ bibliography may be in accordance with the typing manual of the concerned
faculty/subject
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Course Title: Sales and Distribution Management

The objective of the course is to provide a customer centric approach to the sales and distribution
function. The customer centric approach helps in (a) integrating advertising, sales force and
channel members by building non-conflicting and non overlapping routes to fulfill the needs of
the consumer and (b) developing frameworks for decision making keeping the customers as the
primary focus. The course will use Indian environment as the backdrop but will also draw from
international experiences whenever needed. The perspective will be effective managerial
decision making in these areas.

2. Marketing management

1. Understand the roles and responsibilities of the Sales Managers
2. Manage and enhance the sales force productivity and performance
3. Plan and implement an effective sales strategy for their organizations.
4. Design and implement distribution channel strategy.
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5. Manage the Channels efficiency and effectiveness; wholesaling, and retailing.
1. Introduction to sales and distribution management

2. Sales forecasting techniques
3. Personal selling
4. Managing sales areas and quotas
5. Sales training, motivation and compensation
6. Evaluating and controlling sales performance
7. Distribution channel management
8. Marketing and sales interrelationship
9. Key issues of channel designs
10. Managing channel relationship
11. Wholesaling and retailing
12. Non-store retailing
13. Electronic commerce and distribution decisions

1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
1. Agnihotri, R. (2018). Ramendra Singh: sales and distribution management: a practice-
based approach. Springer publishers.
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1. Choudhury, R. G. (Ed.). (2019). Sales and Distribution Management for Organizational
Growth. IGI Global.
2. Singh, R. (2016). Sales and Distribution Management: A Practice-Based Approach. New
Delhi: Vikash publishing.
3. Ross, D. F. (2015). Distribution Planning and control: managing in the era of supply chain
management. springer.
4. Garg, M. (2011). Cases on supply chain and distribution management: Issues and principles.
IGI global.
5. Rushton, A., Croucher, P., and Baker, P. (2014). The handbook of logistics and distribution
management: Understanding the supply chain. Kogan Page Publishers.
396 of 400

Course Title: Supplier and Distributor Relationship Management

Continuous improvement in all aspects of the supply chain is necessary to remain competitive in
the world of today. The traditional adversarial relationship and transactional focus of buyers and
suppliers cannot meet this demand. As a result, significant changes are occurring in the
philosophies and approaches that define the relationship between purchaser and seller. The core
aim of this course is to highlight such value system where customer-supplier relationship could
be nourished.

2. Procurement process
3. Distribution management

1. This course aims to develop students’ abilities to understand the basics of supply chain
2. It also aims to make students understand the ways of improving and nurturing value
based relationships between/with suppliers and customers.
1. Introduction to Supplier – buyer relationship
2. Value chain for business
3. Types of suppliers and understanding their values
4. Cultural, social and emotional intelligence in bargaining process
5. Suppliers network assessment
6. Distribution options and choices
7. Distribution through outsourcing (wholesalers and retailers)
8. Managing the distributors demands
9. Developing strong sales force
10. Managing global supply chain network
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1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
1. O'Brien, J. (2018). Supplier relationship management: Unlocking the hidden value in
your supply base. Kogan Page Publishers.
1. Schuh c. et al., (2017). The purchasing chessboard: 64 methods to reduce costs and increase
value with suppliers
2. Emmett, S. (2012). A quick guide to supplier relationship management in the supply chain.
The Liverpool Academic Press.
3. Sethi, S. (2009). Enhancing supplier relationship management using SAP SRM: A detailed
and practical understanding of SAP SRM. SAP press.
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Course Title: Supply Chain Management

A supply chain is comprised of all the parties involved in fulfilling a customer request. The
integrated management of this network is a critical determinant of success in today’s competitive
environment. Companies like Nestle, Toyota, Dell, Unilever, Procter and Gamble, and a
relatively new comer like Tesla Motors are proof that excellence in supply chain management is
a must for financial strength and industry leadership. With increasing competition around the
globe, supply chain management is both a challenge and an opportunity for companies. Hence a
strong understanding of supply chain management concepts and the ability to recommend
improvements should be in the toolbox of all managers. The objective of this course is to
introduce you to the key concepts and techniques that will allow you to analyze, manage and
improve supply chain processes for different industries and markets. At completion of this
course, you will have the skills to assess supply chain performance and make recommendations
to increase supply chain competitiveness

 Marketing Management

1. This course aims to develop students’ abilities to understand the basics of supply chaing
approaches in SCM across various industries.
Course Contents:
1. Introduction to supply chain management
2. Value chain for business
3. Procurement and vendor management
4. Operation and production management
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5. Inventory management
6. Warehousing
7. Logistics management
8. Global supply chain
9. Enterprise resource planning
10. Block chain and supply chain
1. Class lectures
2. Video lectures
3. Readings
5. Seminars

9.0 Textbooks
1. Myerson, P. (2015). Supply chain and logistics management made easy: methods and
applications for planning, operations, integration, control and improvement, and network
design. Pearson education.
2. Hugos, M. H. (2018). Essentials of supply chain management. John Wiley and Sons.
3. Wisner, J. D., Tan, K. C., and Leong, G. K. (2018). Principles of supply chain
management: A balanced approach. Cengage Learning.
4. Chopra, S. (2019). Supply chain management: strategy, planning, and operation (7th
edition). Boston, MA: Pearson.
1. Min, H. (2015). The essentials of supply chain management: New business concepts and
applications. FT Press.
2. Christopher, M. (2016). Logistics and supply chain management. Pearson UK.
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1

HAILEY COLLEGE OF COMMERCE

Program Title: BS Commerce Program

1. Department Vision and Mission

1.3 Core Values

1.4 Strategic Goals

3 (a) Program Alignment with University Mission

5. Market Need / Rationale of the Program

5 a Potential Students for the Program

5 (e) Physical Facilities

6. Admission Eligibility Criteria

7. Duration of the Program

Category (Credit Hours)

Every course/Subject will be assessed/evaluated in the following parts:

Sr. # Elements % Details

10. Award of Degree

11. NOC from Professional Councils (if applicable)

22. Tayyab Yousaf Finance

23. Ammara Khan Islamic studies

13. Present Student Teacher Ratio in the Department

Present Student Teacher Ratio in the Department is 1:28.

Course Title: Business Mathematics

1.0 Introduction of the Course

3.0 Course Learning Outcomes

4.0 Course Learning Outcomes

6.0 Teaching-Learning Strategies

8.0 Assessment and Examinations: As per University Rules

1.0 Introduction of the Course

3.0 Course Learning Outcomes

6.0 Teaching-Learning Strategies

10.2 Journal Articles/ Reports

1.0 Introduction of the Course:

2.0 Pre-Requisites Course (s) or Other Requirements/Skills:

This course presumes no previous accounting knowledge.

4.0 Course Learning Outcomes:

After studying this course student should be able to

5.0 Course Contents:

6.0 Teaching-Learning Strategies:

8.0 Assessment and Examinations:

10.0 Suggested Readings:

 Niswonger and Fess, Accounting Principles, South Western Publishing Company.

1.0 Course Description

 Receptive Language Skills and

3.0 The Course carries following objectives:

1. The basic objective of this course is to enable students to communicate in English

4.0 Course Learning Outcomes

6.0 Course Contents)

6.0 Teaching-Learning Strategies

 Mid Term Examination: 35%,

1.0 Introduction of the Course

2.0 Pre-Requisites Course (s) or Other Requirements/Skills:

3.0 The Course carries following objectives:

1. To make students familiar with the basic concepts of business

4.0 Course Learning Outcomes

6.0 Teaching-Learning Strategies

10.2 Journal Articles/ Reports

1.0 Introduction of the Course

2.0 Pre-Requisites Course (s) or Other Requirements/Skills: