bhupal nobles'university, udaipur
TRANSCRIPT
Department of Business Administration
Bhupal Nobles'University, Udaipur M.Com (Business Administration)
Annual Scheme) Courses of Study
(Effective from July 2017)
Paper Code Paper Nomenclature of Paper Maximum no. Marks
M.Com (Previous) BUSAD 611 BUSAD612 BUSAD 613 BUSAD 614 BUSAD 615
Business management Marketing Management Personnel Management
Research Methodology and Business Statistics BusinesS and Economic Environment
100 D0
100 100 100
Total 500
M.Com (Final) Strategic Management (Compulsory)
Any two groups Group A(Institutional Area)
Entrepreneurship & Small Business Management Of Small Enterprises
Group B(Marketing Area)_ Marketing research & Consumer Behaviour
Sales and Advertisement management Group C(Human Area)
Labour & management Relations Industrial and Labour legislation
Dissertation and Viva Voce
BUSAD 621 100
BUSAD 622 BUSAD 623
100
100
BUSAD 624 100 100 BUSAD 625
BUSAD 626 BUSAD 627
BUSAD 628
100 100 100 500 Total
Note: After submission of dissertation by candidate, a comprehensive Viva-Voce shall be conducted by a panel of examiners consisting of Senior Most Professor HOD ,and External
Expert.
1
M.C
om.
(Pre
viou
s)
PA
PE
R1
: B
US
INE
SS
MA
NA
GE
ME
NT
(BUS
AD 61
1)U
NIT
1
:Sch
ools
of
Man
agem
ent
thou
ghts
: Sc
ient
ific
man
agem
ent,
Adm
inis
trativ
e
Man
agem
ent,
H
um
an
Beh
avio
ur
and
Soc
ial
Sys
tem
ap
proa
ch,
Dec
isio
n th
eory
an
d
cont
inge
ncy
theo
ry o
f M
anag
emen
t.
UN
IT I
I :M
anag
eria
l Fu
nctio
ns:
Plan
ning
-Con
cept
s, Si
gnifi
canc
e, Ty
pes,
Org
aniz
atio
n-
conc
epts
.pr
inci
ples
,B
asis
o
f or
gani
zatio
n st
ruct
ure,
D
ivis
ion
of
wor
k,
co-o
rdin
atio
n,
staf
fing
, D
irec
ting
and
cont
rol.
UN
IT
III
:Mot
ivat
ion
Proc
ess,
The
orie
s-m
aslo
w
need
hi
erar
chy
theo
ry,
theo
ry X
and
theo
ry Y
, O
uchi
's 2
The
ory,
Her
zber
g T
wo
fact
or t
heor
y, v
room
's E
xpec
tanc
y th
eory
.
UN
IT
IV
:Lea
der
ship
: C
once
pt,
Lea
ders
hip
styl
es,
Tra
it
theo
ry,
Beh
avio
uria
l th
eory
,
cont
inge
ncy
theo
ry,
Man
ager
ial
grid
, lik
ert's
fou
r sy
stem
of l
eade
rshi
p.
UN
IT
V:O
rgan
izat
iona
l co
mm
unic
atio
n Co
ncep
t, Pr
oces
s, ba
rrie
rs
to
effe
ctiv
e
com
mun
icat
ion,
tra
nsac
tiona
l an
alys
is in
com
mun
icat
ion.
Org
aniz
atio
nal
chan
ge:
Nee
d fo
r cha
nge
: Res
istan
ce to
cha
nge,
pla
nned
cha
nge.
Book
s Re
com
men
ded:
Su
dha,
G.
S.,
Bus
ines
s M
anag
emen
t,R
BSA
Pub
licat
ions
Chh
abra
T.
N.
and
Sand
hya,
Prin
cipl
es a
nd F
unct
ions
of
Man
agem
ent,
Pras
ad,
L. M
., Pr
inci
ples
and
Pra
ctic
es o
f Man
agem
ent,
Sulta
n C
hand
and
Son
s.
Gup
ta,
O.
P.,
Bus
ines
s O
rgan
izat
ion
and
Man
agem
ent
(Hin
di),
SBPD
Pub
lica
tion
.
Sudh
a, G
. S.
, M
anag
emen
t (H
indi
), R
BSA
Pub
licat
ions
Bu
llan
n
Pape
r II:
Mar
ketin
g M
anag
emen
t (8
US
AD 6
12)
Uni
t 1:
Mar
ketin
g.
Con
cept
, ol
d,
new
in
clud
ing
Met
a M
arke
ting
and
S
ocia
l
Mar
ketin
g.
Fu
ncti
on
s,
Impo
rtanc
e,
Mar
ketin
g M
ix,
Mar
ketin
g O
rgan
isat
ion,
Pu
rpos
e,
Bas
is,
Form
s, M
arke
ting
vs.
Sal
es,
Mar
ketin
g se
gmen
tatio
n m
arke
ting
in a
de
velo
ping
eco
no
my
Uni
t I1
: M
arke
ting
Res
earc
h: M
eani
ng, I
mpo
rtanc
e, A
reas
Ele
men
tary
stu
dy o
f m
eth
od
s an
d
Proc
edur
e,
Prod
uct
Plan
ning
: D
efin
ition
, Te
rms,
Scop
e,
Bra
ndin
g,
Dev
elop
men
t of
N
ew
Prod
uctls
, Pr
oduc
t Li
fe
Cyc
le,
Div
ersi
ficat
ion,
Si
mpl
ifica
tion.
C
onsu
mer
B
ehav
iour
, C
once
pt,
Buy
ing
Proc
ess,
E
cono
mic
, So
cial
an
d Ps
ycho
logi
cal
Det
emin
ants
of
Co
nsu
mer
Beh
avio
ur
Pack
agin
g.
Uni
t I: P
rici
ng:
Mea
ning
, lm
port
ance
, A
ffec
ting
Fact
ors,
Pr
icin
g Po
licie
s,
Mar
ketin
g C
omm
unic
atio
n M
eani
ng,
Impo
rtanc
e, M
arke
ting
Com
mun
icat
ion
thro
ugh
-Pro
duct
, Pric
e,
Plac
e, P
rom
otio
n.
Uni
t IV
: A
dver
tisin
g:
Con
cept
s,
Purp
ose,
Pl
anni
ng
Adv
erti
sing
M
edia
, A
dver
tisi
ng
Eff
ectiv
enes
s, P
ubli
c R
elat
ions
, C
once
pt a
nd R
elev
ance
.
Sal
es P
rom
oti
on
- M
eani
ng O
bjec
tive
and
Rol
e, T
he v
arie
ty o
f P
rom
oti
on
Too
lsan
dthe
irsu
itabi
lityi
ngiv
ensi
tuat
ion-
Sale
spro
mot
ionp
rogr
amm
e: D
evel
opm
ent;
Impl
emen
tati
on,
cont
rolli
ng a
nd E
valu
atio
n.
Per
sona
l S
elli
ng:
Mea
nin
g f
acto
rs a
ffec
ting
per
sona
l se
llin
g. T
he
sell
ing
Pro
cess
, fo
llo
w
up a
fter
sal
es,
Rel
atio
nshi
p M
anag
emen
t.
Un
itV
: M
arke
ting
Log
isti
cs(P
hysi
calD
istr
ibut
ion)
:Com
pone
nts,
Fun
ctio
nObj
ecti
ves-
M
arke
ting
plan
ning
and
Con
trol
: C
once
ptan
dRel
evan
ce.
Cha
nnel
s of
Dis
trib
utio
nM
ean
ing
and
Im
port
ance
. T
ypes
of
chan
nels
, Fa
ctor
Aff
ectin
g
Ch
oic
e o
f Cha
nnel
s, C
han
nel
s po
licie
s, M
anag
emen
t of
Ch
ann
el M
emb
ers.
BO
OK
S R
EC
OM
ME
ND
ED
Stil,
Cun
diff
and
Gov
ani:
Fund
amen
tal o
f Mod
ern
Mar
ketin
g K
otle
r,Phi
lip:
Mar
ketin
g M
anag
emen
t-Ana
lysis
, Pla
nnin
g an
d C
ontr
ol
Sta
nton
, W.J
.: Fu
ndam
enta
lsof
Mar
ketin
gD
avar
,R.S
.M
oder
n M
arke
ting
Man
agem
ent
John
son,
L.K
.:Sa
les
and
Mar
ketin
g M
anag
emen
t N
eela
meg
han,
S.(
Ed.
): M
arke
ting
Man
agem
ent
and
the
Indi
an E
cono
my
Sri
vast
av,
P. K
umar
: M
arke
ting
in I
ndia
Ph
ilips
, D.M
. and
Wes
ting,
J.H
: M
arke
ting
Man
agem
ent G
hand
i, 1.
C.: M
arke
ting:
A
Man
agem
ent A
ppro
ach
Stan
d, T
.A.
and
Tay
lor,
D.A
:A M
anag
emen
t A
ppro
ach
of
Mar
keti
ng
Agr
awal
, R.C
. and
Kot
hari,
N.S
.: V
ipna
n Pr
aban
dh{H
indi
) K
umbh
at, J
.R.:V
ipna
n Pr
aban
dh (
Hin
di)
Bha
dada
, B.M
. and
Por
wal
, B.L
.:Vip
nan
Prab
andh
ke S
iddh
ante
vam
Vya
vaha
r (H
indi
)
em
g
Pap
er 1
II :
P
ER
SO
NN
EL
MA
NA
GE
ME
NT
(B
US
AD
G13
)
Un
it
I:
Def
init
ion,
F
unct
ions
. E
val
uat
ion
an
d gr
owth
of
pers
onne
l m
anag
emen
t in
In
dia
,
Pro
fess
iona
liza
tion
, F
utu
re
of
Per
son
nel
m
anag
emen
t.
Plan
ning
th
e pe
rson
nel
fun
ctio
n,
pers
onne
l po
licie
s.
Un
it I
1:
Recru
itm
en
t an
d se
lect
ion
pro
cess
, P
erf
orm
an
ce a
ppra
isal
, E
mpl
oyee
lea
rnin
g an
d
deve
lopm
ent.
Un
it I
II:
Wag
e an
d s
alar
y ad
min
istr
atio
n,
Job
chan
ge (
prom
otio
n, d
emo
tio
n,
Sepa
ratio
n. e
tc)
Dis
cipl
ine,
Jo
b e
valu
ati
on
tech
niqu
es.
Un
it I
V:
Ex
ecu
tiv
e tr
aini
ng d
evel
opm
ent,
Hu
man
reso
urce P
lann
ing
Un
it V
: Sa
fety
, h
ealt
h a
nd
em
ploy
ee se
rvic
e p
rog
ram
me,
grie
vanc
e, r
ecor
ds,
and
researc
h.
Bo
ok
s R
eco
mm
en
ded
:
P.C
Trip
athi
, Pers
on
nel
Man
ag
em
net,
S.C
& S
on
s N
ew
Del
hi
Mem
ori
a &
Dash
ora
Sev
ivar
giya
Pra
ban
dh
E.B
Flip
po P
rinc
iple
s o
f pe
rson
nel
man
agem
ent
C.B
Mem
ori
a P
ers
on
nel
man
agem
ent,
Him
alay
a m
anag
emen
t
er
PAPE
R I
V:
RE
S=
AR
CH
M
ET
HO
DO
LO
GY
AN
D B
USI
NE
SS
ST
AT
IST
ICS
(B
uS A
D
614)
UN
IT I
: N
atur
e an
d sc
ope
of r
esea
rch,
Pr
oble
m
form
ulat
ion
and
stat
emen
t o
f re
sear
ch
obje
ctiv
es.
Res
earc
h
Pro
cess
: R
ese
arc
h
des
ign
-
Ex
plo
rato
ry,
Des
crip
tiv
e an
d
exp
erim
enta
l re
sear
ch
desig
n, s
ampl
ing-
Con
cept
, Typ
es.
Uni
t II:
Met
hods
of da
ta co
llec
tio
n:
obse
rvat
ion
and
surv
ey m
etho
ds,
prim
ary
and
seco
ndar
y da
ta,
data
inf
eren
ce,
Hyp
othe
sis
and
its t
esti
ng.
UN
IT L
HI:
Res
earc
h re
port
s: S
tru
ctu
re a
nd c
ompo
nent
s, t
ypes
of r
esea
rch
repo
rt. I
dea
l
repo
rt,
pict
ures
and
gra
phs,
int
rodu
ctio
n to
SP
SS
pac
kage
.
UN
IT I
V:
Ass
oci
atio
n o
f at
trib
utes
, In
terp
olat
ion
and
Ext
rapo
latio
n, s
tati
stic
al i
nfe
ren
ce-
Tes
t of
Hyp
othe
sis,
Tex
t of
sign
ific
ance
for
lar
ge a
nd s
mal
l sa
mpl
es.
UN
IT V
: C
hi-s
quar
e te
st a
nd g
oodn
ess
of fi
t, A
naly
sis
of
Var
ianc
e (A
NO
VA
)
Book
s Rec
omm
ende
d:
Kot
hari,
C.
R.
Res
carc
h M
etho
dolo
gy,
New
Age
In
tern
atio
nal
Pub
lishe
r, N
ew D
elhi
.
Gup
ta, C
.B.,
an
In
tro
du
ctio
ns
to S
tati
stic
alm
etho
ds,
Vik
as P
ublis
hing
Ho
use
.
Pan
ners
elve
m.
R,
Res
earc
h M
etho
dolo
gy,
Pre
ntic
e H
al.
Gup
ta. S
.C.,
Fu
nd
amen
tals
of
Stat
istic
s, H
imal
aya
Pu
bli
cati
on
wer
5
Paper V: Business and Economic Environment (8USAD 6I5)
Unit I: Environment of business, Impact of Socio-cultural values. Business ethics, Social
responsibilities of business study of global business environment.
Unit I1: Wold trade Organization: Brief introduction of its organization, and working,
important Multilateral trade agreements and India viz GATT -1994Agrements on
TRIPS,TRIMS.GATS.
Unit Ill: Economic infrastructure (transport, communication, water, power) Basic concepts
and public private partnerships, autonomous Regulatory authorities, Corporate Sector.
Unit IV: Economic Environment - Liberalization of Indian Economy, Features, Recent
trends and impact on trade industry and agriculture Monetary policy, Exim policy.
Unit V: Foreign Direct Investment: Concept, progress and impact, Multinational
corporations, concept and role in Indian economy.
Books recommended:
Francis Cherulinam: Business and Government (Himalaya)
Bowen Howard R Social responsibilities of business
Committee for economic development: Social Responsibilities of Business Corporation.
M. Adhikarey Economic Environment of Business
R Ghosh Economic environment of business Vikas publishing House Pvt.Ltd
ML Jhingan International Environment Vrinda Publication
Giattkau were
BU
SIN
ES
S A
DM
IN
IS
TR
AT
IO
N
Com
pulsory Paper (one)
PAPE
R I: S
TR
AT
EG
IC
M
AN
AG
EM
EN
T
Optional p
ap
ers
(any two
gro
up
s o
f two
pap
ers
No
te: (a s
tud
en
t can
opt for d
isserta
tion
in lieu
of a
ny
on
e of any g
rou
p)
Gro
up
A
: In
stitu
tion
al a
rea
Pap
er I :E
NT
RE
PR
EN
EU
RS
HIP
AN
D S
MA
LL
BU
SIN
ES
S
Pap
er II:
MA
NA
GE
ME
NT
OF
SMA
LL EN
TE
RP
RIS
ES
Group B
: Mark
etin
g A
rea:
Pap
er I: M
AR
KE
TIN
G R
ES
EA
RC
H A
ND
C
ON
SU
ME
R B
EH
AV
IO
UR
Pap
er I1: S
AL
ES
AN
D A
DV
ER
TIS
EM
EN
T M
AN
AG
EM
EN
T
Gro
up
C: H
uman A
rea
Pap
er 1: L
AB
OU
R-M
AN
AG
EM
EN
T R
EL
AT
IO
NS
Paper :
IN
DU
ST
RIA
L A
ND
LA
BO
UR
L
EG
IS
LA
TIO
N
u ohnbvng
M. Com(F) Business Administration
PAPER (COMPULSORY) STRATEGIc MANAGEMENT (BUS AD 62)
Unit I: An overview of strategic Management: Defining Strategy, levels at which strategy
operates; Approaches to strategic decision making:strategicintent,vision, Mission, Business
definition,objectives and goals, Environmental analysis and
Diagnosis:conceptofenvironmentanditscomponents;Environmentscanningandappraisal,
Organisation appraisal,Strategic advantage analysis and diagnosis
Unit I1: Corporate level strategies:Grand, Stability,Expansion, Retrenchment,combinationstrategies,Corporate
Restructuring.Business-level/strategies:Generic
and tactics for business strategies
Unit I: Strategic Analysis and choice: Process of strategic choice, corporate and business
level strategic analysis, Subjective factors in strategic choice, contingency strategies and
strategic plan
Unit IV:Activating Strategies:Interrelationshipbetweenformulation
and implementation,
Aspects of strategy Implementation, Project and Procedural Implementation.Resource
allocation.Structural and Behavioural Implementation.
Unit V: Functional and Operational Implementation:Financial,Marketing.operations/production,Personnel plans and
policies,
information,Integrationoffunctionalplansandpolicies.Strategic evaluation and
control;Techniques of strategic evaluation and control
BOOKS RECOMMENDED
Azhar Kazmi: Business Policy and strategic Management, Tata McGrawHill,
New Delhi, 2005
Jain,P.C.: Strategies Management (Hindi), 2005
Bhattacharry,S.K .And N.Venkataramin: Managing Business Enterprises: Strategies,
Structures and Systems, VikasPublishingHouse,NewDelhi,2004
ern9 elsa
8
Group A (nstitutional Area)
PaperI ENTREPRENEURSHIP AND SMALL BUSINESS (BUS 622
Objective: It provides exposure to the students to the entrepreneurial culture and industrial
growth so as to preparing them to set up and manage their own small units.
Unit-I
Entrepreneurship: Concept, Characteristics, Need, functions, Risk and Types of Risk.
Entrepreneur; Characteristics, Qualities, Functions, Types, Emergence of Entrepreneurial
class. Difference between Entrepreneurship & Entrepreneur. Difference between Entrepreneur &
Manager. Theories of Entrepreneurship, Entrepreneurship& Environment.
Unit-I1 EDP- Meaning Need, Objective, steps, outline, achievemènts and training programme, Institutions Established by the Government, Government Assistance and incentives.
Women Entrepreneurship: Meanings, Characteristics, Qualities, Problems, Steps taken to
help Women entrepreneur.
Unit-III Promotion of a venture: Concepts of Projects, Project Identification, Formulation and Report,
Project Appraisal. Product Selection and Techniques. Raising of funds: Concept, Need, Types and Sources
Unit-IV Small Business: Process of establishing Small Business, Nature, Objectives and Importance
of Small Business. Role of Financial Institutions in financing of small business, Infrastructural
facilities. Latest Government policy with regard to small business. Legal requirements for establishment of new unit. Entrepreneurial Consultancy process and methods, Monitoring techniques.
REFERENCES:1. Desai, Vasant: Dynamics of Entrepreneurial Development
and Management 2. Desai, Vasant: Organisation and Management of small Scale Industry 3. Desai, A.N. : Entrepreneurship and Environment 4. Dvrcker, Perer: Innovation and Entrepreneurship 5. Gupta, C.B.: Entrepreneurship Development 6. Kenneth, P.Van : Entrepreneurship and small Business Management 7. Pareek, Udai & Ven : Developing Entrepreneurship book on Learning System
Kateswara, Rao, T 8. Shukla, M.B. : Entrepreneurship and small Business Management 9. Scholl Hammer & Kuril off: Entrepreneurship Change and small Business Management 10. R.C.Agrawal Udyamita Vikas.(Hindi)
hwerm-9
Paper 11: MA
NA
GE
ME
NT
OF
SM
AL
L E
NT
ER
PR
ISE
S B
USA
D 623)
UN
IT I
: D
efinition of SSE, R
ole
in E
co
no
mic
development, legal
framew
ork, S
SE
V/s
Cottage industry, feasibility report, registration, licensing regulations covering S
SE
. Steps for
starting Small industry.
UN
IT II:
Institu
tion
al assistance, F
inan
cial Assistance, O
pportunity, Scanning C
ho
ice of
Enterprise, O
wnership stru
ctu
res an
d organizational fram
ework, In
frastru
ctu
re for SSI, Inputs
of S
SE
.
UN
IT III: P
rod
uctio
n planning, ch
oice o
f technology, se
lectio
n o
f site, plant lo
cation
and
layout, pro
du
ction
problems o
f SS
I.
UN
IT IV
: Fin
an
cia
l assista
nce to
SS
I : So
urce o
f fixed
capital, SF
C, banks, re
finan
ce fro
m
apex
body for financing fix
ed capital. W
orking capital man
ag
em
en
t in SS
I finan
cia
l problems
of SSI.
UN
IT V
: S
ick
ness in
SS
I : Concept o
f sickness, re
aso
n o
f sickness, reh
ab
ilitatio
no
f sick
units. Cen
tral an
d sta
te g
ov
t. sch
em
es for prom
otion of S
SI, objectives a
nd
fun
ctio
ns of D
IC.
Books R
ecomm
ended:
Desai, V
asant, Managem
ent of S
mall S
cale Industries, Him
alaya Pu
blic
atio
n L
td.
Khan, R
. R., M
anag
emen
t of S
mall S
cale Industries, Him
alaya Pu
blic
atio
n L
td.
Ahuja, B
. N, S
ick
ness in S
mall scale industry, R
eddy and
Reddy
Dr. S
hash
ikala, S
SI in India, V
erma B
ros, D
elhi
Managem
ent of SSI, D
eep and
Deep P
ub
lication
s, New
Delh
i.
Gilk
r
GR
OU
P B
(Marketing A
rea)
PA
PE
RI
MARKETING RESEARCH AND CONSUMER BEHAVIOUR (BUSAD 624
Unit 1:
MarketingR
esearch: Definition, N
ature, Scope, Significance, Types, Organisation,
Scientific M
ethod, Basic M
arketing Methods: T
he Survey, O
bserv
ation
al and Experimental
Methods.
Un
it I1: The R
esearch D
esign, Types and So
urces of D
ata.Hypothesis T
esting, Pre-T
esting
Pilot Study, Sam
pling, Questionnaire, Schedules, P
lace of M
arketing Research
in Ind
ia.
Un
it Ill: Report,
Mo
tivatio
nal R
esearch, Advertising R
esearch, Pro
du
ct Research
. Co
llectio
n
of D
ata, Interpretation of D
ata, Pre
sen
tatio
n o
f Resu
lts &R
esearc
h
Un
it IV: C
on
su
mer B
eh
av
iou
r: Nature, D
ecisio
n P
rocess. A
pplication of C
on
su
mer
Beh
av
iou
r in Marketing, O
rgan
isation
al Buying B
eh
av
iou
r: M
eaning, Facto
rs Influencing
Organisational
Buying, th
e Buying P
rocess.
Un
it V: R
eferen
ce G
roup Influ
en
ce: F
amily B
uying influ
en
ces .Fam
ily Life-C
ycle and
buying roles. Social an
d S
ub
-Cu
ltura
lIn
fluen
ces. M
od
elss o
f Co
nsu
merB
eh
av
io
ur.
Bo
ok
s R
eco
mm
en
ded
:
Narsh
K.M
alh
otra
: Marketing R
ese
arc
h: A
n A
pplied O
rien
tatio
n.P
earso
nE
du
catio
n,A
sia
Th
om
as C
. Kin
near an
d Jam
es R.T
aylor
Mark
etin
gR
esearch
.A
ak
er,K
um
aran
dD
ay
:M
ark
etin
gR
esearch
, John W
ileyandSons, 19
98
Rech
ard
l.
Levin:StatisticsForlManagem
ent: PrenticeHall, N
ewD
elhi.
Hen
ryA
ssaek
:Co
nsu
mer B
eh
av
iou
r And M
arketing Actio
n K
ent Publishing C
o.
Berkm
an and
Gils
on
: Co
nsu
mer B
eh
av
iou
r: Concepts A
nd
Strategies,(Kent Publishing Co.)
Bennet and K
assarjian: C
on
su
merB
eh
av
io
ur,(P
ren
ticeH
allo
fln
dia)
Sh
ifman
an
dK
an
uck
:Co
nsu
merB
eh
av
iou
r, Pearson EducationA sia, 7th
Ed
ition
.Haw
kin
s,Besta
nd
Co
ney
:
Co
nsu
mer B
ehav
iou
r.TataM
cGraw
Hil.
Kothari,C.R. Wishwa Prakashan, NewDelhi
Ku
lk
arn
i,P
rad
han
&P
atil:M
od
ern
Mark
etin
gR
esearch
.Jain
,P
.C
.:V
ip
nan
Sh
od
hP
rab
an
dh
(H
in
di)
Srivastava,P.K.:V
ipnanAnusandhan(H
indi)Jakhotiya,G.N
a VipnanA
nusandhan(Hindi)
H
PAPER II:SALES AND ADVERTISEMENT MANAGEMENT (BUSAD 625)
UNIT I: Sales Management Meaning and scope, function sales, Sales Policy, Sales
Organization-Sales Territories and Sales Quota, Selling Process.
UNIT I: Need for sales force- Recruitment and Selection of sales force- Training of
salesman, Qualities of good salesman, Responsibilities of a sales Manager.
UNIT M1: Advertising-Scope and function, need for advertising, Advertisement planning
Advertising v/s Sales Promotion, Ethical issues in advertising.
UNIT IV: Advertising Media- Role of Media, Types of Media-Merits and demerits, Media
Research, Evaluation and effectiveness of Advertising, Advertising appeal, adverting copy.
UNIT V: The Advertising budget- Advertising agencies, types of legal framework of
advertising. Self regulation of Advertising
Books Recommended:
Cundiff & Still, Sales Management, Prentice Hall of India.
Davar, Salesmanship and Advertising.
Gupta, S. L., Sales and Distribution Management, Excel Books India.
Agrawal, C. L., Advertisement and sales promotion, SBPD., Agra.
kt
GROUP C (HUMAN AREA) PAPER1: LABOUR-MANAGEMENT RELATIONS (BUSAD 626)
Unit 1: Industrial Relations: concept and Parties, Rise and Growth, Industrial Relations and Human Relations, Changing pattern of Industrial settlement, State action
Unit I1: Trade Unions: Problems and remedies, Recent Trends in Trade Union Movement in
India, Employers, Organizations and their role
Unit II1: Collective Bargaining: Concept, Need, Process-Collective Bargaining in India:
Progress, Prerequisites for success, Wage Boards
Unit IV: Worker's Participation in Management Concept, Need, Objectives of Participation
- Indian Scene: Forms, Progress, Barriers ,Remedial Measures
Unit V: International Labour Organization: Objectives, Principles, Functions,
Organization, impact of ILO on Indian Labour, Labour Productivity: Concept, Causes of
low Productivity. Measures for improving productivity
BOOKS RECOMMENDED
Myres, C.A. : Industrial Relationsin India
Pigorsand Myres: Reading in Personnel Administration Agarwal, R.D.:
Dynamics of Labour Relations
Punekar,S.: Industrial Peace in India
Vaid,K.N. : Labour Management Relation in India
Shrivastava G.L.: Collective Bargaining and Labour Management Relations in India
Agnihotri, V.: Industrial Relations
Sharma, Surana and Srivastava: Prabandhevam Audhyogic Samb and h,Hindi Tanic Zivan:
Participation in Management
Coelelou
3
PAPER II
INDUSTRIAL AND LABOUR LEGISLATION
(BUSAD
Unit I: Need for Labour Legislation, Principles of Labour Legislation, Factories Act, 1943
Unit I: Concept of Wages; Payment of Wages Act, 1936. Minimum Wages Act,I948
Unit : Industrial Disputes Act, 1947; Machinery for settlement of Industrial
Dispute,
Provisions regarding Strikes and Lock outs,
Retrenchment and Layoff
Unit IV: Social Security: Workman's
Compensation Act,1923,
Employee's State
InsuranceAct,1948
Unit V: Provident Fund Act,1952 Payment of BonusAct,1965 Payment of Gratuity Act, 1972
Trade Unions Act, 1926
BOOKS RECOMMENDED
Acts Sanaray: Industrial and Labour Laws of India
Bhar, B.K.: A Hand Book of Industrial Law
Shukla, S.M.: Audhyogic Sanniyam, Hindi
Saxena, S.C.: Audhyogicsaniyam,
Hindi
Mathur and Saxena: Vyaparik evam
Audhyogic Sanniyam, Hindi
Vaid, K.N.: State and Labour in India
Chawla and Garg: A Text Book of Industrial Law
Clte
l4