Syllabus for BBA D-III Specialisation:
Marketing Area
Paper -6(H) Elective
–I: Fundamentals of Buying Behaviour
Unit –I
Consumer Behaviour: Introduction to consumer behaviour, definition of
consumer behaviour, individual consumer Vs organisational consumer, Consumer Behaviour,
Marketing strategy.
Unit-II
Consumer Motivation: Concept of motivation, needs, goals, Maslow’s
hierarchy of human needs, motivational research.
Unit-III
Research in Consumer behaviour
Unit-IV
Learning and Consumer involvement: Concept of learning, behaviour learning
theories,
Unit-V
Consumer Perception: Concept of perception , dynamics of Perception ,
Consumer Imagery.
Unit-VI Consumer attitude and attitude change: The nature of consumer attitudes, attitudes,
formation, changing consumer attitudes
Unit-VII
Group dynamics and consumer preference groups: definition of groups,
consumer –relevant groups, reference groups, application of the reference group
concept.
Unit
–VIII Consumer Psychographic and life styles
Unit –IX
Personality and Consumer Behaviour
Unit –X
Consumer decision –making and its process
Unit –XI
Industrial buying behaviour, Consumer behaviour audit
Paper -7(H) Elective –II: Creative Advertising &
Sales
Unit –I Introduction:
Definition of Advertising, Characteristics of advertising, Benefits of Advertising,
The advertising world –adversities, advertising agencies, media and the target
of audience.
Unit-II Advertising
Planning: Setting the advertising objectives, defining the target audience,
Product Personality and receptions, marketing objectives, applying DAGMAR,
Advertising appropriation – Methods of determining appropriation.
Unit-III Creative
Strategy: The position strategy, the choice of appeal and the mode of message.
The use of comparative messages.
Unit-IV Media
Decisions :Concept, Role of Media , Types of Media ,media characteristics ,
Media Planning models (Press model & cinema models ), concept of media
scheduling .
Unit-V Evaluation
of advertising effectiveness: Areas of effectiveness, basic approaches to
testing advertisements (methods of pre and post –testing)
Unit-VI
Introduction to Physical Distribution: Concepts,
distribution as a link between production and marketing, Importance of Physical
distribution.
Unit-VII
Designing a distribution System: Steps in designing a distribution system
Unit
–VIII Warehouse management: Concept, role and importance of warehousing,
designing a warehousing system.
Unit –IX Transport: Importance tasks in transportation management, Modes of
transportation: Truck, rail, air & water, choosing a transport
Unit –X Sales Management: Meaning, objective and task of
sales management
Unit –XI Salesperson’s
role: Role of sales person in reducing buyer dissonance, sales objections,
obstacles, closing and the sales and follow up.
Unit –XII Territory Management:
Sales territory concepts, reasons for
establishing sales territories, meaning of quota, procedures for setting sales
volume quotas.
Unit –XIII Evaluation: Standard performance ( quota , selling expense ratio
, order call ratio ),Comparing actual performance with standard actions .
Syllabus for BBA D-III Specialisation:
Finance Area
Paper -6(H) Elective
–I: Banking Concepts and Practices
Unit –I Introduction: Evolution of commercial banks, meaning and
definition of banking ,features of banking, classification of banks.
Unit-II Banking System: Banking concepts of different types of Banking
System , An overview and structure of Indian Banking system , recent
developments in Banking Sector.
Unit-III Commercial
Banking: Basic concepts of commercial banks, Role of commercial banks in
financial market, creation of credit by commercial banks and factors affecting
credit creation.
Unit-IV Commercial Banks and Customers Relationships: Definition of customer to commercial banks, features
of contractual customer relationships, customer oriented rights of a customer
and a banker, protection to collecting and paying bankers under NI act, banking
ombudsman, consumer forums.
Unit-V Recent trends in Indian Banking: Recent regulations on commercial Banks in India –prudential
norms, capital adequacy norms, and SARFAIST Act 2002
Paper -7(H) Elective –II: Securities & Securities
Market
Unit –I Securities
& Securities Markets: Different
kind of equity and debts securities, organised security markets over counter
(OTC), Market trading agreements, regulations securities market by SEBI and RBI
Unit-II Risk
and Return: Risk classification, systematic and unsystematic risk management,
standard deviation, variance, regression equations, correlation coefficients, probability
distributions, statistical methods.
Unit-III
Bond Market: Bond analysis, Bond selection, YTM, common stock analysis,
Earnings analysis.
Unit-IV Stock
Market: Technical Analysis, Fundamental Analysis, Efficient Market Theory.
Unit-V Portfolio
Management: Diversified Portfolios, Investment performance evaluation,
mutual funds
