B-Kgvm© weR‡bm g‡Wj 4

E-Commerce Business Model

B-Kgv‡m©i Kj¨v‡Y N‡i e‡mB Kw¤úDUv‡ii mvnv‡h¨ †µZviv mviv we‡k¦i evRviRvZKvix‡`i cY¨ I †mev mvP© Ki‡Z
cv‡i Ges cÖ‡qvRb Abyhvqx AW©vi w`‡Z cv‡i| AW©vi cÖ`vb I cY¨ †Wwjfvix MÖn‡Y ¯^íZg mgq e¨q nq; w`b-ivZ 24
N›UvB AW©vi †`qv hvq, mieivn †bqv Qvov AviI eûwea myweavi Kvi‡Y B-Kgv‡m©i e¨envi, ¸iæZ¡ Ges Kvh© cwiwa
cÖwZwbqZ e„w× cv‡”Q| evRviRvZKvix Ges †µZv e¨vcKfv‡e DcK…Z n‡”Q| Z‡e †Kv¤úvwb ev e¨emv
cÖwZôvb¸‡jv‡K B-Kgv‡m© mdjZvi Rb¨ Aek¨B †KŠkj wba©viY I m¤úv`b Ki‡Z nq| GKwU e¨emvwqK g‡Wj n‡jv
GKwU e¨emv c×wZ hvi gva¨‡g †Kv‡bv †Kv¤úvwb ev e¨emvwqK cÖwZôvb wb‡R‡`i e¨emv avivevwnKfv‡e cwiPvjbv
Ki‡Z Avq DcvR©b Ki‡Z cv‡i| B-Kgvm© weR‡bm g‡Wj n‡jv Ggb GKwU e¨emvwqK g‡Wj hv B›Uvi‡bU Ges Iqvì©
IqvBW I‡q‡ei mvwf©mmg~n e¨envi K‡i e¨emvwqK jÿ¨ AR©b K‡i| Z‡e e¨emvwqK g‡Wj Zvi mg¯Í Kvh©vejx
myôfv‡e m¤úv`b K‡i e¨emvwqK g‡W‡ji Kvh©Kix Dcv`vbmg~‡ni gva¨‡g|

BDwbU mgvwßi mgq BDwbU mgvwßi m‡e©v”P mgq 2 mßvn

GB BDwb‡Ui cvVmg~n

cvV- 4.1 : B-Kgvm© weR‡bm g‡Wj

cvV- 4.2 : B-Kgvm© weR‡bm g‡W‡ji aib
cvV- 4.3 : weUzwe I weUzwm g‡W‡ji aib

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cvV-4.1 B-Kgvm© weR‡bm g‡Wj

E-Commerce Business Model
D‡Ïk¨
G cvV †k‡l Avcwb
 B-Kgvm© weR‡bm g‡Wj m¤ú‡K© Rvb‡Z cvi‡eb; Ges
 B-Kgvm© weR‡bm g‡W‡ji Kvh©Kix Dcv`vbmg~n e¨vL¨v Ki‡Z cvi‡eb|
f‚wgKv
Introduction
mvaviY A‡_© gybvdv AR©‡bi D‡Ï‡k¨ cY¨`ªe¨ µqweµq msµvšÍ KvR‡K e¨emv ejv nq| wKšÍz cÖK…Z A‡_©, e¨emv
ïaygvÎ cY¨-`ªe¨ µq-weµ‡qi g‡a¨B mxgve× bq| Gi A_© AviI e¨vcK I we¯Í„Z| cY¨ mvgMÖx I †mev Drcv`b
†_‡K ïiæ K‡i †fv³v ev e¨enviKvixi Kv‡Q †cuŠ‡Q †`qv ch©šÍ hveZxq ˆea A_©‰bwZK Kg©KvÐB e¨emv| GKwU
e¨emvi ïiæ †_‡K †kl ch©šÍ Kvh©µ‡gi cwiKíbv I M‡elYvi wjwce× iƒc|
weR‡bm g‡Wj n‡jv GKwU e¨emv‡K jvfRbK ch©v‡q wb‡q †h‡Z †h cwiKíbv¸‡jv MÖnY Kiv nq Zvi GKwU mywbw`©ó
I myMwVZ KvVv‡gv| e¨emvwqK †KŠk‡ji †ÿ‡Î weR‡bm g‡WjwU GK iKg bvI n‡Z cv‡i| GwUi †KŠkj cwieZ©b I
cwiea©b n‡Z cv‡i cÖwZ‡hvwMZvg~jK cwi‡ek‡K wfwË K‡i| Z‡e †h‡Kv‡bv e¨emvi cwiKíbvi †K‡›`ª Ae¯’vb K‡i
weR‡bm ev e¨emvwqK g‡Wj| e¨emvwqK cwiKíbv n‡jv GKwU bw_ hv †Kv‡bv dv‡g©i ev e¨emv cÖwZôv‡bi e¨emv‡qi
g‡Wj eY©bv K‡i| Z‡e e¨emvwqK cwiKíbv me mgq cÖwZ‡qvwMZvg~jK cwi‡ek we‡ePbv K‡i| mvwe©K w`K †_‡K B-
Kgvm© weR‡bm g‡W‡ji D‡`k¨ n‡jv B›Uvi‡bU, I‡qe I †gvevBj cøvUd‡g©i Abb¨ ˆewkó¨mg~‡ni e¨envi Kiv I
Drmvn AR©b Kiv|

wPÎ 4.1.1: GKwU mvaviY E-Commerce weR‡bm g‡Wj

B-Kgvm© e¨emvwqK g‡W‡ji g~j Dcv`vbmg~n
The key components of E-Commerce business models
ïaygvÎ B-Kgvm© e¨emv bq †h‡Kv‡bv e¨emv mdj Kivi Rb¨ cÖ‡qvRb e¨emvwqK g‡W‡ji Dcv`vbmg~n Kvh©Kix Kiv|
†h‡Kv‡bv e¨emv mdjZvi Rb¨ cÖwZwU Dcv`vbB ¸iæZ¡c~Y©| B-Kgvm© weR‡bm g‡W‡ji †ÿ‡Î AvUwU Kvh©Kix Dcv`vb
i‡q‡Q| †hgb-
1| g~j¨ cÖ¯Íve (Value proposition)

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2| AvqKi g‡Wj (Revenue model)

3| evRv‡ii my‡hvM (Market opportunity)
4| cÖwZ‡hvwMZvg~jK cwi‡ek (Competitive environment)
5| cÖwZ‡hvwMZvg~jK myweav (Competitive advantage)
6| evRvi †KŠkj (Market strategy)
7| mvsMVwbK Dbœqb (Organizational development)
8| cwiPvjbv `j (Management team)

wPÎ 4.1.2 : weR‡bm g‡W‡ji AvUwU Dcv`vb

g~j¨ cÖ¯Íve
Value proposition
†Kv‡bv ms¯’vi ev e¨emvi g~j¨ cÖ¯ÍvewU Zvi e¨emvwqK g‡W‡ji †K‡›`ª Ae¯’vb K‡i| g~j¨ cÖ¯Íve ej‡Z †evSvq †Kv‡bv
†Kv¤úvwb ev e¨emvwqK cÖwZôv‡bi cY¨ I cwi‡mev wKfv‡e †µZv‡`i ev MÖvnK‡`i Pvwn`v c~iY K‡i| Z‡e g~j¨ cÖ¯ÍvewU
we‡kølY Kivi Rb¨ cÖ‡qvRb †Kb MÖvnKiv GKwU e¨emvwqK cÖwZôv‡bi c‡Y¨i cwie‡Z© Ab¨ GKwU cÖwZôv‡bi cY¨ MÖnY
K‡i Ges †mB cÖwZôvbwU wK wK ai‡bi myweav MÖvnK‡`i w`‡q _v‡K| †fv³vi `„wó‡KvY †_‡K mdj B-Kgvm© e¨emvi g~j¨
cÖ¯Íve¸‡jv AšÍ©fz³ _v‡K e¨w³MZKiY Ges cY¨ Advi Kv÷gvB‡Rkb, cY¨ AbymÜv‡bi e¨q Kgv‡bv, c‡Y¨i `vg
Zzjbvg~jK Kgv‡bv Ges cY¨ mieivn cwiPvjbv K‡i †jb‡`b cÖwµqv mnRZi Kiv| D`vniY¯^iƒc ejv hvq A¨vgvRb
†Kv¤úvwb Zv‡`i MÖvnK‡`i myweavi Rb¨ 24 N›Uv eB‡qi AW©v‡ii e¨e¯’v K‡i‡Qb|

AvqKi g‡Wj
Revenue model
†Kv‡bv †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi AvqKi g‡Wj eY©bv K‡i wKfv‡e †Kv¤úvwbwU ev e¨emvwqK cÖwZôvbwU
DcvR©b Ki‡e, gybvdv AR©b Ki‡e Ges ¯^í wewb‡qv‡M wKfv‡e m‡e©v”P Avq Ki‡e| Z‡e AvqKi g‡W‡ji mv‡_
Avw_©K g‡W‡ji wewbgq Kiv hvq| e¨emvwqK cÖwZôvb¸‡jvi KvRB n‡jv Dfq †ÿ‡Î gybvdv AR©b Ges wewb‡qvMK…Z
g~jab †_‡K Ab¨ †h‡Kv‡bv weK‡íi †P‡q †ewk gybvdv AR©b Kiv| ïaygvÎ gybvdvB †Kv‡bv cÖwZôv‡bi mdjZvi Rb¨
h‡_ó bq| cÖwZôvb‡K mdj wn‡m‡e we‡ewPZ nIqvi Rb¨ Aek¨B weKí c×wZi †P‡q †ewk Avq Ki‡Z n‡e| Zv bv
n‡j cÖwZôvb¸‡jv fwel¨r Aw¯Í‡Z¡i evB‡i P‡j hv‡e|

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hw`I wewfbœ ai‡bi B-Kgv‡m©i AvqKi g‡W‡ji weKvk ev DbœwZ mvwaZ n‡q‡Q ZviciI †ewki fvM †Kv¤úvwb ev
e¨emvwqK cÖwZôvb¸‡jvi AvqKi g‡Wj wb¤œwjwLZ wKQz g‡W‡ji mswgkÖ‡Yi Dci wbf©i K‡i; †hgb-
1| weÁvc‡bi AvqKi g‡Wj (Advertising revenue model)
2| mvew¯Œckb AvqKi g‡Wj (Subscription revenue model)
3| †jb‡`b-wd AvqKi g‡Wj (Transaction fee revenue model)
4| weµq AvqKi g‡Wj (Sales revenue model)
5| Gwdwj‡qU AvqKi g‡Wj (Affiliate revenue model); BZ¨vw`|

AvqKi g‡Wj D`vniY AvqK‡ii Drm

weÁvcb Yahoo weÁvcb`vZv‡`i KvQ †_‡K weÁvc‡bi wewbg‡q wd
MÖnY|
mvew¯Œckb eHarmony, Consumer Reports Kb‡U›U ev †mev¸‡jv A¨v‡·‡mi wewbg‡q MÖvnK‡`i
Online, Netflix KvQ †_‡K wd MÖnY|
†jb‡`b-wd eBay, †jb‡`‡bi Kvh©vewj m¤úvw`Z Kivi Rb¨ wd MÖnY|
weµq Amazon, Birchbox, iTunes cY¨, Z_¨ A_ev †mevmg~n weµq|
Gwdwj‡qU MyPoints e¨emv‡qi †idv‡iݸ‡jvi Rb¨ wd MÖnY|
†Uwej 4.1.1 : cuvPwU cÖv_wgK AvqKi g‡Wj
evRv‡ii my‡hvM
Market Opportunity
mvaviYZ evRvi ej‡Z Ggb GKwU ¯’vb‡K eySvq †hLv‡b cY¨mvgMÖxi µqweµq Kvh© m¤úvw`Z nq| wKš‘
evRviRvZKiY e¨e¯’vi gv‡S i‡q‡Q †µZv wbe©vPb Kiv, †µZvi cÖ‡qvRb m¤ú‡K© Rvbv, cY¨ ev †mevi weÁvcb ˆZwi
K‡i †µZvi wbKU cY¨ ev †mevi msev` †cŠuQv‡bv BZ¨vw`| Avi weµq e¨e¯’vi g‡a¨ i‡q‡Q †µZvi mv‡_ †hvMv‡hvM
Kiv, cY¨ ev †mev weµq Kiv, digv‡qk MÖnY I Zv c~iY Kiv BZ¨vw`|
evRv‡ii my‡hvM ej‡Z †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi wba©vwiZ gv‡K©U‡cøm‡K eySvq †hLv‡b †Kv¤úvwb ev
e¨emvwqK cÖwZôvb cÖwZ‡hvwMZv Ki‡e Ges m‡e©v”P gybvdvi w`KwUi cÖwZ `„wócvZ Ki‡e| ev¯ÍweK A‡_© evRv‡ii
my‡hvM ej‡Z evRv‡ii cÖwZwU we‡kl Ask‡K eySvq †hLv‡b cÖwZ‡hvwMZvi gva¨‡g gybvdv ev ivR¯^ Aw©RZ
© nq|

cÖwZ‡hvwMZvg~jK cwi‡ek
Competitive Environment
GKRb e¨emvqx‡K ïay e¨emv‡qi cÖK…wZ Ges e¨emv‡qi wewfbœ iƒc m¤ú‡K© Rvb‡jB P‡j bv, mwZ¨Kv‡ii gybvdvi
Rb¨ Zv‡K e¨emv‡qi cwi‡ek m¤ú‡K© Ávb AR©b Ki‡Z nq| †h‡Kv‡bv cÖwZôv‡bi gv‡K©wUs Kvh©µg cÖwZôv‡bi
Af¨šÍixY I evwn¨K wewfbœ Dcv`vb Øviv cÖfvweZ nq| eZ©gvb cÖwZ‡hvwMZvg~jK I cwiewZ©Z evRvi cwi‡ek m¤ú‡K©
†h‡Kv‡bv †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi mg¨K Ávb _vKv cÖ‡qvRb| Gi mv‡_ cÖwZôv‡bi Af¨šÍixY wewfbœ wefvM
I Zvi Kvh©µ‡gi Z_¨I ¸iæZ¡c~Y©|
e¨emvi cwi‡ek we‡køl‡Yi Dci gv‡K©wUs‡qi mdjZv wbf©i K‡i KviY wewfbœfv‡e cwi‡e‡ki Dcv`vbmg~n
gv‡K©wUs‡qi Dci cÖfve we¯Ívi K‡i| cwi‡e‡ki mv‡_ h_vh_ mgš^q mvab bv Ki‡Z cvi‡j GKwU e¨emvwqK cÖwZôvb
ev †Kv¤úvwb evRv‡i `xN© †gqv‡` wU‡K _vK‡Z cv‡i bv| ZvB e¨emvi cwi‡ek‡K Mfxifv‡e ch©v‡jvPbv Kiv cÖ‡qvRb|
e¨emvi cwi‡e‡ki cwieZ©b †h‡Kv‡bv e¨emvwqK cÖwZôv‡bi ev †Kv¤úvwbi Rb¨ AZ¨šÍ ¸iæZ¡c~Y© welq KviY evRv‡ii
cÖeYZv AbymiY Ges my‡hvM AbymÜvb K‡i Zv‡K cwiKíbv I †KŠkj wbav©iY Ki‡Z nq|

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g~jZ GKwU †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi cÖwZ‡hvwMZvg~jK cwi‡ek Ab¨vb¨ cÖwZôvb¸‡jv‡K Abyiƒc cY¨ weµq
Ki‡Z GKB evRv‡ii Ae¯’v‡b cwiPvjbv K‡i| GwU g~jZ Av‡jvPbv K‡i weKí cY¨ I evRv‡i m¤¢ve¨ bZzb
e¨emvqx‡`i Dcw¯’wZ I mieivnKvix‡`i cÖwZ‡hvwMZvi welq¸‡jv wb‡q| Z‡e †Kv¤úvwb ev e¨emvwqK cÖwZôvb¸‡jv‡Z
cÖZ¨ÿ I c‡ivÿ Dfq cÖwZ‡hvMx _v‡K|

cÖwZ‡hvwMZvg~jK myweav
Competitive Advantage
cÖwZ gyûZ© e¨emv‡K cwieZ©bkxj we‡k¦ cÖwZ‡hvwMZvi mv‡_ cvjøv w`‡q wU‡K _vK‡Z n‡”Q| GKRb e¨e¯’vcK GKwU
dvg© ev e¨emvwqK cÖwZôvb‡K fvj fv‡e Ges cÖwZ‡hvwMZvg~jK evRv‡i mdjfv‡e cwiPvjbv Ki‡Z cv‡i
cÖwZ‡hvwMZvg~jK myweav ev¯Íevq‡bi g‡a¨ w`‡q|
cÖwZ‡hvwMZvg~jK myweav n‡jv GKwU cÖwµqv hv †Kv‡bv cÖwZôv‡bi m‡e©v”P †KŠkj ev cwiKíbv e¨envi K‡i †KŠkjMZ
myweav AR©b Kiv| g~jZ e¨emvwqK cwi‡e‡k mKj e¨emvwqK cÖwZôvb‡K ev †Kv¤úvwb‡K cÖwZ‡hvwMZv †gvKv‡ejv
Ki‡Z nq| cÖwZ‡hvwMZvq wU‡K _vKvi Rb¨ cÖwZôvb‡K MÖvn‡Ki mš‘wói Rb¨ KvR Ki‡Z nq, Avi MÖvnK mš‘wó AR©b
Kiv hvq cÖwZ‡hvMx‡`i †_‡K †ewk myweav cÖ`v‡bi gva¨‡g| cÖwZ‡hvMx‡`i Zzjbvq †Kv‡bv we‡kl myweavi Kvi‡Y m‡e©v”P
MÖvnK mš‘wó Ges f¨vjy cÖ`v‡bi ÿgZv AR©b‡K cÖwZ‡hvwMZvg~jK myweav †evSvq|
†Kv‡bv †Kv¤úvwbi ev e¨emvwqK cÖwZôvb hLb GKwU fvj gv‡bi cY¨ Drcv`b K‡i Ges hv †µZvi m‡e©v”P m‡šÍvwó
cÖ`vb K‡i I cÖwZ‡hvMx‡`i Zzjbvq Kg `v‡g evRv‡i weµq K‡i ZLbB cÖwZ‡hvwMZvg~jK myweav AR©b K‡i| GB
cÖwZ‡hvwMZvg~jK myweav wek^e¨vcx ev RvZxq ch©v‡qi evRvi¸‡jv‡Z weKvk jvf Ki‡Z cv‡i|

evRvi †KŠkj
Market Strategy
†KŠkj n‡jv KZK¸‡jv cÖwZ‡hvwMZvg~jK Kg©KvÐ I e¨emvi `„wófw½i mswgkÖ‡Y MwVZ GKwU Kvh©µg, hv
e¨e¯’vcKMY †µZv m‡š‘vwó, mdj cÖwZ‡hvwMZv Ges mvsMVwbK D‡Ïk¨vewj AR©‡bi Rb¨ cÖ‡qvM K‡i| Z‡e evRv‡i
cÖwZ‡hvwMZvg~jK myweav AR©‡bi Rb¨ †h †KŠkj MÖnY Kiv nq Zv‡K e¨emv †KŠkj e‡j|
evRvi †KŠkj ej‡Z †evSvq wKfv‡e †Kv‡bv †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi Drcvw`Z cY¨ evRv‡i cÖ‡ek Ki‡e
Ges Zvi Pvwn`v MÖvnK‡`i gv‡S e„w× cv‡e| cY¨ hZB gvbm¤§Z †nvK bv †Kb evRv‡i Zvi wewµ †KŠkj I evRv‡i
Pvwn`vi †KŠkjB cÖavb KvR| Z‡e †µZv‡`i h_vmg‡q h_vh_ cY¨ †mev w`‡Z bv cvi‡j evRvi †KŠkj †Kv‡bv Kv‡R
jvM‡e bv|

mvsMVwbK Dbœqb
Organizational Development
mvaviYZ GKwU cÖwZôv‡bi e¨e¯’vcbv cwiPvjK †_‡K ïiæ K‡i me©wb¤œ¯Í‡ii Kgx© ch©šÍ cÖ‡Z¨‡Ki KvR I `vwqZ¡ wK
n‡e, G‡`i ga¨Kvi m¤úK©, KZUzKz `vwqZ¡ I ÿgZv _vK‡e, Kvi wK c` ev c`gh©v`v n‡e Zv mewKQyB wba©viY Kivi
Rb¨ e¨e¯’vcbv msMV‡bi m„wó n‡q‡Q|
eZ©gvb hy‡M bZzb cÖhwy ³ I hš¿cvwZ D™¢veb Ges AvaywbK Drcv`b I e›Ub c×wZi D™¢veb N‡U‡Q| G me bZzb cÖhyw³
I c×wZi mبenv‡ii gva¨‡g e¨emv‡qi Dbœqb mvab GKgvÎ DËg msMVb KvVv‡gvi gva¨‡gB m¤¢e| GRb¨B
kw³kvjx e¨e¯’vcbv msMVb cÖwZôvi Ici eZ©gvb mg‡q A‡bK †ewk ¸iæZ¡v‡ivc Kiv nq|
†h mKj †Kv¤úvwb ev e¨emvwqK cÖwZôvb e„w× I DbœZ n‡Z Avkv K‡i Zv‡`i Aek¨B mvsMVwbK Dbœq‡bi Rb¨ GKwU
cÖ‡qvRbxq cwiKíbv _vKv cÖ‡qvRb, hv we¯ÍvwiZ eY©bv Ki‡e wKfv‡e ms¯’vwU cwiPvwjZ, Drcv`b, evRviRvZKiY,

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gv‡K©wUs, †fv³vi m‡š‘vwó AR©b Ki‡e| cÖwZwU †ÿ‡Î mvsMVwbK KvVv‡gv‡Z Dbœq‡bi gva¨‡g †Kv¤úvwb ev e¨emvwqK
cÖwZôvb¸‡jv A_©‰bwZK I mvgvwRK Dbœqb m¤úvw`Z K‡i _v‡K|

cwiPvjbv `j
Management Team
mvaviYZ †Kv‡bv ¸iæZ¡c~Y© wel‡q wm×všÍ MÖn‡Yi Rb¨ KwZcq wewkó Kg©KZ©v‡K wb‡q cwiPvjbvKvix `j MwVZ nq|
cwiPvjbvKvix `jwU mwgwóMZfv‡e KvR K‡i Ges Kvh© m¤úv`‡bi Rb¨ m`m¨MY wb‡R‡`i g‡a¨ gZvgZ wewbgq
K‡i| ZvB cwiPvjbvKvix `j n‡”Q GKvwaK e¨w³ wb‡q MwVZ GKwU msMVb hvi Ici †Kv‡bv we‡kl D‡Ïk¨ mva‡bi
Rb¨ cÖkvmwbK `vwqZ¡ ev †Kv‡bv Kvh©fvi Awc©Z nq| eZ©gvb mg‡q me ai‡bi mn‡hvwMZvg~jK Kg©Kv‡Û
cwiPvjbvKvix e¨vcKfv‡e Kvh©Ki f‚wgKv cvjb Ki‡Q| GKwU kw³kvwj cwiPvjbv `j evRv‡ii Ab¨vb¨
wewb‡qvMvKvix‡`i wek^vm‡hvM¨Zv, evRvi m¤úwK©Z Ávb I e¨emv‡qi cwiKíbv ev¯Íevq‡bi ch©vß aviYv cÖ`vb K‡i
_v‡K| ZvB evRv‡i wb‡R‡`i cÖfve we¯Ív‡ii †ÿ‡Î GKwU kw³kvjx cwiPvjbv `j eo ai‡bi wbqvgK wn‡m‡e
we‡ewPZ|

wb‡¤œ cÖ`wk©Z †Uwej 4.1.2 wU GKwU e¨emvwqK g‡W‡ji AvUwU Dcv`vb Ges cÖwZwU Dcv`vb‡K mdjfv‡e weKv‡ki
Rb¨ ms‡ÿ‡c g~j dvskb‡K wb‡`©k K‡i|
Dcv`vb g~j dvskb ev g~j wRÁvmv
g~j¨ cÖ¯Íve †Kb †µZviv GKwU wbw`©ó †Kv¤úvwbi ev e¨emvwqK cÖwZôv‡bi cY¨ µq Ki‡e?
AvqKi g‡Wj wKfv‡e †Kv¤úvwb ev e¨emvwqK cÖwZôvb Avq Ki‡e?
evRv‡ii my‡hvM †Kvb ai‡bi evRv‡i cY¨ cwi‡ewkZ n‡e Ges Zvi AvKvi KZ n‡e?
cÖwZ‡hvwMZvg~jK cwi‡ek †Kvb ai‡bi †Kv¤úvwb ev e¨emvwqK cÖwZôvb evRvi `Lj Ki‡e?
cÖwZ‡hvwMZvg~jK m~weav †Kv¤úvwb ev e¨emvwqK cÖwZôvb evRv‡i wK wK ai‡bi we‡kl myweav cÖ`vb K‡i?
evRvi †KŠkj Uv‡M©UK…Z †µZv‡`i AvK…ó Ki‡Z wKfv‡e cY¨ ev cwi‡mev cÖPv‡ii cwiKíbv Kiv?
mvsMVwbK Dbœqb e¨emv‡qi cwiKíbv ev¯Íevq‡b wK ai‡bi mvsMVwbK KvVv‡gv cÖ‡qvRb?
cwiPvjbv `j e¨emvwqK cÖwZôv‡bi cwiPvjbvKvix‡`i Kx ai‡bi AwfÁZv I cUf‚wg ¸iæZ¡c~Y©?
†Uwej 4.1.2 : e¨emvwqK g‡W‡ji Kvh©Kix Dcv`vbmg~n I Zv‡`i g~j dvskb

mvims‡ÿc :
B›Uvi‡b‡Ui gva¨‡g B-Kgvm© AvšÍR©vwZK e¨emv‡K ØvicÖv‡šÍ wb‡q G‡m‡Q| evRviRvZKi‡Y G‡m‡Q bZzb MwZ,
bZzb ˆewkó¨| mKj †kªwYi †µZv-we‡µZv B-Kgvm© Gi gva¨‡g e¨vcKfv‡e DcK…Z n‡”Q| B-Kgvm© weR‡bm
g‡Wj n‡jv GKwU e¨emv‡K jvfRbK ch©v‡q wb‡q †h‡Z †h cwiKíbv¸‡jv MÖnY Kiv nq Zvi GKwU mywbw`©ó I
myMwVZ KvVv‡gv| GwUi †KŠkj cwieZ©b I cwiea©b n‡Z cv‡i cÖwZ‡hvwMZvg~jK cwi‡ek‡K wfwË K‡i| e¨emv
g‡W‡ji AšÍ©fz³ Dcv`vb¸‡jv Avq, e¨q, Acv‡iwUs †KŠkj, K‡c©v‡iU KvVv‡gv, weµq, gv‡K©wUs c×wZ¸‡jvi
g‡a¨ Kvh©KvwiZvmn e¨emv‡qi mg¯Í dvskb‡K wb‡`©k I mgwš^Z K‡i| Avevi e¨emvwqK g‡Wj †Kv‡bv cÖwZôv‡bi
bxwZ, cwiPvjbv, cÖhyw³ Ges Av`©k e¨emvi g‡Wj m¤ú‡K© e¨vL¨v K‡i|

BDwbU 4 c„ôvÑ 80
weweG †cÖvMÖvg B-Kgvm©

cvV-4.2 B-Kgvm© weR‡bm g‡W‡ji aib

Types of E-Commerce Business Models

D‡Ïk¨
G cvV †k‡l Avcwb
 B-Kgv‡m© cÖavb cÖavb weR‡bm g‡Wj¸‡jv m¤ú‡K© Rvb‡Z cvi‡eb; Ges
 B-Kgv‡m©i wewfbœ ai‡bi weR‡bm g‡Wjmg~n we¯ÍvwiZ e¨vL¨v Ki‡Z cvi‡eb|
fzwgKv
Introduction
B-Kgvm© B›Uvi‡bU, B›Uªv‡bU I G·Uªv‡bU e¨envi K‡i PvwjZ nq weavq e¨emvi Kvh©µ‡g AvaywbK cÖhyw³i e¨vcK
e¨envi n‡q _v‡K| B-Kgvm© †fv³v ev †µZv, e¨emvqx Ges e¨emvq cÖwZôvb cÖ‡Z¨‡Ki cÖ‡qvRbxqZv Dc¯’vc‡bi
ch©vß myweav cÖ`vb K‡i _v‡K| we‡kl K‡i c‡Y¨i ¸YMZ gvb Dbœqb K‡i Ges e¨emvwqK LiP Kgvq, m‡e©vcwi gvb
m¤úbœ `ªæZ †mev cÖ`v‡bi my‡hvM m„wó K‡i| Z‡e B-Kgv‡m©i weR‡bm g‡Wj wewfbœ ai‡bi n‡q _v‡K| †hgb-
1| e¨emv †_‡K e¨emv g‡Wj (Business to Business – B2B)
2| e¨emv †_‡K †fv³v g‡Wj (Business to Consumer – B2C)
3| †fv³v †_‡K †fv³v g‡Wj (Consumer to Consumer – C2C)
4| †fv³v †_‡K e¨emv g‡Wj (Consumer to Business – C2B)
DcwiD³ PviwU g‡Wj QvovI AviI wZbwU g‡Wj i‡q‡Q †h¸‡jv mvnv‡h¨I B-Kgv‡m©i Kvh©vw` m¤úvw`Z nq| h_v-
1| e¨emv †_‡K miKvi (Business to Government – B2G)
2| miKvi †_‡K e¨emv (Government to Business – G2B)
3| miKvi †_‡K †fv³v (Government to Consumer – G2C)

e¨emv †_‡K e¨emv g‡Wj

Business to Business – B2B
B2B g‡Wj g~jZ cvBKvwi e¨emvi gZB †hLv‡b †µZv I we‡µZv Df‡qB e¨emvqx; hviv G‡K Ac‡ii wbKU cY¨ ev
†mev µq-weµq K‡i _v‡K| G ai‡bi g‡W‡j GKwU e¨emv cÖwZôvb Ab¨ GKwU e¨emv cÖwZôv‡bi wbKU cY¨ weµq
K‡i _v‡K| A_©vr †mev ev cY¨ Drcv`bKvix Ges MZvbyMwZK cvBKvwi e¨emvqx‡`i g‡a¨ G ai‡bi †jb‡`b
m¤úvw`Z n‡q| ZvB GLv‡b cY¨ mvwf©m µq weµq nq e¨emvqx‡`i g‡a¨| †Kv‡bv †fv³vi mv‡_ †jb‡`b nq bv| aiv
nq G ai‡bi g‡W‡ji gva¨‡gB B-Kgv‡m©i hvÎv m~wPZ nq|

G RvZxq g‡W‡j B‡j±ªwbK c×wZ‡Z cY¨ I †mevi †jb‡`b ev µq-weµq n‡q _v‡K| A_©vr e¨emvqxiv I‡qemvB‡Ui
gva¨‡g B‡j±ªwbK gv‡K©U ˆZwi Ges Z_¨ I †hvMv‡hvM cÖhyw³i gva¨‡g Ab¨vb¨ e¨emvqx‡`i mv‡_ mivmwi †hvMv‡hvM
iÿv K‡i e¨emvwqK †jb‡`b m¤úbœ K‡i| eZ©gv‡b we‡k^i cÖvq mKj e„nr e¨emvwqK cÖwZôvb B2B g‡WjwUi myweav
MÖnY Ki‡Q| G ai‡bi B-Kgv‡m©i myweav MÖnY K‡i cwiPvwjZ e¨emvi D`vniY n‡jv alibaba.com, sindabad.com,
e-steel.com BZ¨vw`|

BDwbU 4 c„ôvÑ 81
weweG †cÖvMÖvg B-Kgvm©

wPÎ 4.2.1 : e¨emv Uz e¨emv B-Kgvm© g‡Wj

e¨emv †_‡K †fv³v g‡Wj
Business to Consumer – B2C
eZ©gv‡b B-Kgv‡m©i B2C g‡WjUvB †ewk cÖPwjZ I RbwcÖq| Gai‡bi weR‡bm g‡Wj A‡bKUv LyPiv e¨emvi gZB|
†hLv‡b Drcv`bKvixiv ev e¨emvwqK cÖwZôvb mivmwi †fv³vi wbKU cY¨ ev †mev weµq K‡i _v‡K| d‡j
ga¨¯’ZvKvixi cÖ‡qvRb c‡o bv| ZvB †Kv‡bv cÖKvi ga¨¯ÍKvixi mvnvh¨ QvovB hLb †fv³viv Zv‡`i cÖ‡qvRbxq cY¨ ev
†mev mivmwi Drcv`bKvix ev e¨emvwqK cÖwZôvb †_‡K µq K‡i ZLb Zv‡K B2C g‡Wj e‡j| A_©vr B‡j±ªwbK
c×wZ‡Z e¨emvqx‡`i KvQ †_‡K †fv³v‡`i wbKU mivmwi cY¨ ev †mev weµq KivB n‡jv e¨emv †_‡K †fv³v ev
B2C g‡Wj| G ai‡bi g‡W‡ji D`vniY n‡jv amazon.com, wallmart.com, dell.com BZ¨vw`|

wPÎ 4.2.2 : e¨emv †_‡K †fv³v g‡Wj

B2C B-Kgv‡m© e¨emvwqK cÖwZôvb ev Drcv`bKvixiv Zv‡`i †mev I cY¨ evRviRvZKi‡Yi Rb¨ I‡qemvBU
†nvw÷s‡qi gva¨‡g B‡j±ªwbK gv‡K©U ˆZwi K‡i| Gme I‡qemvB‡U c‡Y¨i ev †mevi we¯ÍvwiZ weeiY, g~j¨, AW©vi
cÖ`v‡bi wm‡÷g, g~‡j¨ cwi‡kv‡ai wm‡÷g, cY¨ †Wwj‡fwii mgq, gvwëwgwWqv K¨vUvjM, Ab-jvBb †µZv mv‡c©vU
BZ¨vw` mshy³ _v‡K| d‡j MÖvnKiv I‡qemvB‡U cÖ`wk©Z cY¨¸‡jv †`‡L cQ›` Ki‡Z cv‡i Ges GKB mv‡_ AW©vi
Ki‡Z cv‡i| MZvbyMwZK cvBKvix e¨emv‡qi mv‡_ Zzjbv Ki‡j G ai‡bi B-Kgv‡m© †fv³viv A‡bK †ewk cwigv‡Y
Bbdi‡gkb cvq hv Zv‡`i‡K mvgwMÖK w`K we‡ePbv K‡i wm×všÍ wb‡Z mvnvh¨ K‡i|

BDwbU 4 c„ôvÑ 82
weweG †cÖvMÖvg B-Kgvm©

†fv³v †_‡K †fv³v g‡Wj

Consumer to Consumer – C2C
G RvZxq g‡W‡j †Kv‡bv e¨enviKvix †_‡K Ab¨ †Kv‡bv e¨enviKvixi g‡a¨ †jb‡`b m¤úvw`Z nq| A_©vr Ab¨ †Kv‡bv
e¨emvwqK cÖwZôv‡bi †hvMv‡hvM QvovB †fv³v †_‡K †fv³vi †jb‡`b‡K †fv³v †_‡K †fv³v ev KbwRDgvi Uz
KbwRDgvi (C2C) g‡Wj ejv nq| G RvZxq e¨emvq †Kv‡bv weR‡bm wgWjg¨vb _v‡K bv| †hgbÑ GK †kªwYi Mvwo
µq-weµq cÖwZôvb Av‡Q hviv cyivZb Mvwo †Kbv‡ePv K‡i| A_©vr hw` cÖwZôvbwU GKwU I‡qemvBU ˆZwi K‡i Zv‡Z
e¨enviKvix‡`i KvQ †_‡K cyivZb Mvwo µq Kiv GKwU e¨e¯’v iv‡L Ges µq K‡i cybivq weµq K‡ib Zvn‡j G
ai‡bi B-Kgvm©‡K KbwRDgvi Uz KbwRDgvi ejv nq|

wPÎ 4.2.3 : †fv³v †_‡K †fv³v g‡Wj

B-Kg©v‡mi gva¨‡g eZ©gv‡b cÖvq mgqB GK †fv³vi wbKU †_‡K mivmwi Ab¨ †fv³vi wbKU weµq Ki‡Z †`Lv
hv‡”Q| mvaviYZ †fv³viv B‡j±ªwbK cÖwµqvq e¨w³MZ weÁvcb, B-Kgvm© I‡qe †cvU©vj A_ev e¨w³MZ I‡qemvBU
Ly‡j cY¨ I †mev µq-weµq Kivi e¨e¯’v K‡i _v‡K| G ai‡bi g‡W‡ji D`vniY n‡jv ebay.com, taobao.com,
bikroy.com BZ¨vw`|

†fv³v †_‡K e¨emv g‡Wj

Consumer to Business – C2B
wKQz wKQz e¨emv Av‡Q hvi gva¨‡g cY¨ ev †mev mivmwi †fv³v †kÖwYi KvQ †_‡K e¨emvqxiv MÖnY K‡i| G RvZxq
†jb‡`b †fv³v †_‡K e¨emv B-Kgvm© g‡W‡ji AvIZvfz³| A_©vr hLb †Kv‡bv †fv³v GKKfv‡e Ab¨ †Kv‡bv
e¨emvwqK cÖwZôv‡bi mv‡_ mivmwi †jb‡`b K‡i ZLb Zv‡K †fv³v †_‡K e¨emv ev KbwRDgvi Uz weR‡bm g‡Wj ejv
nq| G ai‡bi wm‡÷‡g †fv³viv ev MÖvnKiv mvaviYZ †Kv‡bv weR‡bm mvBU †_‡K cY¨ µ‡qi cwie‡Z© cY¨ I †mev
weµq K‡i _v‡K| A_©vr †Kv‡bv MÖvnK Zvi cY¨ ev †mevi we¯ÍvwiZ weeiYmn I‡qemvB‡U †cv÷ K‡ib Ges wewfbœ
e¨emvwqK cÖwZôvb ev e¨w³ cQ›` n‡j Zv µq K‡ib|

BDwbU 4 c„ôvÑ 83
weweG †cÖvMÖvg B-Kgvm©

wPÎ 4.2.4 : †fv³v †_‡K e¨emv g‡Wj

C2B g‡W‡j mvaviYZ GKvwaK †fv³vi cY¨ ev †mev †Kv‡bv e¨emvwqK cÖwZôv‡bi mv‡_ †jb‡`b m¤úvw`Z nq| Z‡e
†Kv‡bv †fv³v wbw`©ó †mevi Rb¨ GKvwaK e¨emvwqK cÖwZôv‡bi I‡qemvB‡Ui mv‡_ †hvMv‡hvM K‡i| GKwU wbw`©ó
ev‡R‡Ui g‡a¨ †µZvi Pvwn`v c~iY Kivi Rb¨ ms¯’v¸‡jv cwi‡mev cÖ`vb K‡i _v‡K| G ai‡bi g‡W‡ji D`vniY
n‡jv monster.com, ajkerdeal.com, daraz.com BZ¨vw`|
e¨emv †_‡K miKvi
Business to Government – B2G
B-Kgv‡m©i gva¨‡g e¨emv cÖwZôvb I miKv‡ii g‡a¨ †jb‡`b msNwVZ n‡j Zv n‡jv B2G g‡Wj| G RvZxq
I‡qemvBU¸‡jv miKvi wewfbœ e¨emvqx cÖwZôv‡bi mv‡_ evwYR¨ I we‡b‡qvM Ki‡Z e¨envi K‡i _v‡K| Z‡e G
ai‡bi B-Kgv‡m©i cwiwa LyeB we¯Í…Z Ges ˆewPΨgq mg„×| B2G mvaviYZ `xN© †gqvw` Kv‡Ri m¤úK© wn‡m‡e wPwýZ
n‡q _v‡K| G mg¯Í Kv‡Ri g‡a¨ i‡q‡Q ivóªxq †Kbv-†ePv, mvgvwRK wbivcËv, Ki cÖ`vb, AvBwb bw_, Kg©ms¯’vb,
jvB‡mÝ msµvšÍ Kvh©vewj BZ¨vw`| B-Mf©‡bÝ Pvjy nIqvi d‡j G ai‡bi g‡W‡ji †mev D‡jøL‡hvM¨ nv‡i e„w× cv‡”Q|

wPÎ 4.2.5 : e¨emv †_‡K miKvi g‡Wj

miKvi †_‡K e¨emv
Government to Business – G2B
G ai‡bi weR‡b‡m miKv‡ii mv‡_ †Kv‡bv wbw`©ó cÖwZôv‡bi †jb‡`b m¤úvw`Z nq| G ai‡bi g‡W‡ji Aax‡b
miKvwi I‡qemvBU¸‡jv we¯Í…Z †bUIqv‡K©i gva¨‡g mKj Bbdi‡gkb ev Z_¨ Ges cwi‡mev miKvi e¨emvwqK
ms¯’v¸‡jv‡Z mieivn K‡i| B-wbjvg, B-jvwb©s, B‡jKUªwbK cÖwKDi‡g›U gv‡K©U, AbjvBb wgwUs, K‡c©v‡ik‡bi
Avc‡WU Z_¨, B-dig, `icÎ, †WUv †m›Uvi, B‡jKUªwbK BbK‡c©v‡ikb dig BZ¨vw` mvwf©mmg~n G2B g‡W‡ji
AvIZvfz³|

BDwbU 4 c„ôvÑ 84
weweG †cÖvMÖvg B-Kgvm©

wPÎ 4.2.6 : miKvi †_‡K e¨emv g‡Wj

miKvi †_‡K †fv³v

Government to Consumer – G2C
miKvi RbM‡Yi mv‡_ mivmwi †hvMv‡hv‡Mi Rb¨ G ai‡bi G2C g‡Wj e¨envi K‡i _v‡K| A_©vr G ai‡bi B-Kgvm©
g‡Wj miKvi †_‡K e¨w³ ch©šÍ msNwVZ mKj B‡jKUªwbK †jb‡`b‡K aviY K‡i| G ai‡bi g‡Wj RbM‡Yi cÖwZ
†mev cÖ`v‡bi †ÿ‡Î AwaKZi mnR I MwZkxj| wkÿv, weevn-eÜb wbeÜb, Rb¥ wbeÜb, mvgvwRK wbivcËv, Ki
e¨e¯’v, ¯^v¯’¨ †mev BZ¨vw` mvwf©mmg~n G2C g‡W‡ji AvIZvfz³©|

wPÎ 4.2.7 : miKvi †_‡K †fv³v g‡Wj

mvims‡ÿc:
wek^ A_©bxwZ‡Z B-Kgv‡m©i weR‡bm g‡Wj LyeB ¸iæZ¡c~Y©| weR‡bm g‡Wj n‡jv GKwU e¨emv Kivi c×wZ hvi
gva¨‡g GKwU †Kv¤úvwb gybvdv AR©‡b me©vwaK myweav †c‡q _v‡K| g~jZ Z_¨ I †hvMv‡hvM cÖhyw³ e¨env‡ii gva¨‡g
B-Kgvm© weR‡bm g‡Wj †Kv‡bv e¨emv Ges Zvi †µZv ev MÖvnK‡`i g‡a¨ cY¨ µq-weµq I †jb‡`b Kvh©vw` m¤úbœ
K‡i _v‡K| B-Kgv‡m©i cÖavb weR‡bm g‡Wj¸‡jv n‡jv e¨emv †_‡K e¨emv g‡Wj (Business to Business –
B2B), e¨emv †_‡K †fv³v g‡Wj (Business to Consumer – B2C), †fv³v †_‡K †fv³v g‡Wj (Consumer to
Consumer – C2C), †fv³v †_‡K e¨emv g‡Wj (Consumer to Business – C2B) BZ¨vw`| GQvovI AviI wZbwU
g‡Wj i‡q‡Q †h¸‡jv mvnv‡h¨I B-Kgv‡m©i Kvh©vw` m¤úvw`Z nq| h_v- e¨emv †_‡K miKvi (Business to
Government – B2G), miKvi †_‡K e¨emv (Government to Business – G2B) I miKvi †_‡K †fv³v
(Government to Consumer – G2C) |

BDwbU 4 c„ôvÑ 85
weweG †cÖvMÖvg B-Kgvm©

cvV-4.3 weUzwe I weUzwm g‡W‡ji aib

Types of B2B and B2C
D‡Ïk¨
G cvV †k‡l Avcwb
 e¨emv †_‡K e¨emv g‡W‡ji wewfbœ aib m¤ú‡K© Rvb‡Z cvi‡eb; Ges
 e¨emv †_‡K †fv³v g‡W‡ji wewfbœ aib e¨vL¨v Ki‡Z cvi‡eb|

e¨emv †_‡K e¨emv g‡W‡ji aib

Types of Business to Business Model-B2B
B2B B-Kgvm© AbjvBb weR‡bm Gi LyeB ¸iæZ¡c~Y© Ask| G ai‡bi e¨emv g‡W‡j e¨emvwqK Kvh©µg m¤úvw`Z n‡Z
cv‡i †Kv‡bv g¨vby‡dKPv‡ii mv‡_ A_ev wWw÷ªweDU‡ii mv‡_ A_ev wi‡UBjvim Gi mv‡_I n‡Z cv‡i| Aek¨ B2B
g‡W‡j e¨emvqxiv B‡j±ªwbK KwgDwb‡Kkb Uzjm e¨envi K‡i e¨emvwqK †hvMv‡hvM ¯’vcb K‡i weavq Zv‡`i g‡a¨
cvi¯úvwiK m¤úK© D‡ËvivËi e„w× cv‡”Q| wWwRUvj wm‡÷‡gi cÖvq mKj mvwf©‡mi (†hgb- B-†gBj, f‡qm †gBj,
wfwWI Kbdv‡iwÝs BZ¨vw`) myweav B2B B-Kgvm© AbjvBb weR‡b‡m we`¨gvb _vKvq e¨emvqx‡`i †jb‡`b `ªæZ e„w×
cv‡”Q Ges wek^e¨vwc Qwo‡q co‡Q| Z‡e B2B g‡W‡ji wewfbœ ai‡bi n‡q _v‡K| Zv‡`i g‡a¨ ¸iæZ¡c~Y©¸‡jv n‡jv-
1| B-wWwֻweDUi (E-Distributor)
2| B-cÖwKDi‡g›U (E-procurement)
3| G·‡PÄ (Exchange)
4| wkíwfwËK †bUIqvK© (Industry Consortium Network)

B-wWwֻweDUi
E-Distributor
†h ms¯’v¸‡jv ev cÖwZôvb¸‡jv mivmwi Ab¨ †Kv‡bv e¨emvi cY¨ I mvwf©mmg~n ev cwi‡mevmg~n mieivn K‡i ZvivB
n‡jv B-wWw÷ªweDUi| A_©vr G ai‡bi ms¯’v¸‡jv GKK e¨emv¸‡jv‡Z cY¨ I mvwf©mmg~n mieivn K‡i gybvdv AR©b
K‡i| Z‡e G ai‡bi ms¯’v¸‡jv mvaviYZ GKwU dvg© Øviv cwiPvwjZ nq hv A‡bK MÖvn‡Ki Rb¨ KvR K‡i _v‡K| B-
wWw÷ªweDUi‡`i Kv‡Q †Kv‡bv †Kv¤úvwb ev e¨emvwqK cÖwZôvb hZ †ewk cY¨ I mvwf©m cÖ`vb Ki‡e ZZ †ewk GwU
MÖvnK‡`i Kv‡Q AvKl©Yxq n‡e|

B-cÖwKDi‡g›U
E-Procurement
B-wWw÷ªweDUiiv †hgb Ab¨ ms¯’v¸wj‡K cY¨ mieivn K‡i †Zgwb B-cÖwKDi‡g›U ms¯’v¸wj wWwRUvj evRv‡i A¨v‡·m
ˆZwi K‡i Ges wewµ K‡i| mvaviYZ G ai‡bi wWwRUvj evRv‡i †µZv ev we‡µZviv mivmwi cY¨ weµq wKsev
†jb‡`b m¤úvw`Z bv K‡i B-cÖwKDi‡g‡›Ui gva¨‡g m¤ú~Y© K‡i _v‡K| B-wWw÷ªweDUiiv †jb‡`b m¤úv`‡bi wd,
IqvK©‡÷kb mvwf©m e¨env‡ii wd wKsev evwl©K jvB‡mÝ wd¸‡jvi gva¨‡g A‡_©vcvR©b K‡i|

G·‡PÄ

BDwbU 4 c„ôvÑ 86
weweG †cÖvMÖvg B-Kgvm©

Exchange
G·‡PÄ ev wewbgq n‡jv Ggb GK ai‡bi B-gv‡K©U †cøm †hLv‡b cY¨ mieivnKvix Ges evwYwR¨K †µZvi e¨emv
Ki‡Z cv‡i| G·‡Pĸ‡jv mvaviYZ D‡`¨v³v ÷vU©-Avc ms¯’v¸‡jvi gvwjKvbvaxb e¨emvi Rb¨ GKwU ¯^Zš¿ evRvi
ˆZwi K‡i Ges †UªwWs cÿ¸‡jvi g‡a¨ cwiPvwjZ †jb‡`‡bi AvKv‡ii Dci wfwË K‡i Kwgkb ev PvR© MÖnY K‡i Avq
DcvR©b K‡i| †µZv‡`i Rb¨ B2B G·‡Pĸ‡jv Z_¨ msMÖn K‡i, mieivnKvix‡`i †PK AvDU K‡i Ges evRv‡ii
me©‡kl Ae¯’v m¤ú‡K© AeMZ K‡i| Ab¨w`‡K we‡µZviv †µZv‡`i cÖmvwiZ A¨v‡·m †_‡K DcK…Z n‡q _v‡K|
weµqKvix Ges †µZv‡`i msL¨v hZ †ewk n‡e weµq msµvšÍ e¨q ZZ Kg n‡e Ges cY¨ wewµi m¤¢vebv ZZ †ewk
n‡e| mnRjf¨Zv, MwZ Ges †jb‡`‡bi cwigvY‡K ms‡ÿ‡c evRv‡ii Zvij¨ wn‡m‡e wPwýZ Kiv nq|
ZË¡ Abymv‡i, G·‡Pĸ‡jv evRv‡ii Zvij¨‡K D‡jøL‡hvM¨fv‡e Kg e¨qeûj Ges mgq mvkÖqx K‡i †Zv‡j, m¤¢ve¨
mieivnKvix, MÖvnK Ges Askx`vi‡`i mbv³ K‡i Ges G‡K Ac‡ii mv‡_ e¨emv Kivi cwi‡ek m„wó K‡i|
djkÖæwZ‡Z Zviv †jb‡`‡bi e¨q, weµq ev µ‡qi e¨q Kgv‡Z cv‡i| Avevi G·‡Pĸ‡jv cY¨ ¸`vgRvZKi‡Yi e¨q
Ges Bb‡f›Uwi e¨qI Kwg‡q Avb‡Z cv‡i|

wkíwfwËK †bUIqvK©
Industry Consortium Network
wkíwfwËK †bUIqvK© eo †Kv¤úvwbi e„nr †bUIqvK© Øviv cwiPvwjZ nq| wkíwfwËK †bUIqvK© n‡jv GKwU wkí-
gvwjKvaxb Db¥y³ gv‡K©U‡cøm hv wbw`©ó wkí¸‡jvi cY¨ cwi‡ekb K‡i †hgb A‡Uv‡gvevBj, ivmvqwbK, gnvKvk
BZ¨vw`| GwU cÖK…Z mieivnKvix wbe©vPb Ki‡Z wkí gvwjKvaxb wWwRUvj evRvi Db¥y³ K‡i| wkíwfwËK †bUIqvK©
¯^Zš¿ G·‡P‡Ä †P‡q †ewk mdj n‡q _v‡K|
wb‡¤œ cÖ`wk©Z †Uwej 4.3.1 wU B2B g‡W‡ji wewfbœ aib, D`vniY, eY©bv I †iwfwbD g‡Wj‡K ms‡ÿ‡c wb‡`©k K‡i|
weR‡bm g‡Wj D`vniY eY©bv †iwfwbD g‡Wj
B-wWw÷ªweDUi Grainger, LyPiv I cvBKvwi †÷v‡ii GKK cY¨ weµq
Amazon
Business
dvg©, AbjvBb ms¯‹iY, mieivn,
iÿYv‡eÿY, †givgZ, Acv‡ikb
cY¨ I c‡ivÿ BbcyU|
B-cÖwKDi‡g›U Ariba Supplier GKK dvg© wWwRUvj gv‡K©U ˆZwi evRvi ˆZwii mvwf©m¸‡jv ev
Network,
Perfect
K‡i †hLv‡b †µZviv Ges we‡µZviv cwi‡mev¸‡jv Rb¨ wd, mvcøvB
Commerce AcÖZ¨ÿ Bbcy‡Ui gva¨‡g †jb‡`b †PBb g¨v‡bR‡g›U Ges
m¤úvw`Z K‡i| cwic~iK cwi‡mevi Rb¨ wd
G·‡PÄ Go2Paper mivmwi Bbcy‡Ui Rb¨ ¯^Zš¿ †j‡b‡`‡bi Rb¨ wd I
gvwjKvaxb wWwRUvj gv‡K©U‡cøm Kwgkb
cÖ`vb|
wkíwfwËK †bUIqvK© The Seam cÖK…Z mieivnKvix wbe©vPb Ki‡Z †j‡b‡`‡bi Rb¨ wd I
Supply On
wkí gvwjKvaxb Db¥y³ wWwRUvj Kwgkb
evRvi|
†Uwej 4.3.1 : B2B g‡W‡ji wewfbœ aib

e¨emv †_‡K †fv³v g‡W‡ji aib

Types of Business to Consumer Model-B2C

BDwbU 4 c„ôvÑ 87
weweG †cÖvMÖvg B-Kgvm©

B2C g‡Wj Ggb GKwU weR‡bm g‡W‡ji I‡qemvBU hv e¨emvwqK cÖwZôv‡bi ev Drcv`bKvixi cY¨mg~n MÖvn‡Ki
Kv‡Q mivmwi weµq K‡i| G ai‡bi I‡qemvB‡U c‡Y¨i we¯ÍvwiZ weei‡Yi cvkvcvwk AW©vi cÖ`v‡bi wm‡÷g I
†jb‡`b cÖwµqvmn †µZv‡`i wewfbœ iKg cÖkœ I Dˇii e¨e¯’v _v‡K| d‡j evsjv‡`kmn we‡k^i wewfbœ †`‡k G
ai‡bi g‡Wj †ewk RbwcÖqZv jvf Ki‡Q| N‡i e‡m †`kxq c‡Y¨i cvkvcvwk we‡`wk cY¨ cQ›` Kiv, AW©vi cÖ`vb,
g~j¨ cwi‡kva Ges cY¨ mgqgZ cÖvwßi myweav we`¨gvb _vKvq †fv³vi msL¨v e„w×I mv‡_ mv‡_ evo‡Q e¨emvwqK
cÖwZôvb| Z‡e B2B g‡W‡ji wewfbœ ai‡bi n‡q _v‡K| Zv‡`i g‡a¨ ¸iæZ¡c~Y©¸‡jv n‡jv-
1| B-wi‡UBwjs (E-Retailer) ev B-†UBwjs (E-tailer)
2| †cvU©vj (Portal)
3| KwgDwbwU †cÖvfvBWvi (Community Provider)
4| Kb‡U›U †cÖvfvBWvi (Content Provider)
5| Uªvb‡RKkb †eªvKvi (Transaction Broker)
6| gv‡K©U wµ‡qUi (Market Creator)
7| mvwf©m †cÖvfvDWvi (Service Provider)

B-wi‡UBwjs
E-Retailing
ga¨¯’ e¨emvqx‡`i mn‡hvwMZv QvovB mivmwi B›Uvi‡b‡Ui gva¨‡g LyPiv e¨emvq cÖwZôvb †_‡K MÖvnK ev †µZv‡`i
cY¨ ev †mev µ‡qi my‡hvM cÖ`vb‡K B-wi‡UBwjs (E- Retailing) ev Electronic Retailing ejv nq| B-†i‡UBwjs
n‡jv B-Kgv‡m©i GKwU we‡kl iƒcgvÎ| eZ©gv‡bi cÖhyw³i hy‡M E- Retailing †K E-shop, E-store, internet shop,
webshop, web store, online store, virtual store, E-terling BZ¨vw` bv‡g AwfwnZ Kiv n‡q _v‡K|
B-†i‡UBwjs Gi aviYv me©cÖ_g 1997 mv‡j †Wj (Dell) Kw¤úDUvim wb‡q Av‡m Ges GwU e¨emv RM‡Z bZzbfv‡e
Av‡jvob m„wó K‡i mviv we‡k¦| cÖwZôvbwU amazon.com Gi gva¨‡g E-Retailing c×wZ‡Z Kw¤úDUv‡ii B›Uvi‡b‡Ui
gva¨‡g website G wbR¯^ AbjvB‡b wgwjqb wgwjqb Wjvi AW©vi MÖnY K‡i| GB c×wZ‡Z mviv c„w_ex Ry‡o eB,
w_wmm, AbjvBb Kb‡U›U weµq Ki‡Z m¶g nq| †dvb Kj A_ev wbR¯^ I‡qemvB‡Ui gva¨‡g Ask MÖnY K‡i MÖvnK
ev †µZvi evmvq cY¨ ev †mev †cuŠ‡Q †`qvi Kvh©µg‡K mgwóMZfv‡e B-wi‡UBwjs ev Electronic Retailing e‡j|
I‡qemvBU †c‡R cÖ‡ek K‡i B›Uvi‡b‡U mvP© K‡i †µZvi cQ›` †gvZv‡eK cY¨ ev `ªe¨ mvP© K‡i AW©vi cÖ`vb K‡i
_v‡K Ges cvIbv cwi‡kv‡ai Rb¨ †µZv Zvi †WweU ev †µwWU KvW©mn cÖ‡qvRbxq Z_¨ mieivn Kiv nq| AZtci
we‡µZv mieivnKvix AW©vi cvIqvi ci AW©vi `vZvi wVKvbvq cY¨ ev `ªe¨ †cuŠQv‡bvi e¨e¯’v MÖnY K‡i| c‡i c‡Y¨i
g~j¨ Av`vq Kivi Rb¨ KvW© mieivnKvix e¨emvq cÖwZôv mv‡_ †hvMv‡hvM ¯’vcb K‡i _v‡K Ges mwVK c‡Y¨i g~j¨
cwi‡kva Kiv n‡q _v‡K| †µZv I we‡µZv Df‡qi c¶ †_‡K KviI †Kv‡bv Awf‡hvM bv _vK‡j GgZve¯’vq B-
wi‡UBwjs Gi KvR mgvß n‡q‡Q e‡j a‡i †bqv nq|

†cvU©vj
Portal
I‡qe †cvU©vj n‡jv we‡klfv‡e ˆZwi I‡qemvBU, †hLv‡b wewfbœ Drm n‡Z bvbvwea Bbdi‡gkb gvbm¤§Z Dcv‡q
mvRv‡bv _v‡K| GKwU I‡qe †cvU©v‡j cÖwZwU wfbœ wfbœ Bbdi‡gk‡bi Rb¨ mvaviYZ wbR¯^ wfbœ wfbœ †cR †`L‡Z
cvIqv hvq| I‡qe †cvU©v‡j †µZv ev e¨enviKvix wK Bbdi‡gkb †`L‡e Zv mvRv‡bv _v‡K Ges cY¨ ev Z_¨ evQvB
ev wbe©vPb Kivi my‡hvM _v‡K|
g~jZ †cvU©vj n‡jv Ggb GKwU cøvUdg© hv msev`, B-†gBj, ZvrÿwYK evZ©v, AvenvIqv m¤úwK©Z cÖZxK, gy`ªvi nvi
BZ¨vw` mieivn K‡i Ges K¨v‡jÛvi, kwcs, m½xZ WvDb‡jvW, wfwWI w÷ªg BZ¨vw` cwi‡mevmg~nmn AviI wKQz

BDwbU 4 c„ôvÑ 88
weweG †cÖvMÖvg B-Kgvm©

GKwÎZ K‡i| cÖv_wgKfv‡e †cvU©vj¸wj B›Uvi‡b‡Ui cÖ‡ekØvi wn‡m‡e we‡ewPZ nZ| Z‡e eZ©gv‡b GwU e¨emv
g‡W‡ji MšÍe¨ wn‡m‡e we‡ewPZ| †cvU©vj¸wj‡K Ggb RvqMv wn‡m‡e wecYb Kiv n‡q‡Q †hLv‡b MÖvnKiv msev` covi
Rb¨, we‡bv`b Lyu‡R †c‡Z Ges Ab¨vb¨ †jv‡Ki mv‡_ †`Lv Ki‡Z `xN© mgq Ae¯’vb K‡i| †cvU©vj¸wj cÖv_wgKfv‡e
weÁvcb †cøm‡g‡›Ui Rb¨ weÁvcb`vZvi wbKU n‡Z PvR© eve` wba©vwiZ wd MÖnY K‡i, Ab¨ mvB‡U w÷qvwis MÖvnK‡`i
wd msMÖn K‡i Ges wcÖwgqvg cwi‡mev¸‡jvi Rb¨ PvR© MÖnY K‡i ivR¯^ Avq K‡i|

KwgDwbwU †cÖvfvBWvi
Community Provider
hw`I KwgDwbwU †cÖvfvBWvi bZzb †Kv‡bv welq bq, †fŠMwjKZv I Askx`vwi‡Z¡i evavi mxgve×Zv QvovB B›Uvi‡b‡Ui
gva¨‡g GKB g‡bi AvMÖ‡ni gvby‡li mv‡_ wgwjZ nIqv Ges K‡_vcK_‡bi I mvgMÖx †kqv‡ii Rb¨ G RvZxq
I‡qemvBU¸‡jv ˆZwi n‡q‡Q| KwgDwbwU †cÖvfvBWviiv GKwU AbjvBb cwi‡ek m„wó K‡i †hLv‡b GKB ai‡bi
MÖvnKiv †jb‡`b Ki‡Z cv‡i (cY¨ µq I weµq), B‡gR, AwWI-wfwWI †kqvi Ki‡Z cv‡i Ges wb‡R‡`i g‡a¨
†hvMv‡hvM Ki‡Z cv‡i| G ai‡bi Kv‡Ri Rb¨ mvgvwRK †bUIqvK© wn‡m‡e †dmeyK, wjsKWBb, UzBUvimn Ab¨vb¨
kZ kZ †QvU †QvU we‡kl †bUIqvK© e¨eüZ n‡q _v‡K| KwgDwbwU †cÖvfvBWviiv mvaviYZ msKi AvqKi g‡W‡ji
Dci wbf©i K‡i hvi g‡a¨ mvew¯Œckb wd, weµq Avq, †jb‡`b wd, A¨vwdwj‡qU wd Ges Ab¨vb¨ †Kv¤úvwb ev
e¨emvwqK cÖwZôvb¸‡jvi weÁvcb wd AšÍ©fz³ _v‡K| KwgDwbwU †cÖvfvBWviiv weÁvcb †_‡K Ges LyPiv we‡µZvi
mv‡_ Aby‡gvw`Z m¤ú‡K©i gva¨‡g A‡_©vcvR©b K‡i|

Kb‡U›U †cÖvfvBWvi
Content Provider
mvaviYZ Kb‡U›U †cÖvfvBWvi n‡jv Ggb GKwU cøvUdg© †hLv‡b wWwRUvj mvgMÖx †hgb-wfwWI, m½xZ, B‡gR ev
d‡Uv, †U·U, wkíKg© BZ¨vw` _v‡K| K‡b‡U›U †cÖvfvBWviiv weÁvcb, mvew¯Œckb wd Ges wWwRUvj cY¨ weµqmn
wewfbœ AvqKi g‡W‡ji gva¨‡g A_© DcvR©b K‡i _v‡K| D`vniY¯^iƒc A¨vcj wgDwR‡Ki jÿ jÿ m½xZ A¨v‡·m
Kivi Rb¨ e¨enviKvix‡`i GKwU gvwmK mvew¯Œckb wd cÖ`vb Ki‡Z nq| Avevi A‡bK †Kv¤úvwb AbjvBb cwÎKv
cov wKsev wewfbœ wWwRUvj mvgMÖx WvDb‡jv‡Wi Rb¨ PvR© MÖnY K‡i _v‡K|

Uªvb‡RKkb †eªvKvi
Transaction Broker
†h mg¯Í e¨w³eM© †Kv‡bv e¨emvwqK cÖwZôvb ev †Kv¤úvwbi MÖvnK‡`i †jb‡`b cÖwµqv mvaviYZ e¨w³MZfv‡e, †dvb
wKsev B-†gB‡ji gva¨‡g m¤úvw`Z K‡i ZvivB n‡jv Uªvb‡RKkb †eªvKvi| Avw_©K mvwf©m, ågY mvwf©m Ges PvKzwi
¯’vc‡bi mvwf©‡mi g‡Zv eo cÖwZôvb¸‡jv G ai‡bi g‡Wj me‡P‡q †ewk e¨envi K‡i _v‡K| GQvovI †ewkifvM
Uªvb‡RKkb †eªvKvi mg‡qvc‡hvMx Z_¨ Ges gZvgZ mieivn K‡i|

gv‡K©U wµ‡qUi
Market Creator
gv‡K©U wµ‡qUiiv Ggb GK ai‡bi wWwRUvj gv‡K©U cwi‡ek m„wó K‡i †hLv‡b †µZviv Ges we‡µZviv cY¨ Ges
mvwf©mmg~n ev †mevmg~n cwi`k©b I cÖ`k©b Ki‡Z cv‡i, wewfbœ ai‡bi cY¨ AbymÜvb Ki‡Z cv‡i Ges `vg wba©viY
Ki‡Z cv‡ib| Z‡e B›Uvi‡bU Ges I‡q‡ei c~‡e© gv‡K©U wµ‡qUiiv ev evRvi wbg©vZviv evRvi cÖwZôvb Rb¨ mvaviYZ
GKwU wbw`©ó ¯’v‡bi Dci wbf©ikxj wQj| eZ©gv‡b gv‡K©U wµ‡qUiiv †µZv‡`i Ges we‡µZv‡`i ms‡hvMKvix
evRvi¸‡jv weKv‡ki Rb¨ B›Uvi‡bU wKsev I‡qe cÖhyw³ e¨envi K‡i _v‡Kb| Z‡e msNwVZ †jb‡`‡bi gva¨‡g ivR¯^
Avq AwR©Z nq|

BDwbU 4 c„ôvÑ 89
weweG †cÖvMÖvg B-Kgvm©

mvwf©m †cÖvfvDWvi
Service Provider
AbjvB‡bi gva¨‡g †hLv‡b B-†Ujiiv cY¨ weµq K‡ib †hLv‡b mvwf©m †cÖvfvDWviiv AbjvB‡b wewfbœ ai‡bi mvwf©m
ev cwi‡mev mieivn K‡ib| mvwf©m †cÖvfvDWviiv d‡Uv †kqvwis, wfwWI †kqvwis Ges e¨enviKvix‡`i Drcvw`Z
mvgMÖx meB †fv³v‡`i ev MÖvK‡`i mvwf©m wn‡m‡e cÖ`vb K‡i _v‡K| †hgb AbjvBb A¨vwcø‡Kkb weKv‡ki Rb¨ ¸Mj
e¨enviKvix‡`i ¸Mj g¨vcm, ¸Mj W· Ges wR-†gBj mvwf©mg~n cÖ`vb K‡i _v‡K|
mvwf©m †cÖvfvDWviiv wewfbœ ai‡bi AvqKi g‡Wj e¨envi K‡ib| †KD †KD wd ev gvwmK mvew¯Œk‡bi gva¨‡g Avq
K‡ib Avevi †KD †KD Ab¨vb¨ Drm †hgb weÁvc‡bi gva¨‡g Ges †KD †KD mivmwi wec‡Yi †ÿ‡Î cÖ‡qvRbxq
e¨w³MZ Z_¨ msMÖ‡ni gva¨‡g Avq K‡ib|

mvims‡ÿc:
B2B B-Kgvm© AbjvBb weR‡bm Gi LyeB ¸iæZ¡c~Y© Ask| G ai‡bi e¨emv g‡W‡j e¨emvwqK Kvh©µg m¤úvw`Z
n‡Z cv‡i †Kv‡bv g¨vby‡dKPv‡ii mv‡_ A_ev wWw÷ªweDU‡ii mv‡_ A_ev wi‡UBjvim Gi mv‡_I n‡Z cv‡i| G
UvB‡ci g‡W‡ji cÖavb aiYmg~n n‡jv - B-wWw÷ªweDUi (E-Distributor), B-cÖwKDi‡g›U (E-procurement,
G·‡PÄ (Exchange), wkíwfwËK †bUIqvK© (Industry Consortium Network) BZ¨vw` | cÿvšÍ‡i B2C g‡Wj
Ggb GKwU weR‡bm g‡W‡ji I‡qemvBU hv e¨emvwqK cÖwZôv‡bi ev Drcv`bKvixi cY¨mg~n MÖvn‡Ki Kv‡Q
mivmwi weµq K‡i| G ai‡bi I‡qemvB‡U c‡Y¨i we¯ÍvwiZ weei‡Yi cvkvcvwk AW©vi cÖ`v‡bi wm‡÷g I †jb‡`b
cÖwµqvmn †µZv‡`i wewfbœ iKg cÖkœ I Dˇii e¨e¯’v _v‡K| G UvB‡ci g‡W‡ji cÖavb aiYmg~n n‡jv- 1| B-
wi‡UBwjs (E-Retailer) ev B-†UBwjs (E-tailer), †cvU©vj (Portal), KwgDwbwU †cÖvfvBWvi (Community Provider),
Kb‡U›U †cÖvfvBWvi (Content Provider), Uªvb‡RKkb †eªvKvi (Transaction Broker), gv‡K©U wµ‡qUi (Market
Creator), mvwf©m †cÖvfvDWvi (Service Provider) BZ¨vw` |

BDwbU 4 c„ôvÑ 90
weweG †cÖvMÖvg B-Kgvm©

BDwbU DËi g~j¨vqb

1. weR‡bm g‡Wj Kx?

2. B-Kgvm© weR‡bm g‡Wj ej‡Z Kx eySvq?
3. B-Kgvm© weR‡bm g‡W‡ji jÿ¨ Kx?
4. B-Kgvm© weR‡bm g‡W‡ji Kvh©Kix Dcv`vbmg~n wK wK?
5. B-Kgvm© weR‡bm g‡W‡ji Kvh©Kix Dcv`vbmg~‡ni eY©bv w`b|
6. AvqKi g‡Wj m¤ú‡K© ms‡ÿ‡c wjLyb|
7. g~j¨ cÖ¯Ívi ej‡Z Kx eySvq?
8. evRv‡ii my‡hvM ej‡Z Kx eySvq?
9. evRvi †KŠkj Kx?
10. cuvPwU cÖv_wgK AvqKi g‡W‡ji Drmmn D`vniY w`b|
11. B-Kgv‡m©i weR‡bm g‡W‡ji Kvh©Kix Dcv`vbm~‡ni dvskb wjLyb|
12. B-Kgv‡m©i weR‡bm g‡Wjmg~‡ni eY©bv w`b|
13. B-Kgv‡m©i cÖavb cÖavb weR‡bm g‡Wjmg~‡ni eY©bv w`b|
14. B2B I B2C e¨emvwqK g‡Wj ej‡Z Kx ey‡Sb?
15. C2C I C2B e¨emvwqK g‡Wj ej‡Z Kx ey‡Sb?
16. B2G I G2B e¨emvwqK g‡Wj ej‡Z Kx ey‡Sb?
17. B2B I B2C e¨emvwqK g‡W‡ji eY©bv w`b|
18. C2C I C2B e¨emvwqK g‡W‡ji eY©bv w`b|
19. B2G I G2B e¨emvwqK g‡W‡ji eY©bv w`b|
20. B2B I B2C e¨emvwqK g‡W‡ji g‡a¨ cv_©K¨ wjLyb|
21. C2C e¨emvwqK g‡W‡ji myweav wjLyb |
22. G2B e¨emvwqK g‡W‡ji mvwf©mmg~n D‡jøL Kiæb|
23. B2B e¨emvwqK g‡W‡ji aibmg~n eY©bv Kiæb|
24. B2C e¨emvwqK g‡W‡ji aibmg~n eY©bv Kiæb|
25. E-Distributor I E-procurement ej‡Z Kx eySvq?
26. B2B g‡W‡ji wewfbœ aib, D`vniY, eY©bv I †iwfwbD g‡Wj‡K ms‡ÿ‡c wjLyb|

BDwbU 4 c„ôvÑ 91
weweG †cÖvMÖvg B-Kgvm©

Z_¨m~Î
 Laudon, K.C. & Traver,C.G. (2018). E-Commerce: Business, Technology, Society
 Schneider, G.P: Electronic Commerce ( 9 ed.)
 David Whiteley: E-Commerce: Strategy, Technologies and Application
 Rayport, J. F. & Jaworski, B. J. (2002). Introduction to E-Commerce
 Choi, S.Y., Whinston, A.B. & Stahl, D.O. (1997). The Economics of Electronic Commerce.
 Greenstein, M. & Feinman, T. M. (2000). Electronic Commerce: Security, Risk Management and
Control.
 gvngy`, cÖ. †gv. `y. I nvq`vi, bv. (2020). Z_¨ I †hvMv‡hvM cÖhyw³ (6 m.)
 gvngy`, cÖ. †gv. `y., b~ix, ˆm. Av. I Av³vi, bv. (2017): g¨v‡bR‡g›U Bbdi‡gkb wm‡÷g

BDwbU 4 c„ôvÑ 92