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INTERNATIONAL MARKETING MANAGEMENT

Part One:

Multiple choices:

1. International marketing includes activities that direct the flow of goods from:

a. One country to one country

b. One country to another country

c. One country to multiple country

d. All of the above

2. ETC stands for______________

a. Expert trading companies

b. Essential trading companies

c. Export trading companies

d. None of the above

3. Till 1950-56 there was no clear exim policy and no __________ restrictions of any kind.

a. Import

b. Export

c. Both a) & b)

d. None of the above

4. Tariffs have been one of the classical methods of regulating ___________ trade.

a. International

b. National

c. Domestic

d. None of the above

 

Part Two:

1. Differentiate between domestic & international marketing.

2. Write a short note on World trade organization (WTO).

3. Briefly describe the exim policy of India (one part of India‟s export import policy).

4. Write a short note on tariff and non tariff barriers of international trade.

 

Caselet 1

EXPORT MARKEING

The trade in black pepper is unhappy that exports may not show a sign of revival in prices in the

immediate future. World prices have been showing a downward trend for eighteen months and this has

resulted in much lower earnings for exporters. The UK, West Germany and the Netherlands have cut

their import requirement though the American demand has shown some growth. Brazil has been

resorting to aggressive selling at lower prices and the expectations are that its exports will reach an alltime

peak of 32,000 tones in the 1981-82 season. The 1981-82 Indian season is only about six weeks

away. The Brazilian offensive has forced India to withdraw so to any from the US and West European

markets and increase its reliance on communist buyers. As many as 1980-81.the Soviet Union alone

accounting for 12,647 tones. But exporters are concerned at the diversion on such a scale of this trade.

 

Questions:

 

1. HAD YOU BEEN THE PEPER EXPROTER, WHAT WOULD BE YOU SHORT TERM AND MEDIUM TERM EXPORT MARKEING STRATEGY IN THE ABOVE ENVIRONMENT?

1. Had you been the pepper exporter, what would be your short term and medium-term export

marketing strategy in the above environment?

2. Could you examine the weak points in this case study?

 

Caselet 2

 

SMART KIDS – SELLING EDUCATIONAL GAMES AND RESOURCES TO THE WORLD

 

Smart Kids Ltd. An Auckland company that makes educational games and resources to read and

understand math‟s has won a Trade New Zealand Export Award for its success in international markets

in 2003.Established eight years ago in the family home basement, Smart Kids is led by husband and

wife team, joint chief executives David and Sun Milne and their sons Duncan and Frase. She Milne, an

ex-teacher, says from just 30 products when it started, the company produces more than 200 produces

catering for student‟s activities, grammar concepts and numeracy. She says the international appeal of

Smart Kids products was highlighted recently, when company‟s SMART PHONICS was listed amongst

the top five products out of almost 100 in the education trade show in the United Kingdom. The key

requirement for every new Smart Kids products is that it stimulates student‟s minds in the classroom,

teaches them a specific concept easily, enjoyably and permanently and enables problem solving. David

Milne says Smart Kids started selling its educational games and resources to New Zealand schools in

1995, drawings an immediate and strong response. It quickly became apartment that the New Zealand

market was not large enough to sustain considerable investment in product development, and secondly,

that their products have done so well that they deserved wider exposure.”Our export research came

down to two options. Find educational distributors in other countries or set-up our own operations. The

first option was less risky and easy to manage but it meant that Smart Kids products were lost in a wide

range of materials. So we went for the second option and over the next few years established offices in

Australia, in UK and Canada”. This has successfully branded Smart Kids as a leading supplier of

educational resources in these countries. Mr. Milne says the Smart Kids product catalogue is now sent

Examination Paper of Marketing Management

regularly to teachers in more than 50,000 schools across the UK, Ireland, Canada and Australia. “We

also sell to schools in the US. In that market we elected to work through a distributor, we didn‟t have

the financial resources to set-up an operation that could cover almost 70,000 schools and compete with

every established educational publisher”. He says annual exports now exceed $2.2 million and account

for more than 90% of turnover. In order to grow the business, surplus profits are reinvested back into

product development, infrastructure – the company recently moved its Auckland operation into new

20,000 square feet premises in Ellerslie. Mr. Milne says the Smart Kids brand is now well established

internationally with the company enjoying many competitive advantages, including its New Zealand

origin. New Zealand education is highly regarded overseas and we find that international teachers to get

hold of educational products made in this country.

 

Questions:

 

1.      WHAT ARE THE MAJOR CONSIDERATIONS FOR A FIRM IN ORDER TO WHILE DECIDING ITS MARKETS ENTRY STRATEGY?

 

1. What are the major considerations for a firm in order to while deciding its markets entry

strategy?

2. To what extent direct control and ownership are critical for Smart kids export distribution

strategy?

Section C: Applied Theory

· This section consists of Applied theory.

· Answer all the questions.

· Each question carries 15 marks.

· Detailed information should form the part of your answer (Word limit 150 to 200 words).

1. WHAT DO MEAN BY INTERNATIONAL MARKETING? DISCUSS THE SCOPE OF INTERNATIONAL MARKETING

1. What do mean by International marketing? Discuss the scope of International marketing.

2. Describe the export documentation framework in India in detail.

 

 

 

 

 

 

 

 

 

 

 

 

 

RESEARCH METHODOLOGY

 

Part One:

Multiple Choices:

 

1. Research is an art of ____________ investigation.

a. Technological

b. Scientific

c. Political

d. None of the above

2. Exploratory research is flexible and very ___________ research.

a. Variable

b. Visuals

c. Versatile

d. None of the above

3. Frame error, chance error and response error are collectively called____________

a. Total error

b. Non sampling error

c. Sampling error

d. Universal error

4. Hypothesis testing is sometimes called ____________ analysis.

a. Exploratory data

b. Confirmatory data

c. Experimental data

 

Part Two:

 

1. WHAT IS SEQUENTIAL SAMPLING?

1. What is „Sequential sampling‟?

2. Write a short note on „nominal scale‟.

3. Write a note on „Z – Test‟. (One of the parametric test for hypothesis).

4. What are the cautions to be taken on χ2 (chi square) test?

 

Caselet 1

SWASTIKA COMPUTER SYSTEM was established in 1981 at Delhi to provide computer training. In 1980s

computer education was relatively new in India. Personal computers 286 existed and MS DOS was the

operating system. Languages like Basic, Pascal, COBOL, FORTRAN were used in programming.

Swastika Computer Systems was established with their support departments namely computer

assembly, faculty training and computer servicing department. In the first financial year, it recorded a

turnover of Rs 11.5 lakhs. Within a few years of its existence, Swastik Computer System opened its

branches in eight major cities of India and had a gross annual turnover of Rs 86 lakhs. The organization

was highly centralized. The head office at Delhi handled all accounts, recruitment, and placement of

students and servicing of computers. The Bhopal branch of Swastik Computer Systems was set up in

May 1987. The branch was headed by a dynamic branch manager Hemant Gupta. He was a BSc in

computers and had previously worked in the data processing department of a manufacturing concern.

To establish the Bhopal branch, Hemant Gupta realized the need for making Swastik Computer

Systems, Bhopal known to the younger generation. With this in mind he introduced some innovative

promotional schemes like offering scholarships to students doing well in the intelligence tests

administered by the branch, giving personal computers to students to deposit term fees at their

convenience. Hemant Gupta also ensured that teaching standards were high and computers at the

branch were well maintained, so a student once enrolled felt that he had made the right decision by

joining Swastik Computer Systems. He also made himself available from 8.00 am to 7.00 p.m at the

branch. Students were free to go to him with their problems, which he took pains to solve. Soon

Swastik Computer Systems was one of the leading computer training centres in Bhopal. As the Bhopal

branch prospered, the head office at Delhi started taking an active interest in the running of this branch.

The Regional Manager who visited Bhopal once a month started making frequent visits. During one of

his visits, his attention was drawn to rumors that branch funds were being misappropriated. When the

Regional Manager informed the Delhi office about the rumor, a team was sent to the Bhopal Branch to

look into the matter. On investigation, the term was convinced that the rumors had some truth in them.

It was found that a larger number of students attended the classes than were enrolled. It was felt that this

fraud was not possible without the consent of Hemant Gupta, and without any further inquiry a decision

was taken to remove him forthwith. Amit Verma who was a senior faculty at Swastik Computer

Systems, Delhi was asked to take over the Bhopal branch as Manager. He was an MCA and had been

associated with the organization since its inception. Amit Verma.s appointment at Bhopal was

welcomed at the Bhopal branch by both, staff and faculty as he had the reputation of being an easy

going person. After he joined the Bhopal, it was observed that Amit Verma, although academically

sound, was not an effective administrator. His approach towards staff and faculty was lenient. He was

not particular about punctuality and was not available during office hours. This had an adverse effect on

Examination Paper of Marketing Management

faculty in general and classes in particular. Not only did classes suffer but even administrative work

was affected. Monthly reports to the head office were not sent on time, as a result requisitions for

computer servicing, reading material and funds were unduly delayed. Due to lack of maintenance,

computer breakdowns became common, students did not receive their reading material on time and

payment of building rent, and telephone bills etc were unnecessarily delayed. The symptoms of

deterioration at the Bhopal branch were obvious. The branch which had an annual turnover of Rs 30.7

lakhs fell to Rs. 4 lakhs. As enrollments decreased the head office at Delhi started feeling the pinch. It

started delaying transfer of funds to the Bhopal branch. As a result faculty salaries were unduly delayed.

The faculty started leaving for greener pastures.

Worried by the number of faculty turnover, the head office started a practice of recruiting only

those faculties willing to sign a bond of 3 years. The organization started a practice of taking a deposit

of Rupees 5000 from the joining faculty, which would be refunded after 3 years. In case the faculty left

before this duration, the deposit stood forfeited. This policy further reduced the quality of faculty

joining Swastik Computer Systems, Bhopal.

Questions:

1. WHAT ACCORDING TO YOU WENT WRONG AT THE BHOPAL BRANCH?

1. What according to you went wrong at the Bhopal branch?

2. What can be done to revive the Bhopal branch?

Caselet 2

MIND TREE which was founded in 1999 in India by a group of IT professionals who wanted to chart a

somewhat distinctive path. Today, it has a top line of $269 million and is rated as one of the most

promising mid-sized IT services companies. Creditable as that is, Mind Tree does not want to be just

that. There is an element of serendipity about what it has been doing over the last year. In 2008, it

designated one of its founders Subroto Bagchi .Gardener., a gimmicky signal, intended to declare that

he was moving out of the day-to-day running of the company to nurture talent which would run the

company in the future. He has now a report card ready on a year as gardener. During this one year, he

has also spent around 45 days travelling round the world talking to clients and prospective ones which

has yield remarkable insights into what firms are doing in these traumatic times. Lastly, Mind Tree as

a whole has spent the last year going through the exercise of redefining its mission statement and

vision for the next five years. Quite fortuitously these processes have come together with a unifying

thread, presenting a coherent big picture. Mind Tree wants to seed the future while still young, and

executive chairman Ashok Soota has declared that by 2020, it will be led by a non-founder. So a year

ago the gardener Bagchi set out to ¡°touch¡± 100 top people in the organization, with a goal of doing 50

in a year so as to eventually identify the top 20 by 2015. From among them will emerge not just the

leader but a team of ten who would eventually, as group heads, deliver $200 million of turnover each.

That will give a turnover of $2 billion. To put it in perspective, one one VC-funded company, which

has not closed or been bought over, has been able to get to $2 billion and that is Google. But to get

there it has to periodically redefine its mission (why we exist) and its vision . measurable goals for the

next five years. Its redefined mission is built around ¡°successful customers, happy people, and

innovative solution¡±. Its new vision targets a turnover of $1 billion by 2014. It wants to be among the

globally 20 most profitable IT services companies and also among the 20 globally most admired ones.

Examination Paper of Marketing Management

IIBM Institute of Business Management 9

Admired in terms of customer satisfaction (pay for the course), people practices (creditable),

knowledge management (exciting) and corporate governance (the Enron-Satyam effect). The really

interesting bit about Mind Tree in the last one year is what Bagchi has been up to. He has been

embedding himself in the 50 lives, working in a personal private continuum, making it a rich learning

process ¡°which has helped connect so many dots.¡± Of the hundred who will be engaged, may be 50

will leave, of them 25 may better themselves only marginally, and from the remaining 25 ten will

emerge who will carry the company forward.

Questions:

1. WHAT DO YOU ANALYSE AS THE MAIN REASON BEHIND THE SUCCESS OF MIND TREE?

1. What do you analyse as the main reason behind the success of Mind tree?

2. Do you think that redefining the mission statement shows the lacunae on the part of the founder

members of an organization? Why?

 

Section C: Applied Theory (30 marks)

. This section consists of Applied Theory.

. Answer all the questions.

. Each question carries 15 marks.

. Detailed information should form the part of your answer (Word limit 200 to 250 words).

1. WHAT ARE THE VAIOUS METHODS OF COLLECTING STATEISTICAL DATA?

1. What are the various methods of collecting statistical data? Explain in brief their merits and

demerits.

2. What do mean by Research design. What are basic types of research design?

 

SUPPLY CHAIN MANAGEMENT

 

Part One:

Multiple Choices:

1. When demand is steady, the cycle inventory for a given lot size (Q) is given by

a. Q/4

b. Q/8

c. Q/6

d. Q/2

2. There are two firms „x‟ and „y‟ located on a line of distance demand(0-1) at „a‟ and „b‟

respectively, the customers are uniformly located on the line, on keeping the fact of splitting of

market, the demand of firm „x‟ will be given by,

a. (a+b)/2

b. a+(1-b-a)/2

c. (1+b-a)/2

d. a+(a-b)/2

3. Push process in supply chain analysis is also called

a. Speculative process

b. Manufacturing process

c. Supplying process

d. Demand process

4. If the Throughput be „d‟ and the flow time be „t‟ then the Inventory „I‟ is given by

a. I *d=t

b. I=t+d

c. d=I*t

d. I =d*t

 

 

Part Two:

1. EXPLAIN “ZONE OF STRATEGIC FIT”

1. Explain “zone of strategic fit”.

2. Explain “scope of strategic fit”.

3. What do you understand by “stimulation forecasting method”?

4. Write a note on “obsolescence (or spoilage) cost”.

5. Define “square law” in safety inventory of supply chain management.

6. What does the word “postponement” signifies in supply chain?

7. What do you understand by the term “tailored sourcing”?

8. Explain the term “outsourcing”.

9. Write a note on “threshold contracts” for increasing agent efforts.

 

Section B: Caselets (40 marks)

„h This section consists of Caselets.

„h Answer all the questions.

„h Each caselet carries 20 marks.

„h Detailed information should form the part of your answer (Word limit 200 to 250 words).

Caselet 1

ORION IS A GLOBAL CO. That sells copiers. Orion currently sells 10 variants of a copier, with all inventory

kept in finished-goods form. The primary component that differentiates the copiers is the printing

subassembly. An idea being discussed is to introduce commonality in the printing subassembly so

that final assembly can be postponed and inventories kept in component form. Currently, each copier

costs $1,000 in terms of components. Introducing commonality in the print subassembly will increase

component cost to$1.025.One of the 10 variants represents 80 percent of the total demand. Weekly

demand for this variant is normally distributed ,with a mean of 1,000 and a standard deviation of

200.Each of the remaining nine variants has a weekly demand of 28 with a standard deviation of

20.Orion aims to provide a 95per level of services .Replacement lead time for components is four

weeks. Copier assembly can be implemented in a matter of hours. Orion manages all inventories

using a continuous review policy and uses a holding cost of 20 percent.

1. HOW MUCH SAFETY INVENTORY OF EACH VARIANT MUST ORION KEEP WITHOUT COMPONENT COMMONALITY? WHAT ARE THE ANNUAL HOLDING COSTS?

1. How much safety inventory of each variant must Orion keep without component commonality?

What are the annual holding costs?

2. How much safety inventory must be kept in component form if Orion uses common components

for all variants? What is the annual holding cost? What is the increase in component cost using

commonality? Is commonality justified across all variants?

3. At what cost of commonality will complete commonality be justified?

4. At what cost of commonality will commonality across the low-volume variants be justified?

Caselet 2

AN ELECTRONIC MANUFACTURER An electronic manufacturer has outsourced production of its latest MP3 player to a contract

manufacturer in Asia. Demand for the players has exceeded all expectations whereas the contract

manufacturers sell three types of players- a 40-GB player, a 20-GB player, 6-GB player. For the

upcoming holiday season, the demand forecast for the 40-GB player is normally distributed, with a

mean of 20,000and a standard deviation Dard deviation of 11,000, and the demand forecast for the 6-

GB player has a mean of 80,000 and a standard deviation of 16,000. The 40-GB player has a sale

Examination Paper of Supply Chain Management

price of $200, a production cost of $100, and a salvage value of $80 .The 20-GB player has a price of

$150, a production cost of $70, and a salvage value of $50.

1. HOW MANY UNITS OF EACH TYPE OF PLAYER SHOULD THE ELECTRONICS MANUFACTURER ORDER IF THEY ARE NO CAPACITY CONSTRAINTS?

1. How many units of each type of player should the electronics manufacturer order if there are no

capacity constraints?

2. How many times of each type of player should the electronics manufacturer order if the available

is 140,000? What is the expected profit?

END OF SECTION B

Section C: Applied Theory (30 marks)

„h This section consists of Long Questions.

„h Answer all the questions.

„h Each question carries 15 marks.

„h Detailed information should form the part of your answer (Word limit 150 to 200 words).

1. CONSIDER TWO PRODUCTS WITH THE SAME MARGIN CARRIED BY A RETAIL STORE. ANY LEFTOVER UNITS OF ONE PRODUCT ARE WORTHLESS. LEFTOVER UNITS OF THE OTHER PROUDCT CAN BE SOLD TO OUTLET STORES. WHICH PRODUCT SHOULD HAVE A HIGHER LEVEL OF AVAIABILITY ? WHY?

1. Consider two products with the same margin carried by a retail store. Any leftover units of one

product are worthless. Leftover units of the other product can be sold to outlet stores. Which

product should have a higher level of availability? Why?

2. McMaster-Carr sells maintenance, repair, and operations equipment from five warehouses in the

United States. W.W. Grainger sells products from more than 350 retail locations, supported by

several warehouses. In both cases, customers place orders using the Web or on the phone. Discuss

the pros and cons of the two strategies.

 

Statistical Quality Control

STATISTICAL QUALITY CONTROL

 

Part One:

Multiple choices:

1. If in a hall there are 18 persons then how many handshakes are possible

a. 18*18

b. 18*17/2

c. 18*17

d. None

2. If the number of trials be „n‟ and the probability of occurrence be „p‟ then the standard deviation

with respect to np, is given by

a. (np)1/2

b. (np(1-p))1/2

c. (np)1/4

d. (np(1-p))1/4

3. For a biased coin the probability of occurrence of head is 0.4 ,if the coin is tossed twice then the

probability of occurrence of at least one head will be

a. 0.76

b. 0.48

c. 0.64

d. 0.16

4. Factorial of 5 equals

a. 60

b. 120

c. 24

d. 5

5. Combinatory of (4,2) equals

a. 12

b. 8

c. 6

d. None

Part Two:

1. DIFFERENTIATE BETWEEN DEFECT AND DEFECTIVE.

1. Differentiate between „defect‟ and „defective‟.

2. Explain the need of „short method‟.

3. What does „Tchebycheff‟s inequality theorem‟ say?

4. Explain the usability of „stochastic limit‟.

5. Write a note on „Cause and Effect‟ diagram.

 

Caselet 1

ADAPTABILITY IN ACTION: A CASE OF RSL

Rajasthan Synthetics Ltd. (RSL) was established in the year 1994 at Bhilwara, Rajasthan to

manufacture synthetic yarn with a licensed capacity of 29,000 spindles. Manish Kumar, a Harvard

Business School graduate, established RSL with 8% equity participation from Itochu Corporation

Japan to manufacture synthetic yarn for shirting, a promising business at that time. The demise of the

NTC textile mills was fresh in the minds of the promoters and therefore, state of the art technology

imported from U.K., Germany, Japan and France was used in the manufacturing facility. By the time

the company started manufacturing yarn the competition in shirting yarn had become fierce and the

returns had diminished. The company incurred losses in the first four years of its operations and the

management was looking for opportunities to turn things around. The manufacturing plant started

functioning with an installed capacity of 26,000 spindles, a small unit considering yarnmanufacturing

industry, in the year 1996 to manufacture synthetic yarn for shirting only. Initially, the

1. WHAT MARKETING STRATEGY SHOULD RSL ADOPT TO REMAIN COMPETITIVE IN THE INTERNATIONAL MARKET?

1. What marketing strategy should RSL adopt to remain competitive in the international market?

2. Has the company taken the right decision to forward integrate and enter into the highly volatile

garment market?

Caselet 2

Popular mythology in the United States likes to refer to pre-World War II Japan as a somewhat

backward industrial power that produced and exported mostly trinkets and small items of dubious

quality bought by Americans impoverished by the Great Depression. Few bring up the fact that, prior

to the Pearl Harbor attack, Japan had conquered what are now Korea, Manchuria, Taiwan, and a large

portion of China, Vietnam, and Thailand; and by the end of 1942 Japan had extended its empire to

include Burma, the Philippines, Indonesia, Malaysia, Thailand, Cambodia, New Guinea, plus many

strings of islands in the eastern Pacific Ocean. Its navy had moved a large armada of worships 4,000

miles across the Pacific Ocean, in secret and in silence, to attack Pearl Harbor and then returned

safely home. Manufacturers capable of producing only low-grade goods don.t accomplish such feats.

High-quality standards for military hardware, however, did not extend to civilian and export goods,

which received very low priority during the war years. Thus the perception in the United States for a

long time before and then immediately after the war had nothing to do with some inherent character

flaw in Japanese culture or industrial capability. It had everything to do with Japan.s national

priorities and the availability of funds and material. Following Japan.s surrender in 1945, General

MacArthur was given the task of rebuilding the Japanese economy on a peaceful footing. As part of

that effort an assessment of damage was to be conducted and a national census was planned for 1950.

Deming was asked in 1947 to go to Japan and assist in that effort. As a result of his association with

Shewhart and quality training, he was contacted by representatives from the Union of Japanese

Scientists and Engineers (JUSE), and in 1950, Deming delivered his now famous series of lectures on

quality control. His message to top industry leaders, whom he demanded to attend, and to JUSE was

that Japan had to change its image in the United States and throughout the world. He declared that it

could not succeed as an exporter of poor quality and argued that the tools of statistical quality control

could help solve many quality problems. Having seen their country devastated by the war, industry

and government leaders were eager to learn the new methods and to speed economic recovery.

Experience was to prove to Deming and others that, without the understanding, respect, and support

of management, no group of tools alone could sustain a long-term quality improvement effort.

1. HOW COULD HAVE THE SQC APPROACH, BEEN USEFUL IN SOLVING THE IMMEDIATE PROBLEMS OF JAPAN?

1. How could have the SQC approach, been useful in solving the immediate problems of Japan?

2. If you were among one of the management members, what would have been your first insight?

1. A SAMPLE OF 30 IS TO BE SELECTED FROM A LOT OF 200 ARTICLES. HOW MANY DIFFERENT SAMPLES ARE POSSIBLE.?

1. A sample of 30 is to be selected from a lot of 200 articles. How many different samples are

possible?

2.      In Dodge.s CSP-1, it is desired to apply sampling inspecti

 

STRATEGIC MANAGEMENT

 

Part One:

Multiple choices:

1. A plan of action designed to achieve a particular goal is:

a. Tactic

b. Strategy

c. Financial benefits

d. None of the above

2. It is important to develop mission statement for:

a. Allocating organizational resources

b. Provide useful criteria

c. Company creed

d. Customer orientation

3. The five forces model was developed by :

a. Airbus

b. Karin Larsson

c. Michael E.Porter

d. Boeing

4. How many elements are involve in developing in an organizational strategy:

a. Six

b. Two

c. Four

d. Nine

5. The three important steps in SWOT analysis are:

a. Identification, Conclusion, Translation

b. Opportunities, Threats, Strengths

c. People, Corporate cultures, Labour

d. Power, Role, Task

Case let 1

NATIONAL COMPETITIVE ADVANTAGE OF IKEA GROUP

National Competitive Advantage of IKEA Group, a Swedish company founded in 1943 with its

headquarters in Denmark, is a multinational operator of a chain of stores for home furnishing and

furniture. It is the world¡¦s largest retailer, which specializes, in stylish but inexpensive Scandinavian

designed furniture. At the end of 2005 the IKEA Group of Companies had a total of 175 stores in 31

countries. In addition there are 19 IKEA stores owned and run by franchisees, outside the IKEA store

around the world.

In Sweden, nature and a home both play a big part in people¡¦s life. In fact one of the best ways to describe

the Swedish home furnishing style is to describe nature-full of light and fresh air, yet restrained and

unpretentious.

To match up the artist Carl and Karin Larsson combined classical influences with warmer Swedish folk

styles .They created a model of Swedish home furnishing design that today enjoys world-wide renown. In

the 1950s the styles of modernism and functionalism developed at the same time as Sweden established a

society founded on social equality .The IKEA product range ¡VThe IKEA product range- modern but not

trendy, functional yet attractive, human-centered and child friendly ¡V carries on these various Swedish

home furnishing traditions.

The IKEA Concept, like lots founder, was born in Samaland. This is a part of Southern Sweden where the

soil is thin and poor. The people are famous for working hard, living on small means and using their

heads to make the best possible use of the limited resources they have. This way of doing things is at the

heart of the IKEA approach to keeping prices low.

IKEA was founded when Sweden was fast becoming an example of the caring society, where rich and

poor alike were well looked after. This is also a theme that fits well with the IKEA vision. In order to give

the many people a better everyday life, IKEA asks the customer to work as a partner. The product range is

child-friendly and covers the need of the whole family, young and old. So together we can a better

everyday life for everyone.

In addition to working about around 1,800 different suppliers across the world, IKEA produces many of

its own products through sawmills and factories in the IKEA industrial group, Swedwood.

Swedwood also has a duty to transfer knowledge to other suppliers, for example by educating them in

issues such as efficiency, quality and environmental work.

Swedwood has 35 industrial units in 11 countries.

Examination Paper: Semester II

Purchasing: IKEA has 42 Trading Service Offices (TSO¡¦s) in 33 countries. Proximity to their suppliers

is the key to rational, long term cooperation. That¡¦s why TSO co-workers visit suppliers regularly to

monitor production, test new ideas, negotiate prices and carry out quality audits and inspection.

Distribution: The route from supplier to customer must be as direct, cost- effective and environmentally

friendly as possible. Flat packs are important aspects of this work: eliminating wasted space means we

can transport and store goods more efficiently. Since efficient distribution plays a key role in the work of

creating the low price, goods routing and logistics are a focus for constant development.

The business Idea: The IKEA business idea is to offer a wide range of home furnishings with good design

and function at prices so low that as many people as possible will be able to afford them. And still have

many left! The company targets the customer who is looking for value and is willing to do a little bit of

work serving themselves, transporting the items home and assembling the furniture for a better price. The

typical IKEA customer is young low to middle income family.

The Competition Advantage: The competition advantage strategy of IKEA¡¦s product is reflected through

IKEA¡¦s success in the real industry. It can be attributed to its vast experience in the retail market, product

differentiation, and cost leadership.

IKEA Product Differentiation: A wide product range The IKEA product range is wide and versatile in

several ways. First, it¡¦s versatile in function. Because IKEA think customer, shouldn¡¦t have to run from

one small specialty shop to another to furnish their home, IKEA gather plants, living room furnishings,

toys , frying pans, whole kitchens i.e.; everything which in a functional way helps to build a home ¡V in

one place , at IKEA stores.

Second, it¡¦s wide in style. The romantic at heart will find choices just as many as the minimalist at IKEA.

But There is only one thing IKEA don¡¦t have, and that is, the far- out or the over-decorated. They only

have what helps build a home that has room for good living.

Third, by being coordinated, the range is wide in function and style at the same time. No matter which

style you prefer, there¡¦s an armchair that goes with the bookcase that goes with the new extending table

that goes with the armchair. So their range is wide in a variety of ways.

Cost Leadership: A wide range with good form and function is only half the story. Affordability has a part

to play ¡V the largest part. A wide range with good form and function is only half the story. Affordability

has a part to play- the largest part. And the joy of being able to own it without having to forsake

everything else. And the customers help, too, by choosing the furniture, getting it at the warehouse,

transporting it home and assembling it themselves , to keep the price low.

Questions

1. DO YOU THINK THAT IKEA HAS BEEN SUCCESSFUL TO UTILIZE PORTER’S FIVE FORCE ANALYSIS? GIVE REASONS

1. Do you think that IKEA has been successful to utilize Porter¡¦s Five force analysis?

Give reasons.

2. Where do you think can IKEA improve?

Examination Paper: Semester II

 

 

 

Case let 2

FOR ITC LTD

For ITC Ltd., 2007-2008 continued to be year of quiet growth. Just more launches in its relatively new

segment of non-cigarettes fast moving consumer goods, and solid growth. As in the past few years, ITC¡¦s

non-cigarettes businesses continued to grow at a scorching pace, accounting for a bigger share of overall

revenues. ¡§The non-cigarette portfolio grew by 37.6% during 2006-2007 and accounted during that year

for 52.3% of the company¡¦s net turnover.¡¨ An ITC spokesman said. In fact, over the first three quarters of

2007-08, ITC¡¦s non-cigarette FMCG businesses have grown by 48% on the same period last year,

¡§Indicating that its plans for increasing market share and standing are succeeding.¡¨

The branded packaged foods business continued to expand rapidly, with the focus on snacks range Bingo.

The biscuit category continued its growth momentum with the ¡¥Sun feast¡¦ range of biscuits launching

¡¥Coconut¡¦ and ¡¥Nice¡¦ variants and the addition of ¡¥ Sunfeast BenneVita Flaxseed¡¦ biscuits. Aashirwad atta

and kitchen ingredients retained their top slots at the national level, with the spices category adding an

organic range. In the confectionery category which grew by 38% in the third quarter, ITC cited AC

Nielsen data it claims market leader status in throat lozenges. Instant mixes and pasta powdered the sales

of its ready to eat foods under the kitchens of India and Aashirwad brands.

In Lifestyle apparel, ITC launched Miss Players fashion wear for young women to compliment its range

for men.

Overall, the biscuit category grew by 58% during the last quarter, ready to eat foods under the kitchens of

India and Aashirwad brands by 63% and the lifestyle business by 26%.

For the Industry, the most significant initiative to watch the ITC foray into premium personal care

products with its Fiama Di Wills range of shampoos , conditioners, shower gels, and soaps. In the popular

segment, ITC has launched a range of soaps and shampoos under the brand name Superia.

Ravi Naware, Chief executive of ITC¡¦s food business was quoted recently as saying that the business will

make a positive contribution to ITC¡¦s bottom line in the next two to three years.

In hotels, ITC¡¦s Fortune Park brand was making the news during the year, with a rapid rollout of first

class business hotels.

In the agri-business segment, the e-choupal network is trying out a pilot in retailing fresh fruits and

vegetables. The e-choupals have already specialized in feeding ITC high quality wheat and potato, among

other commodities grown by farmers with help from e-choupal.

Questions:

Q1. DO YOU THINK THE PROGRESS OF ITC LTD. IS REALISTIC?

Q1. Do you think the progress of ITC Ltd. is realistic?

Q2. After analyzing the above case, do you think every company should aim at cost leadership with high

quality product?

END OF SECTION B

Examination Paper: Semester II

Section C: Applied Theory (30 marks)

„h This section consists of Applied Theory Questions.

„h Answer all the questions.

„h Each question carries 15 marks.

„h Detailed information should form the part of your answer (Word limit 200 to 250 words).

1. What are the basic principles of Organizational structure? What are the types of

Organizational structures?

2. Though BCG matrix can be very helpful in forcing decisions in managing a

portfolio of products, it can be employed as a sole men of determining strategies

Enterprise Resource Planning

ENTERPRISE RESOURCE PLANNING

Part One:

Multiple Choices:

1. Enterprise Resource Planning is

a. Computer System

b. Manufacturing organization

c. Method of effective planning of all the resources in an organization

d. None of the above

2. Enterprise Resource Panning vendors are those people

a. Who are experts in administration and management of projects

b. Who have developed the ERP packages

c. Who uses the ERP system

d. None of the above

3. Interviewing and cost justification is tool and technique of

a. Design step of ERP

b. Implementation step of ERP

c. Requirement analysis of ERP

d. Planning step of ERP

4. Support re-engineering processes to fit the software systems best practice is approach of

a. Re-engineering approach

b. Customizing approach

c. Rational approach

d. None of the above

5. Process of tracking customer contacts and providing the customer with a price quote is

a. Inventory sourcing

b. Sales order processing

c. Pre-sales

d. None of the above

Part Two:

1. WHAT ARE THE ADVANTAGES OF THE RE-ENGINEERING METHOD OF IMPLEMENTING ERP?

1. What are the advantages of the re-engineering method of implementing ERP?

2. What are the benefits reported from implementing ERP?

3. Write a short note on “Credit Management”?

4. Define Material Requirements Planning?

Caselet 1

TECH KNOWLEDGE

Tech Knowledge is a start-up founded in 1997 by Robert Thyer. The company is a distributer of

presentation technologies, including computer based projection systems, video equipment, and

display technologies. The firm has 25 employees and does $5 million in sales. It is growing rapidly.

The owner, Robert Thyer, would like to netsource the back-office functions of the firm because the

company does not have an internal IT capability. The applications to be netsourced would include

sales and distribution, financial accounting, and inventory management.

TechKnowledge would like to source SAP or another ERP vendor via a hosting arrangement. It

does not expect to do much customization, and it does not have any legacy systems.

1. WHAT FACTORS SHOULD IT USE TO EVALUATE EACH OF THESE POTENTIAL HOSTS?

1. What factors should it use to evaluate each of these potential hosts?

2. What controls should be in place to monitor the hosting arrangement?

Caselet 2

ITM IS A COMPANY

ITM is a company specializing in network implementation and management. It provides networking

services to mid-sized companies, which do not have an internal networking analyst or IT manager.

These organizations include real estate companies, law offices, medical practices, architectural /

engineering firms, construction companies, business services providers, country clubs, community

organizations, and churches.

ITM uses a legacy accounting system to handle its financial accounting and financial

management functions. It has added on a billing package for client services. The next step is to

obtain a CRM capability to manage information about current and prospective customers more

effectively.

You have been assigned to identify potential sources for a net-sourcing arrangement with an ERP

vendor, which provides CRM capabilities.

1. IDENTITY POTENTIAL SOURCES OF SOFTWARE?

1. Identify potential sources of software?

2. Determine five criteria you will recommend be used to evaluate each of alternative providers?

1. EXPLAIN THE BRIEF SALES AND MARKETING MODULES IN ERP SYSTEM?

1. Explain in brief Sales and Marketing Modules in ERP System?

2. What are the different development process in ERP systems and write a detailed note on it?

 

MANAGEMENT INFORMATION SYSTEM

Part one:

Multiple choices:

1. Management Information System is mainly dependent upon:

a. Accounting

b. Information

c. Both ‘a’ and ‘b’

d. None of the above

2. The most important attribute of information quality that a manager requires is:

a. Presentation

b. Relevance

c. Timeliness

d. None of the above

3. Human Resource Information Systems are designed to:

a. Produce pay checks and payrolls reports

b. Maintain personnel records

c. Analyze the use of personnel in business operations

d. Development of employees to their full potential

4. Operational Accounting System include:

a. Inventory control

b. Cost accounting reports

c. Development of financial budgets and projected financial statements

d. None of the above

5. EIS stands for:

a. Executive Information System

b. Excellent Info System

c. Excessive Information System

d. None of the abov

Part Two:

1. WHAT ARE THE ‘STRATEGIC INFORMATION SYSTEMS’

1. What are the ‘Strategic Information Systems’?

2. Write down the various business model of internet.

3. What is ‘Network Bandwidth’?

4. Differentiate between OLTP and OLPP.

Case let 1

Overview of our Client’s Strategy

Our client had an online store. They were spending $15,000 each month on pay per click

advertising. This resulted in about $225,000 per month in sales. They didn’t know which clicks

were leading to sales because they didn’t track the clicks. There rankings in the natural listings was

minimal because they hadn’t done keywords research on what visitors were using to try to find a

site like there’s. They weren’t able to quantity results because their we statistics program only

showed very general traffic information. They were also doing an irregular email newsletter even

though they had more than 32,000 e-mails in their database.

Analysis of the situation

In the natural listings we suspected they were being penalized by the search enines for duplicate

content. The search engines frown on this because they feel this is trying to fool them. Google will

often give a site like this something called “Supplement Results”, which means that the search

engines know the page exists but doesn’t have any content in their database. We also suspected

their email newsletter was being blocked by many sp

Questions:

1. DISCUSS THE CLIENT STRATEGY OF THE SUCCESS OF STORE.

1. Discuss the client strategy for the success of store.

2. Suppose if you are the client maker what would you suggest for the client.

 

Case let 2

Data Warehouse is a massive independent business database system that is populated with data that

has been extracted from a range of sources. The data is held separately from its origin and is used to

help to improve the decision-making process.

Many traditional Databases are involved in recording day to day operational activities of the

business, called Online Transaction Processing (OLTP), COMMONLY IMPLEMENTED IN

Airline Bookings and Banking Systems, for faster’s response and better control over data.

After establishment of OLTP Systems, reports and summaries can be drawn for giving inputs to

decision-making process and this process is called Online Analytical Processing (OLAP).

For better customer relationships management strategy, the call centre’s and data Warehouse works

as a strategic tool for decision-support which requires lot of time for establishment, and needs to be

updated with operational information on daily weekly or monthly basis.

Data Warehouse is used for proactive strategies formulation strategies formulation in critical and

complex situations. A number of CRM vendors are advocating for single integrated customer

database which includes call centre, web sites, branches and direct mail, but it lacks in analytical

functioning of data warehouse. This Database can’t be expanded also, and carry decision support

operations on call centre Database becomes slow & the query processing and inquiries andling

operations also become slow & inefficient for agents dealing with customers.

Data Warehouse is must for identifying most profitable & loyal customers and those customers can

be offered better customized services which increase the chances of additional profits.

Although call centre system & data warehouse are altogether different systems yet dependent on

each other to fully exploit their potential respectively.

Questions:

1. EXPLAIN THE ROLD OF DATA WAREHOUSEING IN THE FUNCTIONING OF A CALL CENTRE

1. Explain the role of data warehousing in the functioning of a call centre.

2. How the response time in performing OLAP queries can be improved?

 

1. Explain the term e-commerce. Also explain the history and limitations of e-commerce.

2. What do you understand by the term “Database”? Explain the various database models in

detail.

 

International Financial Management

INTERNATIONAL FINANCIAL MANAGEMENT

Part One:

Multiple choices:

1. Foreign exchange market in India is relatively very

a. Big

b. Small

c. Medium

d. None of the above

2. Balance of payment is a systematic record of all _______ during a given period of time.

a. Political transactions

b. Social transactions

c. Economic transactions

d. None of the above

3. Merchandise trade balance, services balance & balance on unilateral transfer are the part of

________ account

a. Current account

b. Capital account

c. Official account

d. None of the above

4. Interest rate swaps can be explained as an agreement between _________ parties

a. One

b. Two

c. Three

d. None of the above

5. Capital account convertibility in India evolved in August

a. 1996

b. 1995

c. 1994

d. None of the above

Part Two:

1. WRITE A SHORT NOTE ON ‘INTEREST RATE PARITY SYSTEM’ FOR EXCHANGE RATES.

1. Write a short note on ‘Interest Rate Parity System’ for exchange rates.

2. What are Direct & Indirect Quotes of exchange rates?

3. What is ‘International Mutual Fund’?

4. Briefly describe ‘swaps in foreign exchanges markets’.

Case let 1

Managing Exchange Rate Risk

Mahindra International (India) imported spares of an engine from a US manufacturer for $ 5,000 per

annum at a price of $ 2.5 per piece. The average exchange rate during 2001-02 was Rs. 47.70/$. The

Indian company imported the spares also from a British manufacturer. In fact, it had diversified its

import in view of reducing the risk associated with the supply. The import from the USA was

competitive in view of the fact the same spares imported from the UK was slightly costlier. The

American spares cost Rs. 119.25 per piece, while the British spares cost Rs. 120.00 per piece. In

2002-03, US dollar appreciated to Rs. 48.40 with the result that the cost of American spares turned

higher than the British spares. In the sequel of the appreciation of US dollar, the Indian importer cut

its demand from 2,000 pieces to 500 pieces. The loss to the US exporter was colossal. But at the same

time, the Indian Importer suffered a lot. It had to pay a higher price for the US spares in terms of

rupee. And also, it had to divert its import from the USA to the UK insofar as the pound sterling did

not appreciate during this period. All this happened in the wake of the exchange rate changes.

Questions:

1. Mention the loss borne by the US exporter in the sequel of appreciation of dollar.

2. What strategy the Indian importer needs to follow to hedge the exchange rate risk?

Case let 2

ABN Amro Bank and Correspondent Banking in India

ABN AMRO bank has emerged as a major correspondent bank owing to a large network. In

India, it operates in six major cities, viz. Baroda, Chennai, Kolkata, Mumbai, New Delhi and

Pune. Being a correspondence bank, its product offerings are found primarily in the area of

trade and clearing. It is doing well in these owing to strong tie-up with local Indian banks

reaching 350 centres across the country. As a result, payments are effected speedily and

Questions:

1. DESCRIBE THE NETWORK OF ABN AMRO BANK IN INDIA?

1. Describe the network of ABN AMRO Bank in India.

2. What role does it play for global cash management?

 

1. Discuss the factors that affect foreign exchange market. Explain the different types of foreign

exchange quotations.

2. What do you mean by balance of payment? What are the key components of balance of

Payment

 

Security Analysis and Portfolio Management

SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

Part One:

Multiple choices:

1. Beta is useful for comparing the relative _____________ of different stocks.

a. Business risk

b. Systematic risk

c. Liquidity risk

d. Country risk

2. The price prevailing in market is called

a. Market security

b. Market value

c. Market price

d. None of the above

3. Line charts, Bar charts, Candles tic charts are the parts of

a. Fundamental analysis

b. Technical analysis

c. Company analysis

d. None of the above

4. A market portfolio is a portfolio consisting of a weighted __________ in the market.

a. Sum of every equity

b. Sum of every liabilities

c. Sum of every assets

d. None of the above

5. The date on the option contract is called the ___________

a. Expiration date

b. Date of maturity

c. Both a) & b)

d. None of the above

 

Part Two:

1. What does ‘β’ (Beta) mean in risk management?

2. Write a note on ‘options’ & ‘future’ derivatives.

3. Define Capital market theory.

4. Write a short note on CAPM.

 

Case let 1

TOUAX

TOUAX is a French company and is currently Europe’s no. 1 in shipping containers and river

barges, and no. 2 in modular building and freight railcars. The group provides operating leases to

customers around the world, both on its own account and for third-party investors. On June 24, 2009,

TOUAX announced that its capital increased by waiving preferential subscription rights but with

priority for existing shareholders, launched on 18 June 2009 for a total of E17, 851,519.76 (gross)

through the issue of 936,596 new shares which were subscribed in the entirely. Following partial

application of the extension clause, 952,747 shares were placed or 101.72% of the issue; total

proceeds were E18, 159,357.82.

This rights issue has enabled the Group to strengthen its financial structure, to position itself with

advantage for possible acquisitions of tangible stock, and to

Questions:

1. AFTER ANALYZING THE CASE, DO YOU THINK ALL THE COMPANIES THAT CAN AFFORD, SHOULD OPT FOR RIGHT ISSUE TO IMPROVE THEIR FINANCIAL STATUS?

1. After analyzing the case, do you think all the companies that can afford, should opt for right

issue to improve their financial status?

3.      What do you analyze as the two main advantages of the right issue?

 

Case let 2

In mid-February 1994, the British paper, the Sunday times ran on article that alleged that a 1 billion

sterling ($ 750 M) sale of equipment by British companies to Malaysia was secured only after bribes had

been paid to Malaysian government officials and after the British overseas development administration

(ODA) had agreed to approve a 234 million sterling grant to the Malaysian government for a

hydroelectric dam of (according to the Sunday times) dubious economic value. The clear implication was

that UK officials, in their enthusiasm to see British companies win a large defence contract, had yield to

Examination Paper: Finance Management

pressures from “corrupt” Malaysian officials for bribes – both personal and in the form of the 234 million

sterling development grants.

What happened next took everyone by surprise. The Malaysian government promptly announced a an on

the impact of all British goods and services into Malaysia and demanded an apology from British

Government. Officially the ban applied only to government orders for British goods and services; the

private sector was free to busy as it chose. However, British companies with experience in the region

were nervous that the private sector would follow the government’s lead in shunning British products. At

stake was as much as 4 billion sterling in British exports and construction activities in Malaysia and a

presence in one of the world’s fastest growing developing economies (Malaysia’s economic growth has

averaged 8% per annum since 1989). In announcing the ban, Malaysia’s Prime Minister, Dr Mahathir

Mohammad, noted that the British media portrays Malaysians as corrupt because “ They are not British

and not white”…And “we believe the foreign media must learn the fact that developing countries,

including a country led by brown Moslem, have the ability to manage their own affairs successfully”.

The British government responded by stating, it could not tell the British press what and what not to

publish, to which Dr Mahathir replied there would be “no contracts for British press freedom to tell lies”.

At the same time, the British government came under attack from members of parliament in Britain, who

suspected the government acted unethically and approved the ODA hydroelectric grant to help British

companies win orders in Malaysia.

Questions:

1. IF YOU ARE THE CEO OF A BRITISH COMPANY THAT NOW FACES THE LOSS OF A LUCRATIVE CONTRACT IN MALAYSIA BECAUSE OF THE DISPUTE, WHAT ACTION SHOULD YOU TAKE?

1. If you are the CEO of a British company that now faces the loss of a lucrative contract in

Malaysia because of the dispute. What action should you take?

2. How do you think British government should respond to the Malaysian action?

 

 

 

 

International Marketing Management

INTERNATIONAL MARKETING MANAGEMENT

Part One:

Multiple choices:

1. International marketing includes activities that direct the flow of goods from

a. One country to one country

b. One country to another country

c. One country to multiple country

d. All of the above

2. ETC stands for

a. Expert trading companies

b. Essential trading companies

c. Export trading companies

d. None of the above

3. Till 1950-56 there was no clear exim policy and no _________ restrictions of any kind

a. Import

b. Export

c. Both a) & b)

d. None of the above

4. Tariffs have been one of the classical methods of regulating ________ trade

a. International

b. National

c. Domestic

d. None of the above

5. The world trade organization (WTO) was established on 1st January

a. 1996

b. 1995

c. 1997

d. None of the above

 

Part Two:

1. DIFFERENTIATE BETWEEN DOMESTIC & INTERNATIONAL MARKETING

1. Differentiate between domestic & international marketing.

2. Write a short note on World trade organization (WTO).

3. Briefly describe the exim policy of India (one part of India’s export import policy).

4. Write a short note on tariff and non tariff barriers of international trade.

 

 

Case let 1

Export Marketing:

The trade in black pepper is unhappy that exports may not show a sign of revival in prices in the

immediate future. World prices have been showing a downward trend for eighteen months and this

has resulted in much lower earnings for exporters. The UK, West Germany and the Netherlands have

cut their import requirement though the American demand has shown some growth. Brazil has been

resorting to aggressive selling at lower prices and the expectations are that its exports will reach an

all-time peak of 32,000 tones in the 1981-82 season. The 1981-82 Indian season is only about six

weeks away. The Brazilian offensive has forced India to withdraw so to any from the US and West

European markets and increase its reliance on communist buyers. As many as 1980-81.the Soviet

Union alone accounting for 12,647 tones. But exporters are concerned at the diversion on such a scale

of this trade.

Questions:

1. HAD YOU BEEN THE PEPPER EXPORTER, WHAT WOULD BE YOUR SHORT TERM AND MEDIUM- TERM EXPORT MARKETING STRATEGY IN THE ABOVE ENVIRONMENT?

1. Had you been the pepper exporter, what would be your short term and medium-term export

marketing strategy in the above environment?

2. Could you examine the weak points in this case study?

Case let 2

SMART KID-SELLING EDUCATIONAL GAMES AND RESOURES TO THE WORLD

SMART KIDS – SELLING EDUCATIONAL GAMES AND

RESOURCES TO THE WORLD

Smart Kids Ltd. An Auckland company that makes educational games and resources to read and

understand math’s has won a Trade New Zealand Export Award for its success in international

markets in 2003.Established eight years ago in the family home basement, Smart Kids is led by

husband and wife team, joint chief executives David and Sun Milne and their sons Duncan and Frase.

She Milne, an ex-teacher, says from just 30 products when it started, the company produces more

than 200 produces catering for student’s activities, grammar concepts and numeracy. She says the

international appeal of Smart Kids products was highlighted recently, when company’s SMART

PHONICS was listed amongst the top five products out of almost 100 in the education trade show in

the United Kingdom. The key requirement for every new Smart Kids products is that it stimulates

student’s minds in the classroom, teaches them a specific concept easily, enjoyably and permanently

and enables problem solving. David Milne says Smart Kids started selling its educational games and

 

 

 

 

1. What do mean by International marketing? Discuss the scope of International marketing.

2. Describe the export documentation framework in India in detail.

 

RETAIL MANAGEMENT

Part One:

Multiple Choices:

1. The minimum value of Conversion ratio is_________

a. 0

b. 0.5

c. 2

d. 1

2. The law of retail gravitation is also called__________

a. Huff‟s law.

b. Belly‟s law.

c. Philip Kotler‟s law.

d. Relly‟s law.

3. In Huff‟s probability model of retail store location, the exponential „alpha‟ denotes,

a. The attractiveness of the store.

b. Power of the store in terms of potential customer located farthest.

c. It is simply a power over the attractiveness of the store.

d. None.

4. If the market has low level of retail saturation then the chances of success in the market is,

a. Higher.

b. Lower.

c. Unpredictable.

d. Extremely lower

5. If the original price be „a‟ and the reduce price be „b‟ then the mark down % in Pricing techniques

is given by,

a. (a - b)/a.

b. (a – b)/b.

c. (b – a)/a.

d. (b – a)/b

 

 

 

 

 

Part Two:

Examination Paper of Retail Management

1. WHAT DO MEAN BY SUPER MARKET?

1. What do mean by „Super market‟?

2. What do you understand by Upper and Lower threshold in pricing methodologies?

3. What does the term „silent market‟ say?

4. Explain „Gap theory‟ related with service quality.

5. Explain barometric technique used for sales forecasting.

Caselet 1

Retail Management

Shane Flynn graduated from UCD with a Bachelor of Arts in 1994 and has worked in the retail sector

ever since. Although he has always entertained the idea of postgraduate studies, after four years in

university Shane was ready to get out and start earning some money in the „real world‟.

While working as retail business manager for Statoil Ireland in 2005, Shane learned about the part-time

MBS in Retail Management in DIT Aungier Street, and decided the time was right for a return to

college. „It was very hard, but I‟m glad I had commercial experience before I undertook this, I don‟t

know if I would have managed it straight after the BA degree,‟ he says.

His management were completely in agreement and Shane received full support, with regard to both

fees and time-off, during his two-year studies. The MBS in Retail Management required that Shane

attend lectures every Tuesday afternoon from 2pm, and also spend a week „on-campus‟ attending

lectures and producing papers on three or four occasions. Topaz Energy Group acquired both Statoil‟s

and Shell‟s Irish operations while Shane was in college, and he is now retail manager of every Statoil

and Shell branded filling station in Ireland. Thankfully, Topaz was more than willing to continue

supporting Shane‟s educational efforts.

In response to a query on how his course work could be applied to real-life work situations, Shane

mentions his dissertation topic that examined whether a lean management strategy can give a

competitive advantage to a forecourt operator. „Very specifically that helped me, but in all the classes I

learned something that I‟ve been able to apply successfully to work, be it human resource management,

supply chain, or whatever.‟

1.      DID THE FACT THAT SHANE WAS WORKING AND COULD THINK OF REAL WORLD APPLICATIONS FOR WHAT HE WAS LEARNING MAKE THE COURSE MORE INTERESTING

2.      Did the fact that Shane was working and could think of real-world applications for what he was

learning make the course more interesting?

1.      2. How would you describe Shane‟s experience of part-time postgraduate education?

 

 

Caselet 2

BOBCAT INDIA LIMITED

Bobcat India Limited revolutionized footwear selling in India. The company hit upon the idea of

reaching customers through exclusive retail stores way back in 1932 and set up its own outlets,

which numbered around 1,200. It was no mean task setting up such a large network of retail outlets,

especially when 90% of them were owned and operated by the company, the rest being dealerowned

and operated. This chain store format identify has been a strong differentiating factor in the

Indian retail sector, being the first of its kind. Combined with the high quality of the footwear, the

brand soon had top-of-the-mind recall and stayed there for many years. Unit a few years ago, the

name „Bobcat‟ was synonymous with organized retailing in India, the only one of its kind.

1. WHAT STORE FORMAT MIX WOULD YOU RECOMMEND FOR THE COMPANY?

1. What store format mix would you recommend for the company?

2. Did the company do the right thing by extending the in-store brand to the wholesale channel?

What should it do now?

 

1. “The Indian Retail sectors are witnessing a transition phase where organized retailing is taking a

lead over unorganized retailing”. In the light of above statement, explain the current states of

Indian Retailing.

2. “The customer is fully satisfied when the perceived services meets or exceeds their

expectations”. Explain?

 

CONSUMER BEHABVIOUR

 

Part One:

Multiple Choices:

1. The Yellow color is related with personality links like________

a. Caution, warmth

b. Power, informality

c. Passion, excitement

d. Purity, innocence

2. Consumers having high ethnocentric value in CETSCALE for foreign made products are likely to

feel that________

a. It is worthy to purchase the foreign products.

b. It is wrong to purchase foreign made products.

c. Only foreign made products should be purchased.

d. They should remain neutral.

3. If the OSL(optimum stimulation level) score of a person is greater than the lifestyle he/she is

living then he/she likely to

a. Take rest

b. Appear quite satisfied

c. Seem bored

d. Can not be predicted.

4. The psychologists who disagree with the Freud‟s theory of personality are usually referred

as_______

a. Non Freudians

b. Freudians

c. Neo Freudians

d. C-Freudians

5. According to Sigmu

 

Part Two:

1. WHAT IS A “COMMON MAN APPROACH”?

1. What is a „common man approach‟?

2. Differentiate between „Enculturation‟ and „Acculturation‟.

3. Write a short note on „Rokeach Value Survey‟, a widely used value instrument, in consumer

behavior studies.

4. Explain the „Sociometric method‟ of measurement in „Opinion Leadership‟.

5. What do you understand by the term „Viral marketing‟?

 

Caselet 1

The Indian refrigeration industry had apparently reached maturity in the eighties. The introduction

stage could be seen in 1962-66; growth, 1967-80; and maturity 1981-88.Between 1989-90 and 1990-

91, the market grew by 12 to 12.35 lakhs units; in 1992-93 it is estimated to have come down from

12 to 10.39 lakhs pieces. Thus, the decline seems to have begun. Presently, there are six main

competitors in the refrigerator market in India. The industry seems to have structure prevailing in

monopolistic competition. The products at present available in the market are under the brand names

of Godrej, Kelvinator, Voltas, Videocon, BPL and Allwyn. The new entrants to the market like BPL

and Videocon with latest ultra modern refrigeration technology have thrown down the gauntlet to the

existing leaders like Godrej and Kelvinator. A study has been conducted to find out what change

have occurred in consumers behavior due to the emergence of these new challenges, because, for all

 

 

1. DUE TO THE EMERGENCE OF NEW INDUSTRILA GIANSTS LIKE BPL AND VIDEOCON, CONSUMER BEHAVIOR HAS UNDERGONE A SEA-CHANGE. IN WHAT WAYS?

1. Due to the emergence of new industrial giants like BPL and Videocon, consumer

behavior has undergone a sea-change. In what ways?

2. Discuss which will be the most effective strategy according to you that will make

consumer brand loyal in the refrigerator industry.

Caselet 2

Walking down the streets of Delhi‟s Connaught place, capital‟s business heart, Mike Steve, 50 years

old CEO of Macnine shoes (India), was looking at the feet of the busy office goers. The CEO

purposely walked to his office near Super Bazar from the Palika car parking to have a first hand

feeling of the market response to the Macnine shoes, and in general the foot-wear habit of urban

Indians. Macnine shoes brought an image of simple no fuss yet elegant office-going shoes. The

shoes, known for its comfort and reasonable prices shared a good market share in face of

competition from Windsor, Red Tape, Lee Cooper, Woodland, etc. but as the days passed Mike‟s

trained eyes could see the changing scenario. Office goers no longer seemed to prefer “no fuss”

shoes, there was a distinct preference for heavy looking chunky shoes. People‟s perception about

office-going shoes was changing from regular 6-hole laced shoes to these heavy looking shoes. As a

result, Macnine shoes‟ market share decreased by 10 per cent between 1998 and 1999. Disturbed by

the fact, Mr. Steve called a meeting of the departmental heads and after five-hour long meeting it

was accepted, Indian consumers had undergone a sea change in their attitudes and perceptions about

the products. Office was no long seen as a boring work-place where a “no nonsense” rather “stiff

upper lip” attitude has to be maintained. Office was seen as more a part of regular life and a relaxed

“as you want to be” (of course within limits) attitude. Keeping pace with the time, Macnine shoes

also should shed its “traditional” image. More importantly, consumers are going more and more for

branded shoes, rather than mass production shoes that will be available at the retail shops. The

departmental heads agreed that there is a definite price-quality perception in the mind of the

consumers. Consumers perceive high price as a certificate of high quality that will be associated with

the branded products. Based on the price-quality perception, Macnine shoes were decided to be

positioned in the market. Dramatically changing from the basic principle of quality and affordability

targeting the growing middle class, the company saw a better prospect in developing a high priced

brand image as shoe was no longer, especially in big cities seen as necessity but it was a part of life

style marketing where shoes were seen as fashion accessories.

1. EXPLAIN THE “ROLE AND STATUS” FOR MACNINE SHOES

1. Explain the “role and status” for Macnine shoes.

2. Suggest some ways of changing consumer perception of Macnine shoes.

 

1. A COLLEGE STUDENT HAS JUST PURCHASED A NEW PERSONAL COMPTER

1. A college student has just purchased a new personal computer. What factors might cause the

student to experience post purchase dissonance? How might the student try to overcome it? How

can the retailer who sold the computer help reduce the student‟s dissonance? How can the

computer‟s manufacturer help?

2. An Advertising on a known deodorant shows a young beautiful girl is upset to meet her

boyfriend, as friends point out at her “Bad body odour”. The advertisement is trying to arouse

which motive in the consumer? Discuss by giving one similar examples?

 

Lean Materials Management

LEAN MATERIALS MANAGEMENT

 

Part One:

Multiple choices:

1. The top management planning process during which the Demand and Supply sides of the

business meet one a month for risk assessment and analysis is called___________.

a. Sales and operation planning (S&OP)

b. Sales, Inventory and operation planning (SIOP)

c. Production, sales and Inventory (PSI) process

d. All of the above

2. Which of the following comes under 5-S?

a. Seri

b. Seiketsu

c. Straighten

d. All of the above

3. ___________is the process of aligning components with process to meet customer need.

a. Lean management

b. Material management

c. Inventory Management

d. None of the above

4. ________refers to the way that the material requirement system generates the signal for

material to move.

a. Planning

b. Demand

c. Execution

d. None of the above

5. BOMs stands for_______

6. SMED stand for_____________

a. Simple manufacturing exchange of Die

b. Single minute execution of die

c. Single manufacturing engineers and design

d. Society for manufacturing engineers and design

 

Part Two:

1. WRITE A SHORT NOTE ON VENDOR MANAGED INVENTORY?

1. Write a short note on Vendor Managed Inventory?

2. Differentiate between functional manufacturing and process flow?

3. How would you explain the rules for master production schedule level loading?

4. What do you understand by the term of Inventory Management?

MANAGEMENT ANALYSIS & DECISION MAKING

Times are slow for your company right now and with the rising costs of materials and wages, your profits

are at an all-time low. Because of this unfortunate situation, you will need to let some employees go. The

senior management team has already compiled the list of people whose employment will be terminated

two weeks from today. However, the people on the list will not know until the day of the termination.

You have called a meeting of your department managers and supervisors (judges). The managers and

supervisors do not know that a list has been created, so you will need to let them know this at some point

in the conversation. Also, they will not be able to see the list until the day of the terminations. Obviously,

this is a very confidential topic and should not be shared with anybody outside of this meeting.

The purpose of your meeting today is to confide in this group and assure them that none of them are on

the list. You also want to get their feedback on how the general employee base will react to the news and

event in two weeks. Next, you’d like to understand and anticipate any questions that they believe will

arise so that appropriate answers can be prepared. Finally, you would like to devise an action

plan/transition plan for the day after the event.

 

Questions:

1. HOW WILL THIS IMPACT THE AREAS?

1. How will this impact the areas?

2. How will the department managers plan for this without breaking confidentiality?

 

Caselet 2

ALTON TOWERS

Alton Towers

Alton Towers was voted the UK’s number one theme park again this year. It is located in the

heart of England in Staffordshire, where there is easy access from both the M1 and M6,

although access through the village of Alton towards the site is difficult. The roads are narrow

and there are twisting bends, which coaches find difficult to manoeuvre round.

The site evolved from being a traditional English garden attraction in the 1950s to an exciting

leisure park after a company decision was made in the 1980s to convert the gardens to an

American-style theme park. The aim was to attract more visitors. The idea was a success and

over the years the park has been constantly updated with increasingly bigger and more exciting

rides and spectacular attractions. Alton Towers set out to be the market leader from the

beginning. It boasts the best attractions in the UK. It was the first to have the largest flume in

the world in 1982.

The company was taken over by the Tussauds Group in 1990. Changes were made to existing

attractions and layout of the park. Other changes included a short walk towards Thunder

Valley, leading to the Haunted House.

1. EXPLAIN HOW ALTON TOWER KEPT AHEAD OF THE COMPETITION IN THE YEARS FROM 1982 UNTIL PRESENT

1. Explain how Alton Towers kept ahead of the competition in the years from 1982 until

present.

2. Explain the benefits to Alton Towers of having restaurants and souvenir shops dotted

around the site?

Section C: Applied Theory (30 marks)

· This section consists of Long Questions.

· Answer all the questions.

· Each question carries 15 marks.

· Detailed information should form the part of your answer (Word limit 150 to 200 words).

1. DESCRIBE THE CONTROL GROUP METHOD? EXPLAIN THE EFFECTIVE STEPS AND RESULT OF ITS

1. Describe the control Group method? Explain the effective steps and results of it?

2. Define the customer focused Quality (Six Sigma)? How many steps are involve in DMAIC

process?

3. Explain the following terms?

a) Kanban

b) kaizen

c) Lean Inventory Strategy

 

 

 

 

Corporate Governance

CORPORATE GOVERNANCE

Part One:

Multiple Choices:

1. ________A group of persons chosen to govern the affairs of a corporation or other large institution.

a .Memorandum of Association

b. Nomination Committee

c. Board of Directors

d. Shareholders

2. BIFR stands for_______

a. Board of India and Financial Reconstruction

b. Board of Industrial and Financial Reconstruction

c. Board of Industrial and Finance Reconstruction

d. None of the above

3. ________is a review in which an auditor analyzes and verifies various records and processes relating to a

company‟s quality program.

a. Cost Audit

b. Quality Audit

c. Internal Audit

d. None of the above

4. Which of the following comes under in Justification?

a. Long Run Viability

b. Better Environment

c. Public Image

d. All of the above

5. USEPA stands for_______

6. The existence of a single producer or seller which is producing or selling a product which has no close

substitutes is called_______

a. Externalities

b. Price control

c. Monopoly

d. None of the above

7. SEBI stands for______

 

 

Part Two:

1. WHAT ARE THE SCOPES OF CORPORATE GOVERNANCE?

1. What are the scopes of corporate governance?

2. Discuss the basic rights of shareholders?

3. List the type of “Auditors”.

4. Write a short note on corporate social responsibility.

 

Caselet 1

REAL JUICE COMPANY

Real Juice Company

The company is in the business of producing and marketing fruit juices. Ritu joshi and Rohit Jain were

looking at the ad copy and turning it over and over again in their mind. The copy read, “The best fitness plan

for you real fruit, honest juice and no sugar. This was the main copy line. The more Ritu joshi repeated this

Question:

1. Analyze the issues in the case.

2. Why should advertiser bother about ethics if the ads measure up to legal parameters

Caselet 2

OVER THE COURSE OF MICROSOFT’S HISTORY

Over the course of Microsoft‟s history, the board has developed corporate governance practices to help it

fulfill its responsibilities to shareholders to oversee the work of management and the company‟s business

results. The governance practices are memorialized in these guidelines to assure that the board will have the

necessary authority and practices in place to review and evaluate the company‟s business operation as

 

Questions:

1. List the number and types of committees.

2. Discuss the Performance evaluation planning in brief

 

 

 

CORPORATE GOVERNANCE PROFESSIONAL

Corporate Governance Professional

Guidelines for paper

· Total No. of Questions is 100.

· The minimum passing marks is 40%.

· Each Question carries 1 mark.

· Answer all the Questions.

Multiple Choices:

1. Corporate Governance is________.

a) About ethical conduct in business

b) Direct or indirect concerns in the organization

c) A manufacturing system

d) None of the above

2. The term corporate governance is derived from the__________.

a) Greek word

b) English word

c) French word

d) Latin word

3. The definition “Corporate Governance is the system by which business directed and controlled”

is given by a)

SEBI committee

b) OECD committee

c) Cadbury committee

d) All of the above

4. Internal control is implemented by the________.

a) Board of directors

b) Audit committee

c) Management

d) All of the above

5. OECD stands for_______________

6. Which of the following have the power to hire fire and compensate the top management?

a) Board of directors

b) Audit committee

c) Shareholders

d) Management

7. CII stands for _________________

 

 

 

PRODUCT DESIGN & DEVELOPMENT

Product Design & Development

Part One:

Multiple Choices:

1. The concept of a contract book is detailed by

a. Wheelwright

b. Clark

c. Both (a) & (b)

d. None of the above

2. BOM stands for Bill of Materials.(T/F)

3. Concept screening is based on a method developed by the late Stuart Pugh in the 1980s and is often

called ______________

4. _____________ is used when increased resolution will better differentiate among company concepts.

5. ________________are the first products produced by the entire production process.

6. The first commercial free-form fabrication system was introduced by 3D Systems.

a. 1984

b. 1986

c. 1964

d. 1948

7. Concepts are turned over the customer, client, or some other external entity for selection is called

a. Intuition

b. Pros and Cons

c. External decision

d. Decision materials

8. A Russian problem-solving methodology called TRIZ began to be disseminated in Europe and in the

United States in the

a. 1998

b. 1997

c. 1976

d. 1990

Part Two:

1. WHAT IS “CONTROL DRAWINGS”

1. What is “Control Drawings”.

2. Write short note on “Resource Allocation”.

3. Write short note on “Product Variety”.

4. What is “Project Risk Plan”

 

 

Caselet 1

New Product Development At Smart India Ltd.

Ajay Kumar, the Vice-President, (Sales) of a leading Delhi based bicycle manufacturer of the country

called SMART LTD., was wondering at the increase in the quantum of Traffic on roads during the last 10

years, while glancing outside his office window. But not much had changed in his company in th23e year

2001. His company‟s market share was dwindling since the last 10 years, though the profits and sales

were showing an increasing trend. The threat of cheap imports was also knocking at the doors. The

competitors were using marketing strategies to the hilt in order to get larger chunk of market share. The

things were not showing improving trend despite the continuous efforts by the company. SMART LTD.

was equally poised with RUSH LTD. in respect of market share just 10 years back. Now the ground

realties were very much adverse to SMART LTD.. While RUSH LTD. was having a market share of

about 45 per cent, SMART LTD. lagged behind with only about half i.e. 23 percent closely followed by

CLIMB LTD. with 20 per cent. The rapid erosion in the market share of SMART LTD. was of concern to

Ajay Kumar, who was trying to find out ways to stop the downfall. The problem of losing market share

had become more prominent keeping in view that the bicycle business was a volume led business to an

extent. To make the matters worse, the credit rating agency had downgraded the debt instrument issued by

the company in view of a possible feud between the family members of the promoter and the majority

share holders.

Questions:

1. HOW NEW PRODUCT DEVELOPMENT PROCESS BE IMPROVED AT SMART LTD?

1. How new product development process be improved at SMART LTD?

2. What strategies should be used by SMART LTD. to increase its market share.

 

Caselet 2

Swastik Cycles Limited

Swastik Cycles Limited was a key manufacturer of a wide variety of cycles. Its products were available

almost all over the country and were also exported. It was the second largest bicycles selling organisation

followed by Star Cycles. The total turnover of the company was Rs 400 crores during the year 1999-2000

and its market share in the year 2000-2001 was about 24%, whereas Star Cycle had captured about 46%

of the total market in the same year, rest of the market was shared by all other brands. The company had

classified its entire products into.

1. Utility segment: popularly called as the standard cycles, widely used by milkmen, hawkers, and other

lower income group people.

2. Fancy cycles: multi coloured bicycles with modern features like gear changing, stylish handle, slim

frame etc., used by kids, teenagers and sportsmen.

3. Health segment: health maintaining products i.e., walker, cycle etc., for all age group had been put

under this categorys.

The company had its strength in the utility segment and was accepted as the market leader, whereas in

other segments, it had yet to prove itself. In other segments i.e., fancy cycle segment, health segment the

Star Cycle was far ahead. The company was striving to fight the stiff competition from domestic players.

It also anticipated the competition from Chinese players who were expected to enter the Indian market

with low cost products. On account of heavy import duties levied by the government in the budget of

2001-2002, the chances of their invading the domestic market were, however, substantially minimized.

Now, the company had confined itself to win over the domestic players in these segments. The major

issue for a company was that despite their presence in the fancy cycles the segment for last 10 years they

were not able to attract the target market and the sales were lagging behind. The immediate requirement

was to push the sales of these two segments.

 

Questions:

1. DISCUSS KEY PROBLEM FACED BY SWASTIK CYCLES?

1. Discuss key problem faced by Swastik Cycles?

2. Design an appropriate marketing strategy comprising of all the essentials to overcome this problem.

 

1. Many product development teams separate the “looks like” prototype from the “works like”

prototype. They do this because integrating both function and from is difficult in the early phase of

development. What are the strengths and weaknesses of this approach? For what types of products

might this approach be dangerous?

2. The argument for the motorcycle architecture is that it allows for a lighter motorcycle than the more

modular alternative. What are the other advantages and disadvantages? Which approach is likely to

cost less to manufacture?

QUANTITATIVE TECHNIQUES

Quantitative Techniques

 

Part One:

Multiple Choices:

1. The value of 3n+4 - 6.3n+1 is

a. 27.3n+1

b. 21.3n-1

c. 21.3n+1

d. 27.3n-1

e. 21.3-n-1

2. The value of x which satisfies the question x/2-x/4=x-9 is

a. 12

b. 14

c. 16

d. 18

e. 20

3. The sum of 5ax-7by+cz and ax+2by-cz is

a. 6ax+5by

b. 6ax-5by

c. 6ax+5by-2cz

d. 6ax-5by-cz

e. 6ax-5by+2cz.

4. The product of 3x-5 and 2x+7 is

a. 6x2-11x-35

b. 6x2-11x+35

c. 6x2+11x-35

d. 6x2 +10x-35

e. 6x2+11x+35

5. The 37th term in the series -2.8, 0, 2.8,…. Is

a. 98

b. 89

c. 87

d. 78

e. 68

 

Part Two:

1. WHAT DO YOU UNDERSTAND BY “INFEASIBILITY” OF THE SOLUTION?

1. What do you understand by „Infeasibility‟ of the solution?

2. Write about „Big – M‟ method for minimization.

3. Write about the „Classical Economic Order Quantity (EOQ) models.

4. Write a short note on „Interfering Float‟.

 

Section B: Practical Problems

A CARE RETAILER THINK THAT A 40,000 MILE CLAIM

1. A car retailer thinks that a 40,000 mile claim for tire life by the manufacturer is too high. She

carefully records the mileage obtained from a sample of 64 such tires. The mean turns out to be

38,500 miles. The standard deviation of the life of all tires of this type has previously been

calculated by the manufacturer to be 7,600 miles. Assuming that the mileage is normally

distributed, determine the largest significance level at which we should accept the manufacturer‟s

mileage claim, that is, at which we would not conclude the mileage is significantly less than

40,000 miles.

1. In a recent survey, senior company executives in five metros has ranked two former finance ministers

Mr. Manmohan Singh and Mr. P. Chindambaram as first and second and the present finance minister

Mr. Yashwant Sinha in third position as regarding their popularity.In this, an example of sampling

survey? Discuss about necessity of sampling and the different methods of sampling?

2. “Index numbers are an indispensible tool in day to day life. Comment. Also, explain with examples

how index numbers provide a summary measurement of movements of a large number of economic

variables. Is there a possibility that, their method of computation could give a distorted picture of

reality?

 

TOTAL QUALITY MANAGEMENT

Part One:

Multiple Choices:

1. Which of the following techniques is used by quality Control Circles?

a. Brainstorming

b. Pareto Analysis

c. Check Sheets

d. All of the above

2. It is a means of getting a large number of ideas from a group of people in a very short time.

a. Brainstorming

b. Pareto Analysis

c. Check Sheets

d. None

3. Cause and effect diagram is an investigation tool. This is also called_____________

a. Ishikawa

b. Histogram

c. Both (a) & (b)

d. None

4. SPC stands for______________

a. Statistical Progress Control

b. Statistical Process Control

c. Statistical Planning Control

d. None

5. DMAIC stands for____________

6. It is a structured process to design products and services based on the customers‟ needs.

a. Quality Function Development

b. Quality Function deployment

c. Information

 

 

Part Two:

1. DISCUSS THE CONCEPT OF BUSINESS PROCESS REENGINEERING.

1. Discuss the concept of Business Process Reengineering.

2. What do you mean by process capability?

3. Describe the advantages of „Statistical Quality Control‟.

4. Write a short note on „Quality Circles‟.

Caselet 1

Examination Paper of Quality Management

 

 

Philips India Ltd. previously called Pieco Electronics Ltd., a MNC has Dutch parents and its major

plant in Calcutta. The company is having a very sound corporate image in India for its electronic

products, namely TVs, Radios, transistors, battery cells, electric bulbs, electric tubes, two-in-ones, etc.

Indians love to have Phillips products, which are more costly than various Indian electronics products

brands, as they maintain a better quality. Philips operates through forward integration with its own

authorized dealer‟s network in India. The company has maintained its corporate image and reputation

in Indian market over the years. The labour trouble started in 1990. The company had its ancient

production system in its main plant at Calcutta. Labour unions started agitations for salary hike and

asked for a number of incentives and facilities to establish parity with other competing electronic

giants. “There was a political clout of the labour unions which lead to increased militancy” says the

Chief Executive Officer of the Phillips India Ltd. The situation of labour trouble took such an ugly

turn that the Dutch parents of the Philips India decided to get out of India by closing the plant. In 1995,

however, managers refused to give up and implemented TQM. The first step was total employees

involvement. The management adopted the strategy of managing people through involving,

empowering and motivating. The management re-established its future vision to be an international

design and production center and decided to benchmark with i

 

Questions:

1. Discuss the various labour troubles which compelled the company management and its Dutch parents to decide to wind up the Calcutta plant. What were the problems

1. Discuss the various labour troubles which compelled the company management and its Dutch

parents to decide to wind up the Calcutta plant. What were the problems?

2. How would you apply the Phillips India policy to help other electronics companies in India to

implement TQM?

 

 

Caselet 2

Siemens is a short and simple word. But Siemens is at the top. Top covers a vast gambit. The patent

for a miniaturized hearing aid is TOP. Futuristic business and technology roadmaps are Top.

Shareholder returns are also top. In Germany, a new performance-linked management ranking system

is Top. In Turkey, process time optimization is Top. In India, Taguchi methods for quality monitoring

are Top. Value chains are Top. Top means different things in different countries, companies, business

and even divisions. But today, what began as an acronym for time-optimized processes has become a

term applicable to any management initiative-in R&D, human resources, shop floor management,

communication, organizational restructuring. The movement, as it has become today, spans the

Siemens, worldwide network though it is at various stages of implementation and development in

different countries, and is not implemented uniformly across divisions. The Top movement started

about three years ago by Siemens AG as increasing costs of production and a stagnating European

market forced this German multinational to take a close look at itself. The Top movement is based on a

simple model: productivity, innovation, and new markets are the pillars; the base is corporate culture;

and the Top of the temple is customer-orientation and profit ability. According to Heinrich Von Pierer,

President, Siemens AG, the Top initiative is not about re-engineering or cost-cutting, the core theme is

growth through innovation. “The motor driving the Top initiative is cultural change-we must focus on

our customers,” he says. However, Top is not only about

Questions:

1. WHAT IS THE TOP INITIATIVE IN SIEMENS AG? DISCUSS IT VARIOUS ASPECTS.

1. What is the Top initiative in Siemens AG? Discuss it various aspects.

2. What are the Top eight initiatives for innovation in Siemens AG? Evaluate their impact on quality

and TQM.

 

1. Describe the TQM framework for quality improvement; also explain the various benefits of

TQM.

2. Explain the followings.

a. Brainstorming

b. Pareto Analysis

c. Control Charts

 

 

 

 

Six Sigma Green Belt Professional

SIX SIGMA GREEN BELT PROFESSIONAL

Human Resource Management

HUMAN RESOURCE MANAGEMENT

Part One

Multiple Choices:

1. It is a cultural attitude marked by the tendency to regard one’s own culture as superior to others

a. Geocentrism

b. Polycentrism

c. Ethnocentrism

d. Egocentrism

2. It is the systemic study of job requirements & those factors that influence the performance of

those job requirements

a. Job analysis

b. Job rotation

c. Job circulation

d. Job description

3. This Act provides an assistance for minimum statutory wages for scheduled employment

a. Payment of Wages Act, 1936

b. Minimum Wages Act, 1948

c. Factories Act, 1948

d. Payment of Gratuity act, 1972

4. __________ is the actual posting of an employee to a specific job

a. Induction

b. Placement

c. Attrition

d. None

5. Broadening an individual’s knowledge, skills & abilities for future responsibilities is known as

a. Training

b. Development

c. Education

d. Mentoring

Part Two:

1. WHAT IS THE IMPORTANCE OF CAREER PLANNING IN INDUSTRY?

1. What is the importance of Career Planning in industry?

2. List the various features of HRM.

3. How can you explain the concept of Performance Appraisal?

4. Differentiate between on- the- job and off- the- job training.

 

Caselet 1

UPTRON ELECTRONIC LIMITED

Uptron Electronics Limited, is a pioneering and internationally reputed firm in the electronics

industry. It is one of the largest firm in the country. It attracted employees from internationallyreputed

institute and industries by offering high salaries, perks, etc. It has advertized for the position

of an electronic engineer recently. Nearly 150 candidates applied for the jobMr. Sashidhar, an

electronics Engineering Graduate from the Indian Institute Of Technology with 5 years working

experience in a medium sized electronics firm, was selected from among the 130 candidates who took

tests and interview. The interview board recommended an enhancement in his salary by Rs 5,000

more than his present salary at his request. Mr Sashidhar was very happy to achieve this and he was

congratulated by a number of people including his previous employer for his brilliant interview

performance, and wished him good luck.

 

Questions:

1. WHAT IS WRONG WITH THE RECRUITMENT

1. What is wrong with the recruitment policy of the company?

2. Why did Mr. Sashidhar’s resignation surprise the General Manager?

 

Caselet 2

The contexts in which human resources are managed in today's organizations are constantly,

changing. No longer do firms utilize one set of manufacturing processes, employ a homogeneous

group of loyal employees for long periods of time or develop one set way of structuring how work is

done and supervisory responsibility is assigned. Continuous changes in who organizations employ

and what these employees do require HR practices and systems that are well conceived and

effectively implemented to ensure high performance and continued success.

1. Automated technologies nowadays require more technically trained employees possessing

multifarious skills to repair, adjust or improve existing processes. The firms can't expect these

employees (Gen X employees, possessing superior technical knowledge and skills, whose attitudes

and perceptions toward work are significantly different from those of their predecessor organizations:

like greater self control, less interest in job security; no expectations of long term employment;

greater participation urge in work activities, demanding opportunities for personal growth and

creativity) to stay on without attractive compensation packages and novel reward schemes.

2. Technology driven companies are led by project teams, possessing diverse skills, experience and

expertise. Flexible and dynamic organizational structures are needed to take care of the expectations

of managers, technicians and analysts who combine their skills, expertise and experience to meet

changing customer needs and competitive pressures.

 

Question:-

1. Discuss that technological breakthrough has brought radical changes in HRM.

1. SEVERAL TYPES OF INTERVIEWS ARE COMMONLY USED DEPENDING ON THE NATUE & IMPORTANCE OF THE POSITION TO BE FILLED WITHIN AN ORGANIZATION. EXPLAIN THE DIFFERENT TYPES OF INTERVIEWS.

1. Several types of interviews are commonly used depending on the nature & importance of the

position to be filled within an organization. Explain the different types of Interviews.

2.      How would you explain Organizational Change and Development?

 

MARKETING MANAGEMENT

Part One

Multiple Choices:

1. It is a concept where goods are produced without taking into consideration the choices or tastes of

customers.

a. Marketing mix

b. Production concept

c. Marketing concept

d. Relationship marketing

2. It involves individuals who buys products or services for personal use and not for manufacture or

resale.

a. Environment analysis

b. Macro environment

c. Micro environment

d. Consumer

3. It is the groups of people who interact formally or informally influencing each other‟s attitudes&

behavior.

a. Consumer behavior

b. Culture

c. Reference groups

d. Primary groups

4. The concept of the product that passes through various changes in its total life known as:

a. Product life cycle

b. Line stretching

c. Consumer adoption

d. Product

5. It refers to unique set of brand associations that brand strategist aspires to create or maintain:

a. Branding

b. Packaging

c. Brand identity

 

Part Two:

1.DIFINE MARKETING MIX

1. Define Marketing Mix.

2. Discuss the concept of Benchmarking.

3. Write a short note on Target Marketing.

4. What do you understand by Pricing Strategy?

Caselet 1

 

ASK THE COMPANY TOP BRASS

Ask the company top brass what „almost there‟ means. The answer: a premier Indian retail company

that has come to be known as a specialty chain of apparel and accessories. With 52 product categories

under one roof, Shoppers‟ Stop has a line-up of 350 brands. Set up and headed by former Corona

employee, B. S. Nagesh, Shoppers‟ Stop is India‟s answer to Selfridges and Printemps. As it proudly

announces, „We don‟t sell, we help you buy.‟ Back in 1991, there was the question of what to retail.

Should it be a supermarket or a departmental store? Even an electronics store was considered. Finally,

common sense and understanding won out. The safest bet, for the all-male team was to retail men‟s

wear. They knew the male psyche and felt that they had discerning taste in men‟s clothing. The

concept would be that of a lifestyle store in a luxurious space, which would make for a great shopping

experience. The first Shoppers‟ Stop store took shape in Andheri, Mumbai, in October 1991, with an

investment of nearly Rs. 20 lakh. The original concept that formed the basis of a successful marketing

campaign for seven years is here to stay. And the result is an annual turnover of Rs. 160 crores and

five stores, nine years later. Everything went right from the beginning, except for one strange

happening. More than 60 per cent of the customers who walked into Shoppers‟ Stop in Mumbai were

women. This gave rise to ideas. Soon, the store set up its women‟s section

Questions:

1. WHAT ARE THE SIGNIFICANT FACTORS THAT HAVE LED TO THE SUCCESS OF SHOPPERS STOP

1. What are the significant factors that have led to the success of Shoppers‟ Stop?

2. How should Shoppers‟ Stop develop its demand forecasts?

 

Caselet 2

THE RISE OF PERSONAL COMPUTERS IN THE MID 1980s

The rise of personal computers in the mid 1980s spurred interest in computer games. This caused a

crash in home Video game market. Interest in Video games was rekindled when a number of different

companies developed hardware consoles that provided graphics superior to the capabilities of

computer games. By 1990, the Nintendo Entertainment System dominated the product category. Sega

surpassed Nintendo when it introduced its Genesis System. By 1993, Sega commanded almost 60 per

cent of Video game market and was one of the most recognized brand names among the children.

Sega‟s success was short lived. In 1995, Saturn (a division of General Motors) launched a new 32-bit

system. The product was a miserable failure for a number of reasons. Sega was the primary software

developer for Saturn and it did not support efforts by outside game developers to design compatible

games. In addition, Sega‟s games were often delivered quite late to retailers. Finally, the price of the

Saturn system was greater than other comparable game consoles. This situation

 

Questions:

1. CONSIDERING THE CONCEPT OF PRODUCT LIFE CYCLE, WHERE WOULD YOU PUT VIDEO GAMES IN THEIR LIFE CYCLE?

1. Considering the concept of product life cycle, where would you put video games in their life cycle?

2. Should video game companies continue to alter their products to include other functions, such as

email?

 

1. What do you understand by product life cycle? Discuss implications and limitations of product

life cycle concept.

3.      Describe role of marketing channels. List the different types of marketing channels.

Organizational Behaviour

ORGANIZATIONAL BEHAVIOUR

Part A:-

Multiple Choices:-

1. Which of the following is not comes under Maslow‟s needs theory?

1. Social needs

2. Affiliation needs

3. Physiological needs

4. Specification needs

2. Collegial model is an extension of:

a. Supportive model

b. Autocratic model

c. Custodial model

d. None of the above

3. Sigmund Freud‟s theory on personality is:

a. Related with moral values

b. Related with sexual values

c. Related with social values

d. Related with parental values

4. A person who moves fast, talk rapidly, usually impatient, measures success by quantity is a person

of:

a. Class A personality type

b. Class B personality type

c. Class C personality type

d. Class AB personality type

5. According to Maslow‟s need hierarchy theory esteem need comes at__________ position from

bottom:

a. 2nd

b. 3rd

c. 4th

d. 5^th

 

Part B:-

1. DEFINE BUREAUCRACY.

1. Define Bureaucracy.

2. State the concept of „Span of Control‟.

3. Wright a short note on classical conditioning learning theory of Ivan Pavlov.

4. What are the various stages of group development?

 

Caselet 1

M/S. ABC LTD

M/s. ABC Ltd is a medium-sized engineering company producing a large-range of product lines

according to customer requirements. It has earned a good reputation as a quick and reliable supplier to

its customers because of which its volume of business kept on increasing. However, over the past one

year, the Managing Director of the company has been receiving customer complaints due to delays in

dispatch of products and at times the company has to pay substantial penalty for not meeting the

schedule in time. The Managing Director convened an urgent meeting of various functional managers

to discuss the issue. The marketing manager questioned the arbitrary manner of giving priority to

products in manufacturing line, causing delays in wanted products and over-stocking of products

which are not required immediately. Production Control Manager complained that he does not have

adequate staff to plan and control the production function; and whatever little planning he does, is

generally overlooked by shop floor manager. Shop floor managers complained of unrealistic

planning, excessive machine breakdowns, power failure, and shortage of materials for scheduled

products because of which it is impossible to stick to the schedule. Maintenance manager says that he

does not get important spares required for equipment maintenance because of which he cannot repair

machines at a faster rate. Inventory control manager says that on one hand the company often accuses

him of carrying too much stock and on other hand people are grumbling over shortages. Fed up by

mutual mud-slinging, the Managing Director decided to appoint you, a bright management consultant

with training in business management to suggest ways and means to put his ¡°house in order¡±.

Questions:-

1. What would you suggest to avoid delays in dispatch of products?

2. What action should be taken by various functional managers to meet the scheduled dates?

Caselet 2

Rajender Kumar was a production worker at competent Motors Limited (CML) which made

components and accessories for the automotive industry. He had worked at CML for almost seven

years as a welder, along with fifteen other men in the plant. All had received training in welding both

on the job and through company sponsored external programmes. They had friendly relations and got

along very well with one another. They played Volleyball in the playground regularly before retiring

to the quarters allotted by the company. They work together in the company canteen, cutting Jokes on

each other and making fun of everyone who dared to step into their privacy during lunch hour. Most

of the fellows had been there for some length of time, except for two men who had joined the ranks

only two months back. Rajender was generally considered to be the leader of the group, so it was no

surprise that when the foreman of the new was transferred and his job was posted, Rajender applied

for the job and got it.

There were only four other applicants for the job, two from mechanical section and two from outside,

when there was a formal announcement of the appointment on a Friday afternoon, everyone in the

group congratulated Rajender. They literally carried him on their shoulders, and bought him snacks

and celebrated. On Monday morning, Rajender joined duty as Foreman. It was company practice for

all foremen to wear blue jacket and a white shirt. Each man.s coat had his name badge sewn onto the

left side pocket. The company had given two pairs to Rajender. He was proud to wear the coat to

work on Monday. People who saw him from a distance went up to him and admired the new blue

coat. There was a lot of kidding around calling Rajender as .Hero., .Raja Babu. and .Officer. etc.

One of the guys went back to his locker and returned with a long brush and acted as though he were

removing dust particles on the new coat. After about five minutes of horseplay, all the men went back

to work. Rajender went to his office to familiarize himself with the new job and environment. At

noon, all the men broke for Lunch and went to the canteen to eat and take a break as usual. Rajender

was busy when they left but followed after them a few minutes later. He bought the food coupon,

took the snacks and tea and turned to face the open canteen. On the left-side corner of the room was

his old work group; on the right-hand side of the canteen sat the other entire foreman in the plant.all

in their smart blue coats.

At that point of time, silence descended on the canteen. Both groups looked at Rajender anxiously,

waiting to see which group he would choose to eat with.

Questions:

1. WHOM DO YOU THINK RAJENDER WILL EAT WITH? WHY?

1. Whom do you think Rajender will eat with? Why?

2. If you were one of the other foremen, what could you do to make Rajinder.s transition easier?

END OF SECTION B

Section C: Applied Theory (30 Marks)

. This section consists of Applied Theory Questions.

. Answer all the questions.

. Each question carries 15 marks.

. Detailed information should form the part of your answer (Word limit 200 to 250 words).

1. What are Psychological games & why people play these games?

2. A good leader is not necessarily a good manager.¡± Discuss this statement & compare leadership with management.

 

 

 

 

1. What are Psychological games & why people play these games?

2. A good leader is not necessarily a good manager.” Discuss this statement & compare leadership

with management.

Principles and Practices of Management

PRINCIPLES AND PRACTICES OF MANAGEMENT

 

Part One

Multiple Choices:

1. A plan is a trap laid to capture the ________

a. Future

b. Past

c. Policy

d. Procedure

2. Which of the following is the function for employing suitable person for the enterprise?

a. Organizing

b. Staffing

c. Directing

d. Controlling

3. ___________ means “ group of activities & employees into departments”:

a. Orientation

b. Standardization

c. Process

d. Departmentation

4. This theory states that authority is the power that is accepted by others:

a. Acceptance theory

b. Competence theory

c. Formal authority theory

d. Informal authority theory

5. Which of the following means dispersal of decision-making power to the lower levels of the

organization?

a. Decentralization

b. Centralization

c. Dispersion

d. Delegation

6. This chart is the basic document of the organizational structure:

a. Functional chart

b. Posts chart

 

Part Two:-

1. WHAT DO YOU UNDERSTAND BY MASLOW’S THEORY OF MOTIVATION?

1. What do you understand by Maslow‟s Theory of Motivation?

2. Define Management By Objective.

3. Differentiate between co- ordination and co-operation.

4. Write a short note on „Acceptance theory‟.

 

Caselet 1

MR. VINCENT, THE MANGAGER OF A LARGE SUPER MARKET

Mr. Vincent, the Manager of a large supermarket, was taking a management course in the evening

programme at the local college. The Professor had given an interesting but disturbing lecture the

previous night on the various approaches to management. Vincent had always thought that

management involved just planning, organizing and controlling. Now this Professor was saying that

management could also be thought of as quantitative models, systems theory and analysis, and even

something called contingency relationships. Vincent had always considered himself a good manager,

and his record with the supermarket chain had proved it. He thought of himself, ¡°I have never used

operations research models, thought of my store as an open system, or developed or utilized any

contingency relationship. By doing a little planning ahead, organizing the store, and making some

things got done, I have been a successful manager. That other stuff just does not make sense. All the

professor was trying to do was complicate things. I guess I will have to know it for the test, but I am

sticking with my old plan, organize and control approach to managing my store.¡±

Questions:

1. CRITICALLY ANALYSE MR. VINCENT’S REASONING

1. Critically analyze Mr. Vincent.s reasoning.

2. If you were the professor and you knew what was going through Vincent.s mind, what would you say

to Vincent?

Caselet 2

The Regional Administration Office of a company was hastily set up. Victor D.Cuhna a young

executive was directly recruited to take charge of Data Processing Cell of this office. The data

processing was to help the administrative office in planning and monitoring. The officer cadre of the

administrative office was a mix of directly recruited officers and promote officers (promotion from

within the organization).

Females dominated the junior clerical cadre. This cadre was not formally trained. The administrative

office had decided to give these fresh recruits on-the-job training because when results were not upto

the expectations blame was brought on the Data Processing Cell. Victor D.Cuhna realized that the

administrative office was heading for trouble. He knew that his task would not be easy and that he had

been selected because of his experience, background and abilities. He also realized that certain

functional aspects of the administrative office were not clearly understood by various functionaries,

and systems and procedures were blindly and randomly followed. Feedback was random, scanty and

controversial, and Data Processing Cell had to verify every item of feedback. Delays were inevitable.

D.Cuhna sought the permission of senior management to conduct a seminar on communication and

feedback of which he was an expert. The permission was grudgingly given by the senior management.

Everyone appreciated the seminar. Following the first seminar, D.Cuhna conducted a one week

training course for the clerical cadre, especially for the junior, freshly recruited clerks. Amongst other

. This section consists of Caselets.

. Answer all the questions.

. Each Caselet carries 20 marks.

. Detailed information should form the part of your answer (Word limit 150-200 words).

Principles and Practices of Management

 

topics, D.Cuhna laid emphasis onfiling system, information tracking, communication, and feedback.

This helped reorient attitudes to some extent. But the female clerks preferred to ignore the theme and

widely circulated the belief that D.Cuhna was an upstart and a show off. Within a short time,

considerable friction had been generated in the administrative office While directly recruited officers

supported D.Cuhna.s initiative and the specialist officers admired him, senior management became

cautious and uncomfortable. The junior promotee officers were prejudiced against him. The grand

finale followed swiftly. D.Cuhna happened to get annoyed with a female clerk. During the absence of

her officer, who was on sick leave and had not been substituted by another officer, she began

submitting nil returns. D.Cuhna took pains to explain to her that for certain topics a nil feedback was

not tenable. The current status had to be reported. the stage at which the matter was pending, what

had been done, and what would be done about it? The lady reported that it was none of his business to

tell her this. He should talk to her officer when the officer reports back from leave. D.Cuhna said he

would, but in the meanwhile she should present the correct picture. When D.Cuhna called for the files,

she refused to part with them. D.Cuhna fired her and reported the situation to the Chief Regional

Manager. The other ladies were up in the arms against D.Cuhna. The lady also complained to higher

management that D.Cuhna had made passes at her. Other ladies supported her complaint. She also

complained that D.Cuhna had no business to scold her. D.Cuhna countered that had there been a male

clerk in her place he would have scolded him too. When females enjoyed equal rights with males,

D.Cuhna felt he must remain impartial. Nevertheless, D.Cuhna was transferred to another place. The

transfer to another place, rather than to another department in same place, was particularly humiliating

to him. A shocked and disillusioned D.Cuhna quit the enterprise

Questions:

1. DIAGNOSE THE PROBLEM AND ENUMERATE THE REASONS FOR THE FAILURE OF D. CUHNA?

1. Diagnose the problem and enumerate the reasons for the failure of D.Cuhna?

2. What could D.Cuhna have done to avoid the situation in which he found himself?

Section C: Applied Theory (30 marks)

1. WHAT ARE THE COMMON DRAWBACKS IN CLASSICAL AND NEO CLASSICAL THEORY MANAGEMENT?

1. What are the common drawbacks in classical and Neo classical theories of management?

2. What is Training? Explain the different methods of training.

 

PROJECT MANAGEMENT

 

1. A ________________ is a temporary endeavor undertaken to create a unique product,

service, or result.

a) Program

b) Process

c) Project

d) Portfolio

2. Which of the following is not a potential advantage of using good project management?

a) Shorter development times

b) Higher worker morale

c) Lower cost of capital

d) Higher profit margins

3. Which of the following is not an attribute of a project?

a) Projects are unique

b) Projects are developed using progressive elaboration

c) Projects have a primary customer or sponsor

d) Projects involve little uncertainty

4. Which of the following is not part of the triple constraint of project management?

a) Meeting scope goals

b) Meeting time goals

c) Meeting communications goals

d) Meeting cost goals

5. The first stage of any project isa)

Proposal

b) Conceptualization

c) Implementation

d) Management

6. __________________ is the application of knowledge, skills, tools and techniques to project

activities to meet project requirements.

a)      Project management

 

 

Part Two:

1. EXPLAIN THE PHASES OF PROJECT LIFECYCLE?

1. Explain the phases of project lifecycle?

2. Discuss the roles & responsibilities of project leader.

3. What are the key attributes of quality? Discuss.

4. List the element of pre-feasibility study

 

Caselet 1

PRINCE2

PRINCE2 has many excellent ideas for project management, but I think its approach to quality is at best

weak and at worst entirely inappropriate. My first grip is that PRINCE2 redefines what the word quality

usually means. My dictionary defines it as “Degree or standard of excellence, especially a high standard.”

If I have bought myself a quality car, I have probably purchased something like a Mercedes or Rolls

Royce. PRINCE2‟s definition is something that is “fit for purpose” of satisfying stated needs. So for

example, according to PRINCE2, my land rover is a quality product, it‟s not luxurious but, as a keen skier,

I can use it to haul equipment to the Alps each year. This re-definition of the word quality often confuses

people before they even look at the detail.

At the beginning of a PRINCE2 project, you agree with the customer a set of measurable attributes about

the products you will build. These are called acceptance criteria. Later, when you deliver the products, the

client will only sign them off it they conform to these criteria. This assumes the client knows what they

want. They often don‟t. When Henry ford was designing the model T car, he was asked why he didn‟t

consult with potential users, he replied, “if I had asked people what they wanted, they would have said

faster horses”

 

Questions:

1. What is the major problem in ground breaking projects?

Caselet 2

AN OVERSEAS GOVERNMENT AGENCY

An overseas government agency with a base in china contacted acorn consulting in preparation for a

special project event held in 2012. The annual event, that represents one of the most significant

opportunities for foreign business in china, achieved sales valued at $20.6 billion in 2009, and acorn client

is the 2010 host nation. For an event to be successful the team will require meticulous preparation, months

of planning and a coordination and clinical team effort from all involved.

Client objectives

Acorn consulting was asked to provide a 1 day indoor team building and

Questions:

1. DO YOU THINK ACOM’S SOLUTION WAS GOOD? WHY OR WHY NOT?

1. Do you think Acorn‟s solution was good? Why or why not?

2. What are the objective of the of project alignment session program?

1. DEFINE PROJECT PLANNING AND EXPLAIN THE PROJECT PLANNING PROCESS?

1. Define project planning and explain the project planning process?

2. Define project risk and explain different types of techniques used to reduce project risk?

 

 

Enterprise Resource Planning

ENTERPRISE RESOURCE PLANNING

Part One:

Multiple Choices:

1. Enterprise Resource Planning is:

a. Computer System

b. Manufacturing organization

c. Method of effective planning of all the resources in an organization

d. None of the above

2. Enterprise Resource Planning vendors are those people:

a. Who are experts in administration and management of projects

b. Who have developed the ERP packages

c. Who uses the ERP system

d. None of the above

3. Interviewing and cost justification is tool and technique of:

a. Design step of ERP

b. Implementation step of ERP

c. Requirement analysis of ERP

d. Planning step of ERP

4. Support re-engineering processes to fit the software systems best practice is approach of:

a. Re-engineering approach

b. Customizing approach

c. Rational approach

d. None of the above

5. Process of tracking customer contacts and providing the customer with a price quote is:

a. Inventory sourcing

b. Sales order processing

c. Pre-sales

d. None of the above

Part Two:

1. WHAT ARE THE ADVANTAGES OF THE RE-ENGINEERING METHOD OF IMPLEMENTING ERP?

1. What are the advantages of the re-engineering method of implementing ERP?

2. What are the benefits reported from implementing ERP?

3. Write a short note on “Credit Management”.

4. Define Material Requirements Planning.

 

Caselet 1

TECH  KNOWLEDGE

Tech Knowledge is a start-up founded in 1997 by Robert Thyer. The company is a distributer of

presentation technologies, including computer based projection systems, video equipment, and

display technologies. The firm has 25 employees and does $5 million in sales. It is growing rapidly.

The owner, Robert Thyer, would like to net source the back-office functions of the firm because the

company does not have an internal IT capability. The applications to be net sourced would include

sales and distribution, financial accounting, and inventory management.

Tech Knowledge would like to source SAP or another ERP vendor via a hosting arrangement. It

does not expect to do much customization, and it does not have any legacy systems.

Questions:

1. WHAT FACTORS SHOULD IT USE TO EVALUATE EACH OF THESE POTENTIAL HOSTS?

1. What factors should it use to evaluate each of these potential hosts?

2. What controls should be in place to monitor the hosting arrangement?

 

Caselet 2

ITM

ITM is a company specializing in network implementation and management. It provides networking

services to mid-sized companies, which do not have an internal networking analyst or IT, manager.

These organizations include real estate companies, law offices, medical practices, architectural /

engineering firms, construction companies, business services providers, country clubs, community

organizations, and churches.

ITM uses a legacy accounting system to handle its financial accounting and financial management

functions. It has added on a billing package for client services. The next step is to obtain a CRM

capability to manage information about current and prospective customers more effectively.

You have been assigned to identify potential sources for a net-sourcing arrangement with an ERP

vendor, which provides CRM capabilities.

Questions:

1. IDENTIFY POTENTIAL SOURCES OF SOFTWARE

1. Identify potential sources of software.

2. Determine five criteria you will recommend be used to evaluate each of alternative providers.

1. EXPLAIN IN BRIEF SALES AND MARKETING MODULES IN ERP SYSTEM

1. Explain in brief Sales and Marketing Modules in ERP System.

2. What are the different development process in ERP systems and write a detailed note on it?

Enterprise Resource Planning Professional

ENTERPRISE RESOURCE PLANNING PROFESSIONAL

Multiple Choices:

1. Enterprise resource planning is_______

a) Computer System

b) Manufacturing Organization

c) Method of effective planning of all the resources in an organization

d) None of the above

2. Enterprise resource planning vendors are those people_________

a) Who are experts in administration and management of project

b) Who have developed the ERP package

c) Who uses the ERP system

d) None of the above

3. The objectives of ERP ____________

a) Provide support for all variations best business practices

b) Enable implementation of these practices

c) Empower the customer to modify the implemented business process

d) All of the above

4. Which of the followings not the advantages of ERP________

a) ERP eliminates duplication of work

b) Reduce overheads, lead type, cycle time and work in progress

c) Customization of the ERP software is limited

d) Help to achieve competitive advantage

5. EDI stands for__________________

a) Electronic digital interface

b) Electronic data interchange

c) Enterprise data interface

d) None of these

6. A____________________ tool use to quickly develop quality database design by reusing commonly

available data models which are applicable to the enterprises requirements and customizing the details

for the application at hand.

a) Integrated data model

b) Integrated management information system

c) Business process re-engineering

d) Supply chain management

Information Technology & Management

INFORMATION TECHNOLOGY & MANAGEMENT

Part One:

Multiple Choices:

1. It means data that have been processed in a form that is meaningful and useful to the user.

a. Data

b. Information

c. System

d. None of the above

2. BCR stands for____________

a. Bar code reader

b. Basic code reader

c. Business code reader

d. None of the above

3. Which of the following comes under output devices?

a. Printer

b. Speaker

c. Both (a) & (b)

d. None

4. A trackball is a stationary device related to the_______

a. Keyboard

b. Joystick

c. Mouse

d. All of the above

5. ___________is a volatile memory and everything disappears if power goes off or is turned off

abruptly in the middle of work.

a. RAM

b. ROM

c. CDROM

d. None of the above

6. IC stands for____________

a. Integrated Circuit

b. Information Circuit

 

 

Part Two:

1. WRITE A NOTE ON “CACHE MEMORY”.

1. Write a note on „Cache Memory‟.

2. List the different types of information systems.

3. Write a short note on „Value Chain Analysis‟

4. Discuss peer- to - peer model in distributed computing system.

Section B: Caselets

It began as a trading site for nerds, the newly jobless, home-bound housewives, and bored retirees to

sell subprime goods: collectibles and attic trash. But eBay (www.ebay.com) quickly grew into a

teeming marketplace of 30 million, with its own laws and norms, such as a feedback system in

which buyers and sellers rate each other on each transaction. When that wasn‟t quite enough, eBay

formed its own police force to patrol the listings for fraud and kick out offenders. The company even

has something akin to a bank: Its Paypal payment-processing unit allows buyers to make electronic

payments to eBay sellers who can‟t afford a merchant credit card account. “eBay is creating a

second, virtual economy,” says W. Brian Arthur, an economist at think tank Santa Fe Institute. “It‟s

opening up a whole new medium of exchange.” eBay‟s powerful vortex is drawing diverse

products and players into its profitable economy, driving its sellers into the heart of traditional

 

Questions:

1. WHY HAS EBAY BECOME SUCH A SUCCESSFUL AND DIVERSE ONLINE MARKET PLACE?

1. Why has eBay become such a successful and diverse online marketplace? Visit the eBay website

to help you answer, and check out their many trading categories, specialty sites, international

sites, and other features.

2. Why do you think eBay has become the largest online/offline seller of used cars, and the largest

online seller of certain other products, like computers and photographic equipment?

 

Caselet 2

 

It‟s no secret that somewhere in a back room in the typical Fortune 500 company, there‟s a team of

analytical wizards running sophisticated data mining queries that mine for gems such as data about

about the company‟s best customers – those top 20 percent of clients that produce 80 percent of the

company‟s profits. These jewels can be a business‟s most valuable intellectual property, which

makes them very valuable to competitors. What‟s to prevent that data set from walking out the door

or falling into the wrong hands? Sometimes, not much. Many companies lack the internal controls to

prevent that information from leaking. The problem is that such data is as hard to protect as it is to

find. Owens & Minor Inc. (www.ownes-minor.com), a $4 billion medical supplies distributor,

counts some of the nation‟s largest health care organizations among its customers. In late 1996, it

started mining data internally using business intelligence software from Business Objects SA. “From

the beginning, we were aware of security issues around this strategic information about our

operations,” says Don Stoller, senior director of information systems at Owens & Minor. “For

example, a sales executive in Dallas should only have access to analyses from his region.” It is

 

Questions:

1. WHY HAVE DEVELOPMENTS IN IT HELPED TO INCREASE THE VALUE OF THE DATA RESOURCES OF MANY COMPANIES?

1. Why have developments in IT helped to increase the value of the data resources of many

companies?

3.      How can companies use IT to meet the challenges of data resources security?

 

1. Explain distributed systems. What are the advantages and disadvantages of distributed systems?

2. What do you mean by database? List the different types of database model.

 

Database Management Systems

DATABASE MANAGEMENT SYSTEMS

Part One:

Multiple choices:

1. A collection of related sets of data items along with necessary data/ information associated with

it.

a. Data

b. Information

c. Process

d. Database

2. ___________connects computers which are very remotely placed.

a. Local Area Network

b. Wide Area Network

c. Both (a) & (b)

d. None

3. A column in a table is called__________

a. Field

b. Record

c. Tuple

d. Link

4. DDL stands for ___________

a. Data Definition Language

b. Data Decision Language

c. Database Definition Language

d. None

5. SQL stands for ___________

a. Structured Query Language

b. Statement Query Language

c. Strict Query language

d. None

Part Two:

1. LIST THE DIFFERNET TYPES OF DBMS.

1. List the different types of DBMS.

2. Differentiate between „DBMS‟ and „RDBMS‟.

3. What do you mean by „Data Dictionary‟?

4. Differentiate between discretionary access control and mandatory access control.

 

Caselet 1

DATABASE MANAGEMENT SYSTEM

Database management system is the complex software which is aimed at the management of the

information stored in the database effectively. A high-quality management system helps organize,

manipulate, transform, store, retrieve and create data professionally. It is important that the whole

information kept in the database could be accessible, manageable, and easy for manipulation. A

successful DBMS should possess a strict logical structure, which enables everyone to find the required

data easily. The high-quality management system gives the opportunity for the user to change the

required information without any harm to the whole application. Database management systems are

extremely important today, because the humanity lives in the age of information and the whole

information is kept in databases which require professional skilful management and flexibility.

Every organization, private and public, connected with business or not possesses the necessary

information which is essential for its proper functioning. The information is supposed to be stored in

security and only the employees of an organization can have access to it. The idea of a good database

management system is to make the work of an organization easier, faster and of higher quality,

because the easier and the faster the access to the data is, the faster the work will be. Moreover, if the

information becomes out-of-date, the experts can modify it and introduce the necessary changes to

make it valid.

1.      WHAT ARE THE ROLES OF A DATABASE IN PRESENT SCENARIO?

 

 

1.      What are the roles of a database in present scenario?

 

Caselet 2

The most dramatic advance of the past decade in software technology has been the development of

database management systems (DBMS). There is little question about the potential of these systems

for enhancing system support to managers and users while reducing design, structuring, and

maintenance problems. Database systems also provide a way of improving information system

flexibility by decoupling user-oriented data structures from physical storage methods. In spite of the

vast potential of database management systems, the information systems community has not reacted

with the total enthusiasm that might have been expected. Significant resistance has been encountered

in some organizations, both from users, systems managers, and programming staff members. Although

the literature on the features of database systems is substantial, there is little discussion of resistance

problems encountered during the actual implementation and use of these systems in organizations. The

purpose of this panel is to examine issues related to resistance toward DBMS in organizations. The

panel members, each of whom is experienced in this area, will examine a number of organizational,

technical, and application issues pertinent to the problem of resistance. The discussion will focus on

why this resistance has occurred and how, if at all possible, it could have been avoided. Both

behavioral and technical issues will be examined. This session should be of interest to both the

practitioner and theorist alike. Database management systems are collectively the most significant

software product advance in the last decade. There is little question about the potential of these

systems for improving data management in organizations. Yet not all persons show a level of

enthusiasm for these systems that their capabilities would merit. Users and systems persons alike have

been known to resist acquisition and/or introduction of database management systems, sometimes

strongly. In the discussion that follows, the problem of resistance as it applies to database management

systems is introduced. The intent is to raise issues for research and investigation rather than to provide

concrete answers to problems.

1. DISCUSS VARIOUS ANOMALIES IN DATABASES. HOW WOULD YOU IMPROVE DATA MANAGEMENT IN ORGANIZATIONS?

1. Discuss various anomalies in databases. How would you improve data management in

organizations?

 

 

 

1. WHAT DO YOU UNDERSTAND BY RELATIONAL DATA MODEL? EXPLAIN RELATIONAL CONSTRAINTS AND RELATIONAL DATABASE SCHEMAS

1. What do you understand by relational data model? Explain relational constraints and relational

database schemas

2. What are the similarities and dissimilarities in the software development life cycle and database

development life cycle?

Strategic Cost Management

STRATEGIC COST MANAGEMENT

Part One:

Multiple Choices:

1. A set of policies, procedures and approaches that helps a firm attain and retain success for

long is termed as a)

Benchmarking

b) Life cycle costing

c) Target costing

d) Strategy

2. A cost management tool that bring in its focus the activities performed to produced a product

is called a)

Target costing

b) Life cycle costing

c) ABC

d) Benchmarking

3. Cost incurred to the past that are not relevant to present decisions are a)

Fixed cost

b) Sunk cost

c) Opportunity cost

d) Indirect costs

4. In a process costing system, when items are sold, the cost of the item are moved from a)

Work-in-progress to finished goods

b) Work-in-progress to Cost of goods sold

c) Cost of goods sold to finished good

d) Finished goods to cost of goods sold

5. Differential costs are sometimes referred to as a)

Incremental costs

b) Relevant costs

c) Avoidable costs

d) Both a& b

6. Customer service feature does not include a)

Warranty and repair service

b)      Adherence to specifications

 

Part Two:

1. LIST THE CHARACTERISTICS OF BALANCE SCORE CARD

1. List the characteristics of Balance score card.

2. What are the methods of Alternative costing?

3. Differentiate between fixed cost and variable cost.

4. Discuss the dissimilarities between job order costing & process costing systems.

 

Vikram Ahuja was hired as assistant cost controller of chemfert Ltd., a multinational firm that

processed chemical for use in fertilizers. Soon Vikram learned that the nearby residential landfill

was being used to dump toxic wastes. It appeared that some members of management team were

aware of this situation and may have been involved in arranging for this dumping. uncertain, how

he should approach, Vikram is contemplating several alternatives courses of action , like seeking

the advice of the superior, the controller or anonymously releasing the information in the national

daily or discussing with an outside member of the BOD‟s

Questions:

1. DISCUSS WHY VIKRAM HAS AN ETHICAL RESPONSIBILITY TO TAKE SOME ACTION AGAINST THE MNC

1. Discuss why Vikram has an ethical responsibility to take some action against the MNC.

2. Which of the alternative courses would be the most appropriate in the given situation?

 

Caselet 2

A brilliant university is located in Mumbai. The university has four deportments- Business,

humanities, fine arts and engineering. The university is headed by a president who has five

presidents reporting to him, each heading auxiliary services, admission and records, academics.

Financial services and maintenance. In addition, there are managers who report to these vicepresidents.

These include managers for central purchasing, the university press and bookstore; all

of whom report to the vice president of auxiliary services, and managers for accounting and

finance report to vice president for financial services. Further, a dean who is responsible to the

academic vice-president heads each department.

Questions:

1.  PREPARE AN ORGANIZATIONAL STRUCTURE OF BRILLIANT UNIVERSITY.

1. Prepare an organizational structure of brilliant University.

2. List the name of the departments having under the university.

1. WHAT IS “COST MANAGEMENT”? EXPLAIN THE PRIMARY OBJECTIVES OF COST MANAGEMENT?

1. What is “Cost management”? Explain the primary objectives of cost management?

2. Define “Target costing”; discuss the principles of target costing.

 

Project Management in Information Technology

PROJECT MANAGEMENT IN INFORMATION TECHNOLOGY

 

Multiple forms:

1. „Enterprise project management software (EPMS)‟ integrates information from a single project to

show the status.(T/F)

2. Gantt chart is used for the___________

3. In Adaptive approach for software development the focus is on___________

a. Time based cycles to meet the target dates

b. No time based cycles

c. Although time based but no target date

d. None

4. IEEE standard_____________ describes the contents of software project management plan.

a. 1058 – 1997

b. 1058 – 1998

c. 1058 – 1999

d. 1058 – 1996

5. Scope creep means________

a. The tendency for project scope to shrink

b. The tendency for project scope to grow bigger and bigger

c. The tendency for project scope to collapse completely

d. None

6. Slack or float is the amount of time an activity may be delayed without delaying succeeding

activity.(T/F)

7. „PERT‟ stands for_________

8. „Murphy‟ law states_________

a. If something can go wrong, it can be corrected.

b. If something can go wrong , it will

Part Two:

1. WRITE A NOTE ON “WORK BREAKDOWN STRUCTURE(WBS)”

1. Write a note on „Work Breakdown Structure (WBS)‟.

2. Define the Earned value?

3. Explain the Kichoff meeting?

4. How would you explain the Cross-Referencing requirement Matrix?

 

Caselet 1

A preliminary estimate of costs for the entire project is $140,000. This estimate is based on the

project manager working about 20 hours per week for six months and other internal staff working a

total of about 60 hours per week for six months. The customer representatives would not be paid for

their assistance. A staff project manager would earn $50 per hour. The hourly rate for the other

project team member would be $70 per hour, since some hours normally billed to clients may be

needed for this project. The initial cost estimate also includes $10,000 for purchasing software &

services from suppliers. After the project is completed, maintenance costs of $40,000 are included

for each year, primarily to update the information and coordinate the “Ask the Expert” feature and

online articles. Projected benefits are based on a reduction in hours consultants spend researching

 

1. What according to you are the factors that can hamper the profit growth related with the project?

2. Mention some strategies to further improve the project‟s turnover.

Caselet 2

Many organizations spend a great deal of time and money on training efforts for general project

management skills, but after the training, project managers may still not know how to tailor their

project management skills to the organization‟s particular needs. Because of this problem, some

organizations develop their own internal information technology project management methodologies.

The PMBOKR Guide is a standard that describes best practices for what should be done to manage a

project. A methodology describes how things should be done, and different organizations often have

different ways of doing things. For example, after implementing a systems development life

cycle (SDLC) at Blue Cross Shield of Michigan, the Methods department became aware that

developers and project managers were often working on different information technology project in

different ways. Deliverables were often missing or looked different from project to project. They may

have all had a project charter, status report, technical documents (i.e., database design documents,

user interface requirements, and so on), but how they were producing and delivering these

deliverables was different. There was a general lack of consistency and a need for standards to guide

both new and experienced project managers. Top management decides to authorize funds to develop a

methodology for project managers that could also become the basis for information technology

project management training within the organization. It was also part of an overall effort to help raise

the company‟s Software Capability Maturity Model level.BlueCross BlueShield of Michigan

launched a three-month project to develop its own project management methodology. Some of the

project team members had already received PMP certification, so they decided to base their

methodology on the PMBOKR Guide 2000, making adjustment as needed to best describe how their

organization managed information technology projects. See a complete article on this project on the

companion Web

1. ACCORDING TO YOU WHAT THE SKILLS NEEDED FOR THE PROJECT MANAGEMENT OF ORGANIZATION?

1. According to you what the skills needed for the project management of organization?

2. How could have been the six sigma project became a helpful tool in very sophisticated kind of

project management?

 

1. How would you explain the project manager? Explain the characteristics of the successful project

manager?

2.      Define the IT project plan? Discuss the IT project plan format in detail?

 

Human Resource Development & Training

HUMAN RESOURCE DEVELOPMENT & TRAINING

Part One:

Multiple choices:

1. HRD is the process of helping people to acquire________

a. Competition

b. Completeness

c. Competencies

d. None of the above

2. Techniques of human resource development are also called_______

a. HRD Methods

b. HRD Instruments

c. HRD Mechanism

d. All of above

3. In India HRD began only in______

a. 1970s

b. 1980s

c. 1910s

d. 1990s

4. BARS Stand for______

a. Behaviorally Anchored Rating Scale

b. Behaviorally Anchoring Rating Scale

c. Behaviorally Appraisal Rating Scale

d. None of the above

5. Levels of evaluations of Training programme are:

a. 7

b. 6

c. 5

d. 10

6. Performance appraisal in a _________process of identifying, planning, developing employee

Performance.

a. Multi-Stages

b. Single-Stages

Part Two:

1. DISCUSS THE VARIOUS METHODS OF APPRAISAL?

1. Discuss the various methods of Appraisal?

2. Briefly explain ‘On the job and Off the job’ methods of Training and Development.

3. Explain the objectives of ‘Performance Appraisal’.

4. Differentiate between HRM and HRD concept.

 

Section B: Case lets

Introduction to the Organization:

XYZ Company was established 20 years ago, to manufacture gearbox components for diesel engines.

It employs around 250 people, having a head office, which employs a wide range of personnel who

are generally well educated and enthusiastic about their work, and a factory, which employs semiskilled

local people who are generally disinterested in the products of the company and who have an

instrumental attitude to work, seeing salary as the only reward.

Brief Description of the Problem:

The performance of the company has not been good and the records revealed the following facts:

· Wastage within the factory was costing the company approximately Rs.100,000 a month.

· There was wide spread differences in individual work standards.

· Processes were non-standardized resulting in repeated problems.

· Management made all decisions and cascaded the results down to employees.

· The top management become concerned about the performance of the factory and they hired.

Mr. Tanmoy Deb, an OD consultant to study the problem and suggest specific changes to

relationship and tasks with the following objectives:

· To review and improve communication systems.

· To restructure the organization and to review teamwork and quality practices.

· To review leadership issues across all levels.

 

Questions:

1. WHAT IS YOUR VIEW ARE THE CENTRAL HUMAN RESOURCE ISSUES INVOLVED IN THIS CASE?

1. What in your view are the central human resource issues involved in this case?

2. What Strategy should Mr. Tanmoy Deb develop and implement for improving the present system?

 

Case let 2

Introduction to the Organization:

XYZ Company is an existing profit making FMCG Company. The company has 600 personnel and

has branches all other the country. It has a separate training department with a Training Manager, Mr.

A.P. Mohan as its head who is supported by two qualified training officers. Mr. Mohan has been in the

company for the last 8 years and is very efficient.

Brief Description of the problem:

Mr. Mohan wants to have the organization. He is fed up with organization politics. He is dissatisfied

and in fact frustrated. There are several reasons attachment to it. First and foremost is that he is not

paid adequately despite the fact that he has brought 12% growth in revenue to the company. Second

reason is that he is not consulted and constantly neglected while making decision on training aspects.

Lastly, he considers himself to be a victim of politics played in the organization. Production Manager

 

is constantly hurting him and interferes with the work. Dr. Ashok Sarao, boss of Mr. A.P. Mohan does

not want him to leave the organization, as he known that the effectively will come down if he leaves

Dr. Ashok tries to convince Mohan that he should adjust himself with the environment and also talk of

how Mohan is constantly neglected. He talks of how politics is played in the organization and

strengths and weaknesses of Mohan but does nothing to convince Mohan. Rather he says that they

have to adjust, as they are part of family run business. In this setting, personal equation rather than

merit works. Mohan is not convinced and says he is leaving.

Questions:

 

1. Why a high performer like Mr. Mohan decided to leave the organization he has been long part of ?

1. Why a high performer like Mr. Mohan decided to leave the organization he has been long part of?

2. Do you think Mr. A.P. Mohan took the right decision to leave the organization? What would you

have done if you were in his shoes?

 

1. What do you mean by Quality of Work Life? Discuss the various techniques for improving the

Quality of work life with the principles of QWL?

2. Discuss the basic concepts of management development. What is the important of management

development in the changing business?

 

Industrial Relations

INDUSTRIAL RELATIONS

 

Part One:

Multiple choices:

1. Workers participation in management decision-making is a highly________ concept.

a. Duplex

b. Complex

c. Simplex

d. None of the above

2. The origin of industrial relations in India can be traced in to the:

a. Second world war

b. First world war

c. Third world war

d. British rule

3. Under the payment of wages act, 1936, no wages period shall exceed for one.

a. Four month

b. Two month

c. One month

d. None of the above

4. Collective bargaining is the process of bargaining between________

a. employees & employer

b. workers & workers

c. employees & employees

d. None of the above

5. Layoff can also cause a ________

a. Retirement

b. Grievance

c. Conflict

d. None of the above

6. As per payment of bonus act, accounting year for a company is ________

a. One year

b. Period for which balance sheet is prepared

c. Period for which cash flow is prepared

 

Part two:

1. WHAT ARE THE STEPS OF GRIEVANCES HANDLING PROCESS? EXPLAIN IT.

1. What are the steps of Grievances handling Process? Explain it.

2. What are the objectives of ‘Industrial Relations’?

3. Briefly explain the term ‘evolution of Trade unions in India’.

4. Explain the ‘workers’ participation in management’.

 

Star Automobiles Ltd. Pimpary is in the field of manufacturing of two wheelers. They manufacture and

market mopeds. These are available in the brand names ‘arrow’ and ‘double arrow’ where ‘arrow’ is

their traditional product and ‘double arrow’ is the improved version. The company was started about 20

yrs ago. Their product ‘arrow’ enjoys a reasonably good reputation and they were comfortable in the

market. However, with the entry of the new generation of fuel-efficient mopeds the company started

loosing its market. They immediately started developing the improved ‘double arrow’ but by the time

they came out with this new model the competitors had already strengthened their position in the

market. The arrow model was still acceptable by a segment of the market as it was cheapest vehicle.

‘Double arrow’ is new generation vehicle. It was costlier than Jet but its performance was much

superior. It is compared favorably with the competitors’ products; however it was yet to gain a foot hold

in the market.

 

Questions:

1. Did the personnel manager handle the issue properly?

2. What is your recommendation to avoid such situations in future?

Case let 2

In 1950, with the enactment of the Insurance Act, Government of India decided to bring all the

insurance companies under one umbrella of the Life Insurance Corporation of India (LIC). Despite the

monopoly of LIC, the insurance sector was not doing well. Till 1995, only 12% of the country’s people

had insurance cover. The need for exploring the insurance market was felt and consequently the

Government of India set up the Malhotra Committee. On the basis of their recommendation, Insurance

Development and Regulatory Authority (IRDA) Act was passed in parliament in 2000. This moved

allowed the private insurers in the market with the strong foreign partners with 74:26% stakes. XYZMoon

life was one of the first three private players getting the license to operate in India in the year

 

Questions:

1. IF YOU WERE MALIK, WHAT STRATEGIES WOULD YOU ADOPT TO SOLVE THE PROBLEM

1. If you were Malik, what strategies would you adopt to solve the problem?

2. With high employee turnover in insurance industry, how can the company retain a person like Malik?

 

1. What is the Collective Bargaining? Explain the Characteristics and types of Collective Bargaining

and write down the different levels of Collective Bargaining?

3.      Discuss the wage policy in India with reference to detailed evaluation of the act.

International Finance

INTERNATIONAL FINANCE

Part One:

Multiple choices:

1. Foreign exchange market in India is relatively very ________.

a. Big

b. Small

c. Medium

d. None of the above

2. Balance of payment is a systematic record of all _______ during a given period of time.

a. Political transactions

b. Social transactions

c. Economic transactions

d. None of the above

3. Merchandise trade balance, services balance & balance on unilateral transfer are the part of

________ account.

a. Current account

b. Capital account

c. Official account

d. None of the above

4. Interest rate swaps can be explained as an agreement between _________ parties.

a. One

b. Two

c. Three

d. None of the above

5. Capital account convertibility in India evolved in August

a. 1996

b. 1995

c. 1994

d. None of the above

6. Interest rate parity is an economic concept, expressed as a basic algebraic identity that

relates.

a. Capital rate & interest rate

b. Interest rate & exchange rate

 

Part Two:

1. Write a short note on „Interest Rate Parity System‟ for exchange rates.

2. What are Direct & Indirect Quotes of exchange rates?

3. What is „International Mutual Fund‟?

4. Briefly describe „swaps in foreign exchanges markets‟.

 

Managing Exchange Rate Risk

Mahindra International (India) imported spares of an engine from a US manufacturer for $ 5,000 per

annum at a price of $ 2.5 per piece. The average exchange rate during 2001-02 was Rs. 47.70/$. The

Indian company imported the spares also from a British manufacturer. In fact, it had diversified its

import in view of reducing the risk associated with the supply. The import from the USA was

competitive in view of the fact the same spares imported from the UK was slightly costlier. The

American spares cost Rs. 119.25 per piece, while the British spares cost Rs. 120.00 per piece. In

2002-03, US dollar appreciated to Rs. 48.40 with the result that the cost of American spares turned

higher than the British spares. In the sequel of the appreciation of US dollar, the Indian importer cut

its demand from 2,000 pieces to 500 pieces. The loss to the US exporter was colossal. But at the same

time, the Indian Importer suffered a lot. It had to pay a higher price for the US spares in terms of

rupee. And also, it had to divert its import from the USA to the UK insofar as the pound sterling did

not appreciate during this period. All this happened in the wake of the exchange rate changes.

Questions:

1. MENTION THE LOSS BORNE BY THE US EXPORTER IN THE SEQUEL OF APPRECIATION OF DOLLAR.

1. Mention the loss borne by the US exporter in the sequel of appreciation of dollar.

2. What strategy the Indian importer needs to follow to hedge the exchange rate risk?

Case let 2

ABN AMRO BANK AND CORRESPONDENT BANKING IN INDIA

ABN Amro Bank and Correspondent Banking in India

ABN AMRO bank has emerged as a major correspondent bank owing to a large network. In

India, it operates in six major cities, viz. Baroda, Chennai, Kolkata, Mumbai, New Delhi and

Pune. Being a correspondence bank, its product offerings are found primarily in the area of

trade and clearing. It is doing well in these owing to strong tie-up with local Indian banks

reaching 350 centres across the country. As a result, payments are effected speedily and

effectively.

Cash Management

The customized products in the area of cash management include cheques payable at par at all its

branches across the country, apart from traditional collection services, such as collection of

outstation/upcountry cheques drawn on other banks. ABN AMRO is a member of all major clearing

centers in the major financial centers. It has an electronic delivery system and structures multilateral

netting of cash.

Trade Services

Under trade services, the Bank offers a comprehensive range of products, such as:

1. LC reimbursement

2. Indian rupee trade payments

3. Handling documentary bills for collection

4. Bills negotiation

5. Letter of credit advising

6. Letter of credit confirmation

7. Guarantees

Examination Paper of Finance Management

4

IIBM Institute of Business Management

Treasury Services

Treasury services at ABN AMRO Bank (India) are available round-the-clock. Rupee funding at its

treasury desk is provided at competitive rates along with advice on market trends and rates. It

provides also advisory services on the request of financial institutions and corporate in the area of

regulatory, economic and financial matters including depository services.

Questions:

1. DESCRIBE THE NETWORK OF ABN AMRO BANK IN INDIA?

1. Describe the network of ABN AMRO Bank in India.

2. What role does it play for global cash management?

1. Discuss the factors that affect foreign exchange market. Explain the different types of foreign

exchange quotations.

2. What do you mean by balance of payment? What are the key components of balance of

Payment

 

Security Analysis and Portfolio Management

SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

 

Part One:

Multiple choices:

1. Beta is useful for comparing the relative _____________ of different stocks.

a. Business risk

b. Systematic risk

c. Liquidity risk

d. Country risk

2. The price prevailing in market is called________

a. Market security

b. Market value

c. Market price

d. None of the above

3. Line charts, Bar charts, Candles tic charts are the parts of__________

a. Fundamental analysis

b. Technical analysis

c. Company analysis

d. None of the above

4. A market portfolio is a portfolio consisting of a weighted __________ in the market.

a. Sum of every equity

b. Sum of every liabilities

c. Sum of every assets

d. None of the above

5. The date on the option contract is called the ___________

a. Expiration date

b. Date of maturity

c. Both a) & b)

d. None of the above

6. A forward contract is an agreement made today between a ___________ to exchange the

commodity.

a. Buyer & buyer

b. Buyer & seller

 

 

 

Part Tw

1. What does „β‟ (Beta) mean in risk management?

2. Write a note on „options‟ & „future‟ derivatives.

3. Define Capital market theory.

4. Write a short note on CAPM.