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Master of Business Administration – MBA Semester 3

MK0010 – Sales, Distribution and Supply Chain Management – 4 Credits

Assignment Set – 1

Note: Each question carries 10 Marks. Answer all the questions.


Q.1 Mr. Suresh Jha is a sales manager of a reputed company. He wants to explain to new sales recruits about their responsibilities as sales personnel and also make them aware about the role of sales manager. Assume you are Suresh Jha and carry out this task.

Sales management refers to the administration of the personal selling component of an organization’s marketing program. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. The fundamental role of the sales manager is to develop and administer a selling program that effectively contributes to the achievement of the goals of the overall organization. The term “sales manager” may be properly applied to several members of an organization, including: marketing executives, managers of field sales forces, district and division managers, and product line sales administrators. This text emphasizes the role of managers that oversee a field sales force.


BACKGROUND

The discipline of marketing management emerged during the Industrial Revolution, when mass production resulted in the creation of large organizations, and technological advances related to transportation and communication enhanced access to geographic markets. The two developments contributed to a growing need for the management of groups of sales people in large companies.

During the 20th century, some observers have described four evolutionary stages of sales and marketing management. The first stage, which lasted until the beginning of the Great Depression, was characterized by an emphasis on engineering and production. Managers in those functional areas generally determined the company’s goals and plans. They developed products and set prices with the assumption that the customers would naturally buy whatever they could get to the market. The job of the sales departments, then, was simply to facilitate the smooth flow of goods from the company to the consumer.

The maxim “build a better mousetrap and the people will come,” was effectively dashed by the Depression, when producers found that selling products could be much more difficult than churning them out. Sales people and managers were elevated to a new status, and their input into product planning and organizational goal setting increased. It was also during this period that “hard sell” tactics, which still embody the stereotype often ascribed to automobile and aluminum siding salesmen, were developed. The hard sell philosophy reflected the propensity of most organizations to focus on getting the customer to want the product that was being offered rather than delivering what the customer desired. This second evolutionary stage extended from the 1930s into the 1950s.

During the 1960s and 1970s, companies in the United States began to embrace the concept of marketing, which initiated a shift of the organizational focus from selling to customer satisfaction and more efficient advertising and promotional practices. The adoption of marketing techniques essentially involved the integration of the selling side of business into related functions, such as budgeting, inventory control, warehousing, and product development. Despite the emergence of the marketing philosophy, however, most manufacturing companies continued to emphasize the production side of their business.

Sales management at U.S. companies entered a fourth evolutionary stage during the 1980s, characterized by a marked shift from a supply-side marketing orientation to customer orientation. Several factors prompted this change. Increased foreign competition, particularly from Japan, posed a serious threat to American companies, which were comparatively inefficient and unaware of customer wants. In addition, a slowdown in U.S. market growth resulted in greater competition between domestic rivals. Finally, a change in social orientation demanded that companies focus on creating and selling products that would provide a better quality of life, rather than a higher material standard of living. This change was evidenced by the proliferation of laws protecting the environment and mandating product safety.

Q.2 Explain these terms with examples: Sales forecasting, Sales budget, sales quotas and sales territories. [10 marks]

Q.3 What are the different ways through which sales force of an organisation can be compensated? Mention their merits and demerits. [10 marks]

Q.4 a) What is direct marketing and relationship marketing? Give examples. [05 marks]

b) Give a short note on value chain analysis. [05 marks]

Q.5 a) Explain the meaning of distribution channels. What are its objectives? [05 marks]

b) Differentiate between pull strategy and push strategy of supply chain. [05 marks]

Q.6 . Discuss the importance of logistics and its role in economy of a country. [10 marks] February 2011

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Master of Business Administration-MBA Semester 3

MK0010 – Sales, Distribution and Supply Chain Management – 4 Credits

Assignment Set – 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 Discuss the types of distribution channels and decisions involving channel strategies. [10 marks]

Q.2 Classify the various distribution costs in proper categories. How would you allocate an analyse distribution costs? [10 marks]

Q.3 What are the types of warehousing generally seen and what is their benefits? [10 marks]

Q.4 Explain vertical, horizontal and multi-channel marketing systems with its features and benefits. [10 marks]

Q.5 Evaluate the various inventory reduction and cycle reduction strategies applicable in supply chain management. How does JIT help in this case? [10 marks]

Q.6 a) Distinguish wholesaler and retailer. [5 marks]

b) Give a brief note on WCSCM. [05 marks]

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———————————————————————————————–

 

Master of Business Administration – MBA Semester 3

MK0011 – Consumer Behaviour – 4 Credits Assignment Set – 1

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 Explain the consumer decision process stages.

When patients buy your services, they all engage in a decision-making process. Research shows that one of the major problems with businesses is that they fail in supporting the customers in this process. By understanding your patients needs and concerns as they progress through the decision-making cycle, you can build better and more successful medical practice.

The consumer decision-making process

Imagine that you need a new cell phone. The first step is recognizing your need. (You can insert ‘want’ or ‘desire’ instead of need.) Though you may have an idea of which phone you would like to purchase, you research your options to narrow the possibilities.

If you’re a male, you go online and investigate manufacturers, resellers, and independent consumer organisations. You ask friends and colleagues for advice, and you visit a few stores to “kick the tires.” You compare you options and finally decide to purchase what seems to be the best alternative, based on criteria like design, features, price. For men, this is a linear process.

If you’re female you go through a much different, non-linear, decision making process that takes into account different variables than males typically choose. Men perceive this process as introducing a lot of extraneous noise into what should be a straight forward decision about cost vs.. benefits. Women are actually much harder to please because they’re also buying a cell phone based on: What color it is. How it fits in their purse. cute factor, etc. They’re deciding how much ‘faith or trust’ to put in the business. One process is not ‘better’ than the other, they’re just different.

Warning: This is where many men don’t get it. Women are using criteria that men don’t understand so men tend to disregard this process. While women are harder to please, they are much more loyal consumers if you can satisfy them initially. Men look for features, women look for faith.

After your purchase, you assess whether it lives up to your expectations. You might find that the phone is able to do what the manufacture promised, but that the navigation is unmanageable. You decide that you will never buy this brand again.

Your decision-making process can be described as five different stages:

decision_process.gif
The customer decision-making process and its five stages

The complexity of this process can range from careful analysis to pure impulse. While an impulse buy, such as adding additional services or products to an existing appointment, can take place instantaneously, complex purchase decisions stretch over a long period of time. This buying process is an iterative process, where patients may collect information from different sources and repeatedly return to re-evaluate and compare the information they have found. Women are particularly adept at this and consider any number of points that you may not be aware of in this decision making process. One of the most important of these could be described as ‘feel’. (Men typically descry this type of methodology, often causing them to dismiss what women see as the most important part of their decision making.)

The customer funnel

The Web is a great tool for information research. Studies show that the Internet is now the primary means by which people get key information. This counts for commerce in particular. People expect to be able to find information about products they are considering buying, even if a company doesn’t sell its products online.

Considering peoples’ high expectations about the information and services available online, it’s disturbing to see just how bad commerce web sites are at selling.

Lets look at a study on consumer buying patterns online as an illustration: From their tests of consumer commerce, researchers from the usability consultancy UIE have discovered that the buying process acts as a sieve, where customers are inadvertently filtered out at each stage of their decision-making process. UIE’s studies show that out of 100% of purchase-ready customerscompletely intent on buying, only 34% will actually make the purchase.

customer_sieve.gif

Q.2 In the context of consumer perception, explain briefly the following terms: Differential threshold, subliminal threshold, absolute threshold, adaptation, perceptual blocking, perceptual vigilance and defense. [10 marks]

Q.3 What is attitude? What are the various attitudinal models? [10 marks]

Q.4 What similarities and differences do you find in classical conditioning and instrumental conditioning? [10 marks]

Q.5 Discuss social judgment theory and cognitive response model. [10 marks]

Q.6 Explain the light of perceptual organisation the essential components involved while dealing with consumer behaviour. [10 marks] February 2011

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Master of Business Administration-MBA Semester 3

MK0011 – Consumer Behaviour – 4 Credits

Assignment Set – 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 Explain the influences of social class and groups on consumer behaviour. [10 marks]

Q.2 Do you think culture plays a role in consumer decision making process or in their behaviour. Mention some instances where culture influences consume behaviour. [10 marks]

Q.3 Evaluate Howard Sheth model of consumer behaviour. [10 marks]

Q.4 a) Identify the different organisational buying roles with examples. [05 marks]

b) What are the purchase and demand patterns observed in organisation buying behaviour? [05 marks]

Q.5 Discuss the different personality theories. [10 marks]

Q.6 What is positioning? Explain positioning strategies, approaches and errors. [10 marks]

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_______________________________________________________

 

Master of Business Administration – MBA Semester 3

MK0012 – Retail Marketing – 4 Credit Assignment Set – 1

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 What is Retailing? Explain the retailing management decision process.

Before understanding the concept of retail, let us first go through few terminologies.

  • Market – Any system or place where parties are engaged in exchange of either goods or services is called as market. The parties are often called as buyers and sellers. The seller offers his goods or services to the buyer who in return purchases it in exchange of money.
  • Goods – Tangible (things which can be seen and touched) physical products which are transferred from a seller to the buyer (consumer) to fulfill the latter’s need are called as goods.

Jack owned two laptops which he sold to Mike. In this case Jack is the seller while Mike is the buyer. Laptops are the goods which were earlier in Jack’s custody and now belong to Mike.

What is retailing?


Retailing involves selling products and services to consumers for their personal or family use.  Department stores, like Burdines and Macy’s, discount stores like Wal-Mart and K-Mart, and specialty stores like The Gap, Zales Jewelers and Toys ‘R’ Us, are all examples of retail stores.  Service providers, like dentists, hotels and hair salons, and on-line stores, like Amazon.com, are also retailers.

Many businesses, like Home Depot, are both wholesalers and retailers because they sell to consumers and building contractors.  Other businesses, like The Limited, are both manufactures and retailers.  Regardless of other functions these businesses perform, they are still retailers when they interact with the final user of the product or service.

Why is Retailing Important?

As the final link between consumers and manufacturers, retailers are a vital part of the business world.  Retailers add value to products by making it easier for manufactures to sell and consumers to buy.  It would be very costly and time consuming for you to locate, contact and make a purchase from the manufacturer every time you wanted to buy a candy bar, a sweater or a bar of soap. Similarly, it would be very costly for the manufactures of these products to locate and distribute them to consumers individually.  By bringing multitudes of manufacturers and consumers together at a single point, retailers make it possible for products to be sold, and, consequently, business to be done.

Retailers also provide services that make it less risky and more fun to buy products.  They have salespeople on hand who can answer questions, may offer credit, and display products so that consumers know what is available and can see it before buying.  In addition, retailers may provide many extra services, from personal shopping to gift wrapping to delivery, that increase the value of products and services to consumers.

According to the National Retail Federation, 1 in 5 American workers are employed in the retail industry.  The Department of Labor estimates that since 1990, 700,000 new jobs have been created in the retail sector.  That’s 13% of all new jobs in the United States. Â  At present, more jobs are provided in retailing than the entire U.S. manufacturing sector.

The Future of Retailing
Advances in technology, like the Internet, have helped make retailing an even more challenging and exciting field in recent years.  The nature of the business and the way retailing is done are currently undergoing fundamental changes.  However, retailing in some form will always be necessary.  For example, even though the Internet is beginning to make it possible for manufacturers to sell directly to consumers, the very vastness of cyberspace will still make it very difficult for a consumer to purchase every product he or she uses directly.  On-line retailers, like Amazon.com, bring together assortments of products for consumers to buy in the same way that bricks-and-mortar retailers do.

In addition, traditional retailers with physical stores will continue to be necessary.  Of course, retailers who offer personal services, like hair styling, will need to have face-to-face interaction with the consumer.  But even with products, consumers often want to see, touch and try them before they buy.  Or, they may want products immediately and won’t want to wait for them to be shipped.  Also, and perhaps most importantly, in many cases the experience of visiting the retailer is an important part of the purchase.  Everything that the retailer can do to make the shopping experience pleasurable and fun can help ensure that customers come back.

THE RETAL MANAGEMENT DECISION PROCESS


The success of a small entrepreneurial retailer or a major retail corporation, in making these decisions, depends largely on how much it embraces the retailing concept. The RETAILING CONCEPT is a managerial orientation that focuses a retailer on determining its target market’s needs and satisfying those needs more effectively and efficiently than its competitors.

The retailing concept emphasizes that high-performance retailers must be strong competitors. They can’t achieve high performance by simply satisfying customers’ needs. They must also keep a close watch to ensure that competitors don’t attract their customers.

UNDERSTANDING THE WORLD OF RETAILING – SECTION I

The first step in the retail management decision process is getting an understanding of the world of retailing. Retail managers need a good understanding of their environment, especially their customers and competition, before they can develop and implement effective strategies.

The critical environmental factors in the world of retailing are:

  1. The macroenvironment
  2. The microenvironment

Ethical standards and legal and public policy are critical macroeconomic factors affecting retail decisions. Strategy development and implementation must be consistent with corporate values, legal opinions, and public policies. Federal, state, and local laws are enacted to ensure that business activities re consistent with society’s interests. These laws define unfair competitive practices related to suppliers and customers; regulate advertising, promotion, and pricing practices; and restrict store locations.

Retailers rely on ethical standards to guide decision making when confronting questionable situations not covered by laws. Buyers may have to decide whether to accept a supplier’s offer of free tickets to a football game Some retailers have policies that outline correct behavior of employees in these situations, but in many situations people must rely on their own code of ethics.

The introductory section on the world of retailing focuses on the retailer’s microenvironment – the retailer’s competitors and customers.

COMPETITORS. At first glance, identifying competitors appears easy. A retailer’s primary competitors are those with the same format. This competition with the same type of retailers is called intratype competition.

To appeal to a broader group of consumers and provide one-stop shopping, many retailers are increasing their variety of merchandise. By offering greater variety in one store, retailers can offer one-stop shopping to satisfy more of the needs of their target market. The offering of merchandise not typically associated with the store type is called scrambled merchandising. Scrambled merchandising increases intertype competition – competition between retailers that sell similar merchandise using different formats.

Q.2 Mention the types of retailers with examples. [10 marks]

Q.3 Discuss the theories of retailing with your conclusion. [10 marks]

Q.4 Dots Ltd. manufactures variety of packaged food. They are also keen to enter fast-food sector and want to open up small restaurants in certain regions. What considerations do you think the company has to keep in mind while maintaining their food retailing and before entering service retailing? [10 marks]

Q.5 Elaborate on the role played by advertising in retail business. [10 marks]

Q.6 How to develop marketing channel strategies for retail? Explain. [10 marks

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Master of Business Administration-MBA Semester 3

MK0012 – Retail Marketing – 4 Credits

Assignment Set – 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. Explain merchandise presentation techniques. [05 marks]

b. Give a note on ABC analysis. [05 marks]

Q.2 Mention the different segmentation dimensions with examples. [10 marks]

Q.3 What new customized retail formats could be seen in retail environment today? Give examples. [10 marks]

Q.4 Explain the scope of electronic retailing in near future. [10 marks]

Q.5 How does consumerism and ethics influence retailing? [10 marks]

Q.6 Give a note on psychological pricing, mark-up pricing and mark-down pricing. [10 marks]


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__________________________________________________________

 

Master of Business Administration – MBA Semester 3

MK0013 – Market Research – 4 Credits

Assignment Set – 1

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 What’s the nature, scope and features of Marketing Research?

The Role of Marketing Research in Strategic Planning and Decision Making

Our primary focus is on the role of marketing research in marketing strategy decisions.

A. Identifying Marketing Opportunities and Constraints

Identifying marketing opportunities and constraints is a logical starting point for developing marketing strategies.

1. Embracing the Marketing Concept

Conducting marketing research to understand customers is becoming widespread as an increasing number of firms embrace the marketing concept (the philosophy of customer orientation urging firms to uncover customer needs first and then coordinate all their activities to satisfy those needs).

2. Understanding the Competitive Environment

Marketing research is vital to maintaining and improving a company’s overall

Competitiveness.

· Unless managers understand the external environment, they cannot intelligently plan for the future.

· Many organizations continually collect and evaluate environmental information to identify future market opportunities and threats.

B. Developing and Implementing Marketing Strategies

To benefit fully from the opportunities uncovered in the marketplace, a firm must develop an effective marketing strategy with an effective marketing mix:

· the nature of its product

· ways to promote the product

· the price charged to potential customers

· the means used to make the product available to them

Good marketing research will identify whether the marketing mix is effective enough to maximize the benefits to the firm from available opportunities (sales, profits, customer satisfaction, and value.

Some of the most successful new-product introductions have been preceded by extensive marketing research that helped develop one or more elements of their marketing mixes.

C. Evaluating the Effectiveness of Marketing Plans

Getting feedback from the marketplace and taking corrective action for elements of products or services that need fixing is often referred to as controlling or the control function. Controlling is an important component of the planning and decision-making process and another area in which marketing research provides solutions.

To succeed in the marketplace, a firm must at least periodically monitor market conditions, usually by obtaining feedback from customers, and answer control-related questions such as:

· What is the market share of our product?

· Is its share increasing, decreasing, or staying the same?

· Who are its users?

· Are the nature of the users and the volume of their purchases consistent with our expectations (goals)? If not, why not?

Only marketing research, not marketers’ intuition, can yield accurate answers to such questions.

Nature of Marketing Research

Marketing research is systematic and objective collection of data, its analysis and evaluation, and decision making in respect of specific aspects of a marketing problem.

Marketing Research and Market Research:- The nature of marketing research cannot be properly understood without knowing the meaning of market research.  Market research is the gathering, recording and analyzing of market data to identify the present and potential customers and their motives and buying habits.  It is the discovery of the capacity of the market to absorb the products of a firm.  It is a part of the marketing research.  It is worthwhile to quote Richard D.Crips to identify clearly the scope of Marketing research and market research.  “Marketing research is the systematic, objective and exhaustive search for the study of the facts relevant to any problem in the field of marketing.  Market research is restricted to the study of actual and potential buyers, their location, their actual and potential value of purchases and their motives and habits.”

Market research may be conducted for the following reasons:

1. To identify the present and potential customers and their needs.

2. To forecast the demand of a product.

3. To determine customers preferences with regard to packaging, design, size, price and other features of a product.

4. To locate the demand for products with regard to time and place, such as festival demand.

5. To explore new markets for existing products.

Scope of Marketing Research

Marketing research covers different aspects of marketing of goods, services and ideas.  There are many areas of marketing management where marketing research has special branches.

· Product Research:- Product research is associated with the conversion of customer needs into tangible product offer.  This includes development and testing of new products, improving the existing products, and a tab on the changing customer preferences, habits, tastes, etc. Packaging design, branding, and labeling decisions are also included here.

· Customer Research:- This research type includes investigation into the customer buying behavior – the economic, social, cultural, personal and psychological influences.

· Sales Research:- Sales research involves decisions concerning selection of store location, channels, territories, sales force motivation and compensation, etc. The purpose is to reach the target customer more effectively, efficiently and timely.  .

· Promotion Research: Promotion research encompasses all efforts by the marketers to communicate the company’s offer.  This includes advertising, publicity, public relations, sales promotion, etc.

Q.2 Distinguish between product research and new product research. Explain with examples. [10 marks]

Q.3 Discuss different types of information applicable in market research and mention their uses. [10 marks]

Q.4 Which are the various types of scales in marketing research and its applications? [10 marks]

Q.5 Give a note on marketing audit. [10 marks]

Q.6 What do you mean by sales forecasting? Explain the steps involved in it. [10 marks] February 2011

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Master of Business Administration-MBA Semester 3

MK0013 – Market Research – 4 Credits

Assignment Set – 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 Considering Indian consumers and Indian market trends, mention the ways through which a marketing researcher can carry out research? If you were to research a market segment, how would you go about it? [10 marks]

Q.2 What is client ethics and field service ethics? Explain with example. [10 marks]

Q.3 How to write a marketing report and what quality is to be ensured? [10 marks]

Q.4 What is SPSS? How does SPSS help in marketing research? [10 marks]

Q.5 Explain the types of hypothesis and the steps involved in hypothesis testing. [10 marks]

Q.6 What are the limitations of sampling? What are the indicators for an ideal sample? [10 marks]

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MU0012

Set 2

1. Elucidate the importance of employee reward and also explain the various types of employee rewards.

IMPORTANCE OF EMPLOYEE
Employers must offer employee rewards that the company’s employees find meaningful. Well-managed employee rewards programs have tangible affirmative effects on the employer’s bottom line in several ways.

Retention
1. One effect a good employee rewards program has is a positive impact on employee retention, as mentioned at Loyaltyworks.com.
Health and Safety
2. Solid employee rewards programs also have measurable positive effects both on safety and workplace health, thus reducing overall health-care costs for both employee and employer.
Motivation
3. A crucial outcome of a good employee rewards program is enhanced motivation among personnel, including helping the employees to make connections between professional goals and personal goals, as described at Maritz.com.
Engagement
4. A solid employee rewards program also increases employee engagement in the workplace, a factor that converts into improved performance and better customer experience.
Return on Investment
5. Employee reward programs provide a concrete return on investment (ROI). Research has shown that employee recognition and rewards of a nonmonetary basis show a greater return on investment than do cash awards, according to Loyaltyworks.com.
Bottom Line
6. Ultimately, from the employer’s viewpoint, employee reward programs have a positive effect on the bottom line for reasons such as the positive effect on health care costs, performance, and workplace engagement.

various types of employee rewards.

Type of reward
Individual Reward
Eg: Basic Wage, Over time, Commissions, Bonuses, Merit, paid leave, Benefits

Team Reward
Eg: Team Bonuses
Gain sharing

Organisational Reward
Eg: profit sharing
Share ownership
Gain sharing

Q.3 Write notes on:
Payment of Wages Act â€â€œ 1936
·


An Act to regulate the payment of wages to certain classes of 2*[employed persons].

WHEREAS it is expedient to regulate the payment of wages to certain classes of 2*[employed persons];

It is hereby enacted as follows â€â€œ

1-

, extent, commencement and application.

(1)

This Act may be called the Payment of Wages Act, 1936.

(2)

It extends to the whole of India 4***.]

(3)

It shall come into force on such date 5*** as the Central Government may, by notification in the Official Gazette, appoint.

(4)

It applies in the first instance to the payment of wages to persons employed in any 6*[factory, to persons] employed (otherwise than in a factory) upon any railway by a railway administration or, either directly or through a sub-contractor, by a person fulfilling a contract with a railway administration. 7*[and to persons employed in an industrial or other establishment specified in sub-clauses (a) to (g) of clause (ii) of section 2]

(5)

The State Government may, after giving three months’ notice of its intention of so doing, by notification in the Official Gazette, extend the provisions of 8*[this Act] or any of them to the payment of wages to any class of persons employed in 6*[any establishment or class of establishments specified by the Central Government or a State Government under sub-clause (h) of clause (ii) of section 2] 6*[Provided that in relation to any such establishment owned by the Central Government, no such notification shall be issued except with the concurrence of that Government.]

———————————————————————————————————–

(1)

For Statement of Objects and Reasons, see Gazette of India, 1935, Pt. V. p. 20; for Report of Select Committee, see ibid., p. 77. The Act has been extended to the whole of Madhya Pradesh by M.P. Act 23 of 1958; to Goa, Daman and Diu by Reg. 12 of 1962, s. 3 and Sch.; to Dadra and Nagar Haveli (w.e.f. 1-7-1965) by Reg. 6 of 1963, s. 2 and Sch. I; to Pondicherry (w.e.f. 1-10-1963) by Reg. 7 of 1963, s. 3 and Sch, I and to Laccadive, Minicoy and Amindivi Islands by Reg.

Amended in Jammu and Kashmir by J and K Act 6 of 1974. Amended in Madhya Pradesh by M.P. Act 33 of 1976. Amended in Tamil Nadu by T.N. Acts (47 of 1974 and 36 of 1972). Amended in West Bengal by W.B. Acts (38 of 1974 and 26 of 1975). Amended in Andhra Pradesh by A.P. Act 21 of 1968. Amended in Kerala by Kerala Acts 34 of 1969 and 11 of 1977. Amended in Assam by Assam Act 1 of 1970. Amended in Rajasthan by Raj. Act 13 of 1970. Amended in Pondichery by Pondichery Act 10 of 1970. 8 of 1965, s. 3 and Sch.

(2)

Subs. by Act 38 of 1982, s. 2 (w.e.f. 15-10-1982).

(3)

Subs. by the A. O. 1950, for sub-section (2).

(4)

The words “except the State of Jammu and Kashmir” omitted by Act 51 of 1970, s. 2 and Sch. (w.e.f. 1-9-1971).

(5)

28th March, 1937, see Gazette of India, 1937, Pt. I, p. 626.

(6)

Subs. by Act 38 of 1982, s. 3 (w. e. f. 15-10-82).

(7)

Ins. by s. 3 ibid. (w.e.f. 15-10-1982).

(8)

Subs. by Act 68 of 1957, s. 2. for “the Act” (w.e.f. 1-4-1958).

———————————————————————————————————–

(6)

Nothing in this Act shall apply to wages payable in respect of a wage-period which, over such wage-period, average 1*[2* one thousand six hundred rupees] a month or more.

2-

In this Act, unless there is anything repugnant in the subject or context â€â€œ

[(i)

“employed person” includes the legal representative of a deceased employed person;

(ia)

“employer” includes the legal representative of a deceased employer;

(ib)

“factory” means a factory as defined in clause (m) of section 2 of the Factories Act, 1948 (63 of 1948), and includes any place to which the provisions of that Act have been applied under sub-section (1) of section 85 thereof;]

(ii)

4*[“industrial or other establishment” means] â€â€œ

5*[(a)

tramway service, or motor transport service engaged in carrying passengers or goods or both by road for hire or reward;

(aa)

air transport service other than such service belonging to, or exclusively employed in the military, or air forces of the Union or the Civil Aviation Department of the Government of India;]

(b)

dock, wharf or jetty;

6*[(c)

inland vessel, mechanically propelled;]

(d)

mine, quarry or oilfield;

(e)

plantation;

(f)

workshop or other establishment in which articles are produced, adapted or manufactured, with a view to their use, transport or sale;

7*[(g)

establishment in which any work relating to the construction, development or maintenance of buildings, roads, bridges or canals, or relating to operations connected with navigation, irrigation or the supply of water, or relating to the generation, and distribution of electricity or any other form of power is being carried on;]

8*[(h)

any other establishment or class of establishments which the Central Government or a State Government may, having regard to the nature thereof, the need for protection of persons employed therein and other relevant circumstances, specify, by notification in the Official Gazette.]

———————————————————————————————————–

(1)

Subs. by Act 38 of 1982, s. 3 (w.e.f. 15-10-1982)

(2)

Subs. by Act 53 of 1964, s. 3, for cl. (i) (w.e.f. 1-2-1965).

(3)

Subs. by Act 38 of 1982, s. 4 (w.e.f. 15-10-1982).

(4)

Subs. by s. 3, ibid., for sub-clause (a) (w.e.f. 1-2-1965).

(5)

Subs. by Act 68 of 1957, s. 3, for sub-clause (c) (w.e.f. 1-4- 1958).

(6)

Ins. by s. 3, ibid. (w.e.f. 1-4-1958).

(7)

Ins. by Act 38 of 1982, s. 4 (w.e.f. 15-10-1982).

———————————————————————————————————–

1*[(iia)

“mine” has the meaning assigned to it in clause (j) sub-section (1) of section 2 of the Mines Act, (35 of 1952);]

2*[(iii)

“plantation” has the meaning assigned to it in clause (f) of section 2 of the Plantations Labour Act, 1951 (69 of 1951);]

(iv)

“prescribed” means prescribed by rules made under this Act;

(v)

“railway administration” has the meaning assigned to it in clause (6) of section 3 of the Indian Railways Act, (9 of 1890); and

3*[(vi)

“wages” means all remuneration (whether by way of salary, allowances or otherwise) expressed in terms of money or capable of being so expressed which would, if the terms of employment, express or implied, were fulfilled, be payable to a person employed in respect of his employment or of work done in such employment, and includes â€â€œ

(a)

any remuneration payable under any award or settlement between the parties or order of a Court;

(b)

any remuneration to which the person employed is entitled in respect of overtime work or holidays or any leave period;

(c)

any additional remuneration payable under the terms of employment (whether called a bonus or by any other name);

(d)

any sum which by reason of the termination of employment of the person employed is payable under any law, contract or instrument which provides for the payment of such sum, with or without deductions, but does not provide for the time within which the payment is to be made;

(e)

any sum to which the person employed is entitled under any scheme framed under any law for the time being in force; but does not include â€â€œ

(1)

any bonus (whether under a scheme of profit sharing or otherwise) which does not form part of the remuneration payable under the terms of employment or which is not payable under any award or settlement between the parties or order of a Court;

———————————————————————————————————–

(1)

Ins. by Act 53 of 1964, s. 3 (w.e.f. 1-2-1965).

(2)

Subs. by s. 3, ibid., for cl. (iii) (w.e.f. 1-2-1965).

(3)

Subs. by Act 68 of 1957, s. 3, for cl. (vi) (w.e.f. 1-4-1958).

———————————————————————————————————–

(2)

the value of any house-accommodation, or of the supply of light, water, medical attendance or other amenity or of any service excluded from the computation of wages by a general or special order of the State Government;

(3)

any contribution paid by the employer to any pension or provident fund, and the interest which may have accrued thereon;

(4)

any travelling allowance or the value of any travelling concession;

(5)

any sum paid to the employed person to defray special expenses entailed on him by the nature of his employment; or

(6)

any gratuity payable on the termination of employment in cases other than those specified in sub-clause (d).]


Employee State Insurance Act – 1948
·
The promulgation of Employeesâ€â„¢ State Insurance Act, 1948 envisaged an integrated need based social insurance scheme that would protect the interest of workers in contingencies such as sickness, maternity, temporary or permanent physical disablement, death due to employment injury resulting in loss of wages or earning capacity. the Act also guarantees reasonably good medical care to workers and their immediate dependants.

Following the promulgation of the ESI Act the Central Govt. set up the ESI Corporation to administer the Scheme. The Scheme, thereafter was first implemented at Kanpur and Delhi on 24th February 1952. The Act further absolved the employers of their obligations under the Maternity Benefit Act, 1961 and Workmenâ€â„¢s Compensation Act 1923. The benefit provided to the employees under the Act are also in conformity with ILO conventions.


PM0001 Q1. What are the various types of models followed in project management?

 

Answer: Two models of the Project Manager‘s role are common. The first puts him or her at the centre of the hub, co-ordinating activities between teams or individuals.

The danger with this model is that the Project Manager can easily lose control of the management process, as all work is carried out by, and decisions are taken between, parties at the rim, with no more than token reference to the Project Manager. An alternative model reflects the traditional organisational hierarchy. This recognises the authority of theProject Manager, but implies that decisions are taken at the “top” and communicated downwards. This is unsatisfactory since it ignores the fact that expertise in specific areas lies near the “bottom” of the hierarchy – and decisions are, wherever possible, arrived at by negotiation rather than by declaration.
A more satisfactory model reflects the best of both preceding models. TheProject Manager is clearly in possession of the requisite authority, but informal (or even formal) reporting and communication between other parties, without reference to the Project Manager, is recognised. This is a delicate tension, since the Project Manager must be appraised of all important aspects of the project as it develops. Finding the right balance in any project takes time and care.

 

 

 

 

PM0001, Shorts Notes on Introduction to Project Management

Unit: 1 – Project management

Laws of Project Management

â€Â¢ Projects progress quickly until they are 90% complete. Then they remain at 90% complete forever.

â€Â¢ When things are going well, something will go wrong. When things just canâ€â„¢t get worse, they will. When things appear to be going better, you have overlooked something.

â€Â¢ If project content is allowed to change freely, the rate of change will exceed the rate of progress.

â€Â¢ Project teams detest progress reporting because it manifests their lack of progress.

How it should go

Software Project Management Plan

â€Â¢ Software Project:

â€â€œ All technical and managerial activities required to deliver the deliverables to the client.

â€â€œ A software project has a specific duration, consumes resources and produces work products.

â€â€œ Management categories to complete a software project:

â€Â¢ Tasks, Activities, Functions

â€Â¢ Software Project Management Plan:

â€â€œ The controlling document for a software project.

â€â€œ Specifies the technical and managerial approaches to develop the software product.

â€â€œ Companion document to requirements analysis document: Changes in either may imply changes in the other document.

Project Agreement

â€Â¢ Document written for a client that defines:

â€â€œ the scope, duration, cost and deliverables for the project.

â€â€œ the exact items, quantities, delivery dates, delivery location.

â€Â¢ Can be a contract, a statement of work, a business plan, or a project charter.

â€Â¢ Client: Individual or organization that specifies the requirements and accepts the project deliverables.

â€Â¢ Deliverables (= Work Products that will be delivered to the client):

â€â€œ Documents

â€â€œ Demonstrations of function

â€â€œ Demonstration of nonfunctional requirements â€â€œ Demonstrations of subsystems

Project Agreement vs. Problem Statement

MF0002 Q1. State both the buyerâ€â„¢s and sellerâ€â„¢s motive behind mergers with suitable examples

Answer: . âہ“ Merger âہ“ as the name suggests is the coming together as two or more entities to form a single entity. It is defined as âہ“A combination of two or more companies into a single company where one survives and the others loose their corporate existence> The survivor company acquires the assets as well as liabilities of the merged company or companies. All assets, liabilities and stock of one company stand transferred to transferee company in consideration of payment in the form of Equity, Debt or Cash modes.

The primary motives behind mergers are diversification, market expansion, improving competitive position, and also serves as a means of corporate restructuring. These motives can further be divided/ segregated as Sellers motives and Buyers motives.

The Buyers motives are as follows..

To enhance the companyâ€â„¢s stock value by way of increased share prices as well as increased Price earning ratios.

To increase the growth rate of the company.

To have better investment options- by utilising funds for internal expansion rather than external expansion.

To improve upon the stability of the firmâ€â„¢s earnings and sales by acquiring other firms with complementary earnings/sales peaks and valleys.

To balance or fill out the product line.

To diversify the product line when the current products have peaked their life cycle.

To win over competition by buying out competitions.

To acquire a much needed resource faster, in terms of Technology, Management team, Infrastructure, Production capacity etc etc..

To gain Tax benefits.

To increase profitability and efficiency by leveraging on the synergies between the companies.

The Sellers motives are as follows..

To increase the value of the ownerâ€â„¢s stock and investment in the firm

To increase the firmâ€â„¢s growth rate by receiving more resources from the acquiring company.

To acquire resources to stabilize operations and make them more efficient.

To get Tax benefits â€â€œ if the firm is family owned or by an individual, a merger makes it easier to deal with estate tax problems.

To help diversify the owning familyâ€â„¢s holdings beyond the present firm.

To deal with top management problems such as management succession for an entrepreneur or dissension among top managers.

Merger and acquisition transactions are of great significance not only to the companies but also to the staffs, vendors, competitors, communities, & economy etc. Hence the process is to be viewed in various dynamic contexts and consists of various stages and factors which are both economic as well as non-economic in nature. The 5 stages of merger and acquisition process under the 5-S model can be divided as

â€Â¢ CORPORATE STRATEGY DEVELOPMENT.

â€Â¢ ORGANIZING FOR ACQUISITIONS.

â€Â¢ DEAL STRUCTURING AND NEGOTIATIONS.

â€Â¢ POST-ACQUISITION INTEGRATION.

â€Â¢ POST ACQUISITION AUDIT AND ORGANIZATIONAL LEARNING.

===============================================================================================================================

FALL 2010

Master of Business Administration â€â€œ MBA Semester 3

MK0013 â€â€œ Market Research – 4 Credits

Assignment Set- 1

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. Explain in detail how a marketing decision support system is helpful as a MIS tool. [8 marks]

b. Give the meaning of internal records systems? [2 marks]

Q.2 a. Distinguish between market research and marketing research. [4 marks]

b. Distinguish between primary and secondary data sources. [6 marks]

Q.3 What is a research design? Identify the steps involved in it. How many types of research designs are there in marketing research? [10 marks]

Q.4 a. List the benefits & disadvantages of mail questionnaire. [6 marks]

b. What are the criteria for a good research design? [4 marks]

Q.5 Lockgates Ltd. is carrying out quantitative as well as qualitative research to improve its products image and sales in the market. The management wants to communicate its employees about the different methods including the latest techniques available for qualitative research. Management has asked your advice on carrying out this task. Please advice. [10 marks]

Q.6 Dinesh is a sales analyst. Recently he was asked to undertake a training session for the newly joined recruits. Dinesh wants to highlight the importance and methods of sales forecasting and why sales forecasting is considered as an important marketing research technique. But, on the day of the training, Dinesh has to attend an urgent sales meeting with the top management. You are asked to take over the session. How will you achieve Dineshâ€â„¢s training objectives? Apart from that, you also want to the recruits to know about customer profiling, product and new product research. [10 marks]

FALL 2010

Master of Business Administration â€â€œ MBA Semester 3

MK0013 â€â€œ Market Research – 4 Credits

Assignment Set- 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. Mention the types and components of a market research report. [4 marks]

b. What is marketing audit? What are its elements? [6 marks]

Q.2 Assess the scope of hypothesis testing in marketing research. [10 marks]

Q.3 a. Is ethics required in Marketing research? Discuss briefly. [6 marks]

b. Distinguish between bivariate and multivariate analysis. [4marks]

Q.4 a. List the benefits of scaling techniques in marketing research. [4 marks]

b. Give a note on statistical package for social sciences. [6 marks]

Q.5 Zigzag Company Ltd. is a foreign based multinational. It is now interested to expand their markets to India. But, before they start selling their products in India, they want to carry out a marketing research to find out market attractiveness. They hire an Indian marketing research agency to conduct the research on their behalf. If you are a part of this research agency, what problems and challenges will you face in undertaking this research? How will you communicate this to the company and what would be your advice? [10 marks]

Q.6 You attend an interview in a big company. You are asked the following questions by the interviewers:

i. What is a sample?

ii. What is a sample size?

iii. What is a sampling process?

iv. What are the types of sampling design?

v. What is a sampling error?

What will be your answers? [10 marks]

FALL 2010

Master of Business Administration â€â€œ MBA Semester 3

MK0012 â€â€œ Retail Marketing – 4 Credits

Assignment Set- 1

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. What is retailing? What is its importance? [7 marks]

b. Identify some of the general characteristics of a retail consumer. [3 marks]

Q.2 a. Explain the types of store locations and the factors influencing the store location. [8 marks]

b. What do you mean by electronic retailers? [2 marks]

Q.3 How will you advice a retailer regarding different aspects considered in internal and external store layout design? Do you think a good store layout and design will help in gaining more customers? [10 marks]

Q.4 Advise Mr. Robin on how to evaluate and select a site for his retail store location. What factors should be considered by Robin in making a final decision regarding the store location? [10 marks]

Q.5 a. Explain the different gaps in Service quality model. [7 marks]

b. Mention the 5 differentiation dimensions in retail differentiation strategies. [3 marks]

Q.6 Discuss the process of strategic retail planning. [10 marks]

FALL 2010

Master of Business Administration â€â€œ MBA Semester 3

MK0012 â€â€œ Retail Marketing – 4 Credits

Assignment Set- 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. Examine the role of sales promotions in retail. [6 marks]

b. What do you mean by brand rejuvenation? [4 marks]

Q.2 a. Discuss the importance of segmentation and its limitations. [8 marks]

b. What is relationship marketing? [2 marks]

Q.3 Mr. Surya has a conservative business attitude. His son Chandrashekar wants to adopt new styles in their family retail business. But, both of them are a little confused over the topic of ethics. They would like to be educated on different issues such as ethical codes, consumerism, profitability and unethical practices in retail business. How will you help them? [10 marks]

Q.4 Critically evaluate the different pricing strategies in retail. [10 marks]

Q.5 The top management of Alpha Retail is seriously considering about changing the existing distribution channel and the channel intermediaries. Assuming you are a management consultant, on what specific aspects will you advise Alpha Retail to design and select an appropriate channel for distribution? [10 marks]

Q.6 a. Briefly explain the assortment planning process. [6 marks]

b. What is ABC analysis? [4 marks]

Master of Business Administration â€â€œ MBA Semester 3

MK0011 â€â€œ Consumer Behavior- 4 Credits

Assignment Set â€â€œ 1

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

1. What are the characteristics of consumer behavior?. Why is a study of consumer behavior important from the marketerâ€â„¢s viewpoint? (10 marks)

2. Define market segmentation and explain the different bases for market segmentation, with an example of each.(10 marks)

3. How does personality influence consumer behavior? What are its implications for marketing strategy? (10 marks)

4. Distinguish between the different types of selective perception and their implications for marketing strategy.(10 marks)

5. Select and briefly describe two advertisements that you have seen â€â€œ one that tries to change attitudes towards a low involvement product and one that tries to change attitude towards a high involvement product. Which one is likely to be more successful and why? (10 marks)

6. Caselet

Rahulâ€â„¢s dream â€â€œ A store of home accessories

After his fatherâ€â„¢s death, Rahul returned to India and inherited a small ( Rs. 10 lakhs annual sales) furniture manufacturing company, âہ“Home Products Pvt. Ltd.â€Â in Bangalore. The company was manufacturing and selling at lower price, home furniture to retailers. These people earned higher profit margins as compared to bigger competitors, who had to spend heavily on advertising and sales promotion.

However, Rahul was more interested in opening a store to market home accessories. He wanted the store to be highly visible and known for its product range consisting of glass top tables with intricately carved teakwood base, well designed compact sofas and bed sets, designer candle stands, curio shelves, clothes hangers, etc. Rahul was willing to plough back his export earnings into this venture to make it

a reality. He planned to start with a single store and then build a chain of such stores by the end of five years.

.The target market aimed for is the upper middle and upper class consumers. The location of the store is planned keeping in mind the preferences of the consumer, who prefers quiet locations to noisy shopping places. The prices range between Rs. 3000 for a table to Rs. 55,000 for a leather upholstered sofa. Rahul is of the opinion that although customers are price conscious, being more aware of interior décor, would be willing to spend on home accessories just to âہ“keep up with the Jonesesâ€Â.

A survey also indicated that word of mouth communication, more than advertisements in the mass media or direct mailers to prospective customers plays a key role in influencing consumersâ€â„¢ purchase decisions, especially in the case of home accessories.

Questions

1.Do you think reference group influence is relevant in this case? (5 marks)

2..In your opinion, which reference group(s) can act as a spokesperson for the company?(5 marks)

Master of Business Administration â€â€œ MBA Semester 3

MK0011 â€â€œ Consumer Behavior- 4 Credits

Assignment Set â€â€œ 2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

1. Briefly explain what is meant by diffusion of an innovation. What are the different stages in the process of adoption of a new product?(10 marks)

2. Explain the different types of consumer buying decisions, with suitable examples.(10 marks)

3. What is meant by âہ“post-purchase dissonanceâ€Â? Suggest five different ways in which marketers can reduce post purchase dissonance. (10 marks)

4. What are some of the differences between consumer buying behavior and business buying behavior? Briefly explain the factors influencing business buying behavior.(10 marks)

5. Explain the theory of Classical Conditioning and its implications for marketers.(10 marks)

6. Caselet

M/s. Tufleather Ltd. â€â€œ âہ“ Tufcom Shoesâ€Â

For the last fifty years, M/s. Tufleather has been in the business of manufacturing and selling leather to companies which make leather shoes and other related products. In the post liberalization period, i.e., from 1991 onwards, the company was contemplating entering the shoe manufacturing industry, primarily because the Government was giving substantial support to this industry, particularly to firms that were export oriented.

With the intention of selling shoes, the company set up its own factory with R & D facilities in Hosur, Tamil Nadu. In 1993, the companyâ€â„¢s R & D department developed a material âہ“Tufcomâ€Â, which it claimed had properties of shoe material permeability, strength, flexibility and durability. The company also set up a sub unit to produce shoes with this new material and conducted test marketing to gauge the initial response. The pilot study indicated positive consumer response.

Based on the test marketing results, the company set up a large plant with a huge investment and entered into tie ups with reputed shoe manufacturers to buy the new material and make attractive shoe models. They also planned to have an in-house trained team of sales people who would visit the shoe retail outlets and train their sales persons on how to sell shoes. Tufleather also helped the shoe manufacturing companies by providing point of purchase and advertising materials for a nationwide advertising campaign.

The company developed a premium pricing strategy for the Tufcom material, based on the consumer perceptual process – the belief that high price is an indicator of high quality. They felt that Tufcom offered quality that was superior to leather in terms of durability and ease of care. After adopting a skimming pricing strategy, the company would later consider penetrating the lower priced shoe market segment.

While the first year after the launch of Tufcom shoes showed positive results, sales began to fall drastically after that. Feedback from their sales team indicated that high price buyers did not get motivated by the factors emphasized by Tufleather, namely durability and ease of care. In addition, some complaints were received from buyers of Tufcom shoes that they found the shoes unusually warm.

Questions

1. Where do you think the company went wrong in analyzing consumer shoe buying behavior? (5 marks)

2. Do you think the company should identify a new buyer market, namely the lower priced shoe market segment? (5 marks).

Master of Business Administration â€â€œ MBA Semester 3rd core
MB0050 Research Methodology – 4 Credits
Assignment Set- 1
60 Marks
Note: Each question carries 10 Marks. Answer all the questions.
Q 1. Give examples of specific situations that would call for the following types of research, explaining why â€â€œ a) Exploratory research b) Descriptive research c) Diagnostic research d) Evaluation research. (10 marks).
Q 2.In the context of hypothesis testing, briefly explain the difference between a) Null and alternative hypothesis b) Type 1 and type 2 error c) Two tailed and one tailed test d) Parametric and non parametric tests. (10 marks).
Q 3. Explain the difference between a causal relationship and correlation, with an example of each. What are the possible reasons for a correlation between two variables? ( 10 marks).
Q 4. Briefly explain any two factors that affect the choice of a sampling technique. What are the characteristics of a good sample?(10 marks).
Q 5. Select any topic for research and explain how you will use both secondary and primary sources to gather the required information. (10 marks).
Q 6. Case Study: You are engaged to carry out a market survey on behalf of a leading Newspaper that is keen to increase its circulation in Bangalore City, in order to ascertain reader habits and interests. Develop a title for the study, define the research problem and the objectives or questions to be answered by the study. (10 marks).
Master of Business Administration â€â€œ MBA Semester 3rd core
MB0050 Research Methodology – 4 Credits
Assignment Set- 2
60 Marks
Note: Each question carries 10 Marks. Answer all the questions.
Q 1.Discuss the relative advantages and disadvantages of the different methods of distributing questionnaires to the respondents of a study. (10 marks).
Q 2. In processing data, what is the difference between measures of central tendency and measures of dispersion? What is the most important measure of central tendency and dispersion? (10 marks).
Q 3. What are the characteristics of a good research design? Explain how the research design for exploratory studies is different from the research design for descriptive and diagnostic studies.( 10 marks).
Q 4. How is the Case Study method useful in Business Research? Give two specific examples of how the case study method can be applied to business research. (10 marks).
Q 5. What are the differences between observation and interviewing as methods of data collection? Give two specific examples of situations where either observation or interviewing would be more appropriate.( 10 marks).
Q 6. Case Study: You are engaged to carry out a market survey on behalf of a leading Newspaper that is keen to increase its circulation in Bangalore City, in order to ascertain reader habits and interests. What type of research report would be most appropriate? Develop an outline of the research report with the main sections.(10 marks).

Master of Business Administration â€â€œ MBA Semester 3rd coreMB0050 Research Methodology – 4 CreditsAssignment Set- 1

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q 1. Give examples of specific situations that would call for the following types of research, explaining why â€â€œ a) Exploratory research b) Descriptive research c) Diagnostic research d) Evaluation research. (10 marks).

Q 2.In the context of hypothesis testing, briefly explain the difference between a) Null and alternative hypothesis b) Type 1 and type 2 error c) Two tailed and one tailed test d) Parametric and non parametric tests. (10 marks).

Q 3. Explain the difference between a causal relationship and correlation, with an example of each. What are the possible reasons for a correlation between two variables? ( 10 marks).

Q 4. Briefly explain any two factors that affect the choice of a sampling technique. What are the characteristics of a good sample?(10 marks).

Q 5. Select any topic for research and explain how you will use both secondary and primary sources to gather the required information. (10 marks).

Q 6. Case Study: You are engaged to carry out a market survey on behalf of a leading Newspaper that is keen to increase its circulation in Bangalore City, in order to ascertain reader habits and interests. Develop a title for the study, define the research problem and the objectives or questions to be answered by the study. (10 marks).

Master of Business Administration â€â€œ MBA Semester 3rd coreMB0050 Research Methodology – 4 CreditsAssignment Set-

2

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q 1.Discuss the relative advantages and disadvantages of the different methods of distributing questionnaires to the respondents of a study. (10 marks).

Q 2. In processing data, what is the difference between measures of central tendency and measures of dispersion? What is the most important measure of central tendency and dispersion? (10 marks).

Q 3. What are the characteristics of a good research design? Explain how the research design for exploratory studies is different from the research design for descriptive and diagnostic studies.( 10 marks).

Q 4. How is the Case Study method useful in Business Research? Give two specific examples of how the case study method can be applied to business research. (10 marks).

Q 5. What are the differences between observation and interviewing as methods of data collection? Give two specific examples of situations where either observation or interviewing would be more appropriate.( 10 marks)

.Q 6. Case Study: You are engaged to carry out a market survey on behalf of a leading Newspaper that is keen to increase its circulation in Bangalore City, in order to ascertain reader habits and interests. What type of research report would be most appropriate? Develop an outline of the research report with the main sections.(10 marks).

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Master of Business Administration â€â€œ MBA Semester 3

MK0010 â€â€œ Sales, Distribution and Supply Chain Management – 4 Credits

Assignment Set â€â€œ 1

60 Marks

Note: Each question carries 10 Marks. Answer all the questions.

Q.1 a. Explain the different types of sales organizations. [8 marks]

b. Define sales quotas with 2 examples. [2 marks]

Q.2 Just a few months back, Laker Pvt. Ltd. has expanded its product mix. The management has decided to set up new objectives for its distribution system. The management also wants to change the channel design and network according to the new objectives. Please advice the management of

MB0034â€â€œ Research Methodology – 3 Credits

1. What do you mean by research? Explain its significance in social and business sciences.

Research basically means fact finding such as answers to questions, solutions to problems and so on. In nutshell, it is an organized way to go ahead in order to get the result.

It well-known fact that Doubt is often better than overconfidence. It means, it leads to inquiry and inquiry leads to invention. Ultimately, it brings out the significance of research for the development of logical habit of thinking and organization.

In todayâ€â„¢s scenario, complex nature of government and business has raised the research significance to solve the operational problem. It provides the basis for almost all government policies of an economic system. Government budget formulation that depends particularly on the analysis of needs and desires of the people and availability of revenues. It also helps to formulate alternative policies.

Research also facilitates the decision making of policy-makers. It is necessary for collecting information on the social and economic structure of an economy to understand the process of change occurring in the country. Thus, research as a tool of government economic policy formulation involves three distinct stages of operation which are as follows:

Investigation of economic structure,

Diagnoses of events,

Prediction of future developments.

Research is equally important to social scientis for analyzing social relationships.

2. What is meant by research problem? And what are the characteristics of a good research problem?

In order to research, we often experience the problem/difficulty is said to be research problem. Personal values play an important role in the selection of a topic for research. A problem in simple words is some difficulty experienced by the researcher in a practical situation. Solving this difficulty is the task of research.

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