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DRIVE- Fall 2014PROGRAM-MBADS/ MBAFLEX/ MBAHCSN3/ MBAN2 – SEM 3 PGDBMN/ PGDENMN/

PGDFMN/ PGDHRMN/ PGDHSMN/ PGDIB/ PGDISMN/ PGDMMN/ PGDOMN/ PGDPMN/ PGDROMN/ PGDSCMN/ PGDTQMN – SEM 1

SUBJECT CODE & NAME- MB0050-RESEARCH METHODOLOGYBK ID-B1700CREDITS-4MARKS-60

Q1. Research is a sequential method of enquiry, directed towards a clear implicit or explicit objective. Describe in detail the steps to be carried out in a typical research study. (Meaning of Research, Listing the steps, Explanation of the steps in a research study) 2,2,6

Answer:

Meaning of Research:

Research simply means a search for facts – answers to questions and solutions to problems. It is a purposive investigation. It is an organized inquiry. It seeks to find explanations to unexplained phenomenon to clarify the doubtful facts and to correct the misconceived facts.

Q2. What are descriptive research designs? Explain the different kinds of descriptive research designs. (Meaning of Descriptive Research designs, Kinds of Descriptive research designs)5, 5

Answer:

Descriptive Research DesignsAs the name implies, the objective of descriptive research studies is to provide a comprehensive and detailed explanation of the phenomena under study. The intended objective might be to give a detailed sketch or profile of the respondent population being studied. For example, to design an advertising and sales promotion campaign for high-end watches, a marketer would require a holistic profile of the population that buys such luxury products. Thus a descriptive study, (which generates data on who, what, when, where, why and how of luxury accessory brand

Q3. The procedure of testing hypothesis requires a researcher to adopt several steps. Describe in brief all such steps.( Meaning of hypothesis, Steps in testing hypothesis) 4, 6

Ans. A hypothesis is a tentative statement about the relationship between two or more variables. A hypothesis is a specific, testable prediction about what you expect to happen in your study. For example, a study designed to look at the relationship between sleep deprivation and test performance might have a hypothesis that states, "This study is designed to assess the hypothesis that sleep deprived people will perform worse on a test than individuals who are not sleep deprived."Q4. a. Distinguish between:

i. Schedules and Questionnaires

ii. Open ended and closed ended questions

b. Explain the questionnaire design process. (Differences, questionnaire design process) 4, 6(10 marks)Answer.

a) Differences

i) Schedules and Questionnaires

S.No

Questionnaire Schedule

1. Questionnaire is generally sent through mail to informants to be answered as specified in a covering letter, but otherwise without further assistance from the sender.

A schedule is generally filled by the research worker or enumerator, who can interpret the questions when necessary.

Q5. a. What is the analysis of variance? What are the assumptions of the technique? Give a few examples where the techniques could be used.

b. The following data represents the number of units produced by four operators during three different shifts:

Perform a two-way analysis of variance and interpret the result.

(Meaning, Assumptions and examples, Formulas, Calculation, Solution and Interpretation to the problem) 4, 6(10 marks)

Answer.

a) Meaning of analysis of variance

Suppose we know that the sales of a product is influenced by the price level. In this case, sales are a dependent variable and the price is the independent variable. Let there be three levels of price, namely, low, medium and high. We wish to determine the most effective price level i.e. at which price level the sale is highest. Here, the test units are

Q6. Explain the Structure of the Research Report. What are the guidelines for effective report writing? (Explanation of the Structure of the Research Report, Guidelines for effective report writing) 5,5Answer:

Report Writing: Structure of the Research Report

Whatever the type of report, the reporting requires a structured format and by and large, the process is standardized. As stated above, the major difference amongst the types of reports is that all the elements that make a research report would be present only in a detailed technical report. Usage of theoretical and technical jargon would be higher in the

DRIVE – Fall 2014PROGRAM/SEMESTER MBADS/ MBAFLEX/ MBAHCSN3/ MBAN2 – SEM 3

SUBJECT CODE & NAME- MB0051-Legal Aspects of Business

Q1. “Discharge refers to the termination of contractual relationship between the parties”. Explain the statement along with different modes of discharging a contract.(Explanation of service positioning, Explanation of modes) 2, 8

Answer: Service positioning:A business must set itself apart from its competition. To be successful it must identify and promote itself as the best provider of attributes that are important to target customers.

Q2. Explain the meaning of Power of Attorney, its types and clause related to registration.(Meaning, Types, Registration) 2, 2, 6

Answer: Power of Attorney Power of attorney is defined by Section 2(21) of the Stamp Act as including “any instrument not chargeable with a fee under the law relating to court fees for the time being in force,” that empowers “a specified person to act for and in the name of the person executing it”. It is the Powers of Attorney Act,1882, which deals with the subject but does not d

Q3. Explain the procedure of registration of partnership firms.(Explanation) 10

Answer: Registration partnership of Firms (Sections 58-59)

Application for registrationSection 58 lays down the procedure for registration of partnership firms. A partnership firm may be registered at any time by post, or delivering to the Registrar of Firms of the area in which the business of the firm is situated or proposed to be situated, a statement in the prescribed form and accompanied by the prescribed fee, stating:

Q4. What are the circumstances under which breach of condition is treated as breach of warranty?(Explanation) 10 marks

Answer:Circumstances under that Breach of condition to be treated as breach of warrantyAccording to Section 13, under certain circumstances, a breach of condition is to be treated as a breach of warranty, i.e., the right to repudiate the contract is deemed to have been lost. These circumstances are:

Where a contract of sale is subject to any condition to be fulfilled by the seller, the buyer may either: Waive the condition Elect to treat the breach of the condition as a breach of warranty.

Q5 Explain the procedure for filing a complaint and admission of complaint in consumer protection act.(Filing a complaint-5 marks, Admission of complaint-5 marks) 10 marks

Answer: Procedure for filing a complaintThere is no fee for filing a complaint before any of the aforesaid bodies. The complainants or their authorized agent can present the complaint in person.

The complaint can also be sent by post to the appropriate Forum/ Commission. The complaint should be addressed to the President of the Forum/Commission. A complaint should contain the following information:

Q6 Write short notes on:a) Shares and its classificationb) Meetings and its classification(Meaning and classification-5 marks, Meaning and classification-5 marks) 10 marks

Answer: Shares and its classificationSection 2 (46) defines a share “as a share in the share capital of a company and includes stock except where a distinction between stock and share is expressed or implied”. This definition does not encompass the meaning of a share. A share of a company in the hands of a shareholder signifies a bundle of rights and obligations [Viswanath vs. East India Distilleries (1957) 27 Comp. Cas. 175]. However, a share is not a negotiable instrument [C.I.T. vs. Associated Industrial Dev. Co. (1969) 2 Comp. L.J. 19] Section 83

DRIVE-Fall 2014

PROGRAMMBADS (SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)

SUBJECT CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management

BK ID-B1721

CREDIT & MARKS-4 Credits, 60 marks

Q1 When one member of distribution channel tries to maximize its profits at the expense of rest of

the members, it will create conflicts, resulting in the decline of profits. To avoid these conflicts, now

retail firms have started forming vertical Marketing systems (VMS). Explain the three types of

VMS through which goods and services are usually distributed to customers.

(Definition of VMS, Three types of VMS)2, 8

Answer.

Vertical Marketing systems (VMS)

A Vertical Marketing System (VMS) is a system in which almost all the members of distribution

channel such as manufacturers, wholesalers and retailers work together to satisfy human needs and wants

by facilitating the smooth flow of goods and services from manufacturer to the ultimate consumer. In

traditional marketing system,

Q2. Explain the recent trends in Sales Management. (Definition of sales management,

trends in sales management) 2, 8

Answer:

Definition of sales management

Goods were produced either only after receiving the sufficient orders or for which sufficient

demand existed. Further, there existed little or no competition in those days. But in the modern

days, sales and distribution system is a complex and technology driven. New and new

innovations are taking place and

Q3 An organization needs to be extremely cautious in making investments in various types of

inventories. The extent of control required to be maintained on all items is not the same. Explain

some important tools of Inventory management like ABC analysis, Just-In-Time & Economic order

quantity model.

(Definition of Inventory and Inventory Management, ABC analysis, Just-In-Time & Economic

Order Quantity Model) 3, 7

Answer.

Inventory and Inventory Management

Inventory

The term ‘inventory’ means any stock of direct or indirect material (raw materials or finished items or

both) stocked in order to meet the expected and the unexpected demands in the future.

Invent

Q4 Explain the SCOR model with a diagrammatic representation.

(SCOR model, Focusing Aspects with diagram)5, 5

Answer.

SCOR model

The SCOR model is used to understand simple or complex supply chains through a common set of terms.

Consequently, different industries can be related to each other to interpret any supply chain. SCOR is

based on five unique management methods. These are: Plan, Source, Make, Deliver and Return.

(i) Plan: It includes methods required to balance collective demand and supply to devise a

strategy which meet =

Q5 Explain the challenges faced by International Sales Manager.

(Listing of challenges faced by International manager)10

Answer.

Challenges faced by International manager

The challenges faced by sales managers while doing business abroad are as follows:

(i) Language Barriers: One of the foremost challenges faced by international sales managers is

the language barrier. Every manager would like to go to abroad and serve organizations but

due to language differences, they are

Q6 Describe the supply chain Benchmarking Procedure.

(Definition of Benchmarking, Procedure for supply chain benchmarking)2, 8

Answer.

Benchmarking

Benchmarking has been used variedly to refer to several activities. Several definitions have described as ‘

Master of Business Administration- MBA Semester 3, fall 2014MK0011 – Consumer Behaviour - 4 Credits(Book ID: B 1722) Assignment (60 marks)

Q1. Explain the tri-component attitude model

(Cognitive component-4 marks, affective component-3 marks, conative component-3 marks) 10 marks

Answer.

Tri-component attitude modelAccording to this model, attitudes consist of three main components:1. Cognitive component (knowledge, beliefs)

2. Affective component (emotions, feelings)3. Conative component (behavioral aspect)

Q2. Describe the levels of consumer decision making while buying. 10 marks

Answer.

Levels of Consumer Decision MakingResearchers are realizing that consumers possess a repertoire of buying decision strategies. A consumer evaluates the level of effort required to make a certain choice, then selects a strategy best suited for the occasion. This sequence is referred to as constructive processing and means that consumers adjust their degree of cognitive "effort" to the task at hand. The complexity and consumer involvement in a purchase decision vary based on the nature of purchase and the b

Q3. Explain brand image and the dimensions of brand personality

(Explanation of brand image-3 marks, dimensions of brand personality-7 marks) 10 marks

Answer.

Brand ImageBrand image is the impression or idea evoked by exposure to a named brand. Like brand personality, brand image is not something a brand has or it doesn’t. A brand is unlikely to have one brand image, but several, though one or two may predominate. The key in brand image research is to identify or develop the most powerful images and reinforce them through subsequent brand communications. It is based on the proposition that consumers buy not only a product (commodity), but also the image associations of the product, such as power, wealth, sophistication, and most importantly, identification and association with other users of the brand. Good brand images are instantly evoked, are positive, and are almost always unique among competitive brands. Brand image can be reinforced by brand communications such as

Q4. Explain the VALS (Value and Lifestyle) framework with diagram.

(VALS Framework-8 marks, Diagram-2 marks) 10 marks

Answer.

Values and Lifestyles (VALS)Stanford Research Institute (SRI) developed a popular approach to psychographic segmentation called Values and Lifestyles (VALS). This approach segmented consumers according to their values and lifestyles in the USA. Figure depicts the VALS framework.According to the present classification scheme, VALS has two dimensions. The first dimension, primary motivations, determines the type of goals that individuals will pursue and refers to the pattern of attitudes and activities that help individuals reinforce, sustain or modify their social self image. This is a fundamental human need. The second dimension, re

Q5. Explain the five categories of Adopters in innovation process. 10 marksAnswer.

Five categories of Adopters in innovation process

These are as follows:

Q6. Briefly discuss the decision-making models.

(Nicosia Model of Consumer Decision-Making-3 marks, Howard-Sheth Model-4 marks, Engel, Blackwell, Miniard Model-3 marks) 10 marks

Answer.

1. Nicosia Model of Consumer Decision-Making (Conflict Model)

Francesco Nicosia was one of the first to develop consumer behavior model in the early 1960s and shift focus from the act of purchase itself to the more complex decision process that consumers engage in about products and services.

PROGRAM-MBADS (SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)

SUBJECT CODE & NAME-MK0012- Retail Marketing

BK ID-B1723

CREDIT & MARKS-4 Credits, 60 marks

Q1 Discuss the Retail pricing strategies.

(Explanation about pricing in retail, Retail Pricing Strategies)2,8

Answer.

Pricing

Pricing is one of the most important variables in retail decision-making. An integral part of the marketing

mix, price is the one that most easily elicits a response from consumers. Setting the right price can

influence the quantities of various products or services that consumers will buy, which, in turn,

determines the total revenue and profit of the retailer.

Q2. Describe the Retail Buying Process in brief. (Definition of retailing, retail buying

process) 2, 8

Answer:

Retail Buying Process

These basic psychological processes play an important role in understanding how consumers

actually make their buying decisions. Marketers must understand every facet of consumer

behaviour. Marketing scholars have developed a “stage model” of the buying-decision process.

Q3 Explain the Retail Merchandising Management (RMM) in brief.

(Definition of Retail Merchandising, Steps involved in RMM) 3,7

Answer.

Retail Merchandising

Retail merchandising refers to the process used to conduct retail sales. As part of the process, the

merchandiser pays close attention to the different types of products offered for sale, how to

present those

Q4 Define e-tailing. Explain the future of electronic retailing.

(Definition of e-tailing, Future of e-tailing)2,8

Answer.

E-tailing

Electronic retailing, also known as e-tailing, deals with selling products and services online via

the Worldwide Web. Internet retailing or ‘e-tailing’, as it is usually referred to, covers retailing

using a variety of different technologies or media. It may be broadly a combination of two

elements. One is combining new technologies with elements of traditional stores and direct mail

models and the second is using new technologies to replace elements of store or direct mail

retail.

Q5 Price is a highly sensitive and visible part of retail marketing mix. Retailer’s overall

profitability depends on Pricing. It plays an important role in strategic decision making

process. Explain various pricing strategies are adapted by the retailer according to the

situation.

(Explanation of pricing in Retail, Retail Pricing strategies)2,8

Answer.

Pricing in Retail

Price is a highly sensitive and visible part of retail marketing mix and has a bearing on the

retailer’s overall profitability. Further, pricing itself is an essential part of marketing mix and has

its own place in the strategic decision-making process. In subsequent sub-sections, you will learn

the various pricing

Q6 Describe any three Rural retail strategies in brief.

(Definition of Rural retail, Any three Rural retail strategies)2,8

Answer.

Rural retail

Rural retailing is the fast growing aspect of retail since retailers can feel comfortable in finding

suppliers and they also act as buyers. Retailing is the final phase of the distribution channel and it

is clear by now

Master of Business Administration- MBA Semester 3Drive- fall 2014

(Book ID: B 1711) Assignment (60 marks) MK0013- MARKET RESEARCH

Q1. Define Research and its characteristics. Also explain any seven types of research. (Definition and characteristics of research, types of Research) 3, 7Answer:"Research and experimental development (R&D) comprise creative work undertaken on a systematic basis in order to increase the stock of knowledge, including knowledge of man,

culture and society, and the use of this stock of knowledge to devise new applications." It is used to establish or confirm facts, reaffirm the results of previous work, solve new or existing problems, support theorems, or develop new theories. A research project may also be an expansion on past work in the field. To test the validity of instruments, procedures, or experiments, research may replicate elements of prior projects, or the project as a whole.

Q2. Explain the various types of Consumer and Business to Business (B2B) market research. (Types of Consumer market research, Types of B2B market research) 6, 4Answer: Types of Consumer market research

Table: Types of Consumer Market Research

Types of consumerresearch Purpose

Q3. Discuss the various Techniques of Sales Analysis and forecasting in estimating the current market demand. (Qualitative techniques, quantitative techniques) 5, 5 Answer:Forecasting techniques used for estimating demandAn organisation can predict sales either by predicting market sales and by deciding what share will be of the company or by forecasting the share of the company. Let’s understand the process of forecasting.The process: In the forecasting process, we need a chain of procedures to forecast. It starts with the objectives which are determined. For example, the demand objective of a company can be met by estimating the demand of t

Q4. Discuss the Various techniques of Probability sampling techniques in detail with examples. (Definition of probability sampling, techniques of probability sampling) 2, 8Answer:

Probability SamplingIn a probability sample, every unit in the population has equal chances for being selected as a sample unit. Probability sampling includes random sampling (stratified random sampling and systematic sampling), cluster sampling, and multistage sampling.

Q5. Explain the process of sampling and classification of non- probability sampling techniques. (Definition of sampling, process of sampling, classification of non-probability sampling) 1, 5, 4Answer:Definition of samplingSampling is the process of selecting a suitable sample, or a representative part of a population for the purpose of determining characteristics of the whole population. The main aim of sampling is

to draw inferences about populations from samples, rather than a complete enumeration (a census) of the population. To study a portion rather than the whole is cheaper and more convenient.A population is a group of persons, individuals, items or objects from which samples are taken for measurement.

Q6. Discuss the features of online marketing research and its types. (Definition, Features, types) 2, 3, 5Answer:Online Marketing ResearchA survey or research is a term which means analyzing the latest trends and collecting the related facts and figures for a particular research. Online marketing research is the process by which companies use the Internet to gather data to evaluate how well a product or service is selling to consumers.Online surveyIt is one of the latest research styles. Internet is the key factor that helps in conducting online surveys. They help in providing the information as well as crucial facts and figures. In this competitive world, every business firm