Question Bank - MBA - 2017-18 PDF

Maharaja Institute of Technology Mysore
VTU Question Papers
“Master of Business Administration”

I to IV Semester
2017-18
LIBRARY & INFORMATION CENTER

Maharaja Institute of Technology Mysore
Belawadi, Naguvanahalli (P), S.R.Patna (Tq), Mandya - 571438
INDEX
S/L Subject Code
Subject Title Exam Date
1 16/17MBA11 Management & Organizational Behaviour DEC 17 - JAN 2018
2 16/17MBA11 Management & Organizational Behaviour JUNE - JULY 2018
3 16/17MBA12 ECONOMICS FOR MANAGERS DEC 17 - JAN 2018
4 16/17MBA12 ECONOMICS FOR MANAGERS JUNE - JULY 2018
5 16/17MBA13 Accounting for Managers DEC 17 - JAN 2018
6 16/17MBA13 Accounting for Managers JUNE - JULY 2018
7 16/17MBA14 Quantitative Methods DEC 17 - JAN 2018
8 16/17MBA14 Quantitative Methods JUNE - JULY 2018
9 16/17MBA15 Marketing Management DEC 17 - JAN 2018
10 16/17MBA15 Marketing Management JUNE - JULY 2018
11 16MBA16 Managerial Communications DEC 17 - JAN 2018
12 16MBA16 Managerial Communications JUNE - JULY 2018
13 16MBA21 HUMAN RESOURCE MANAGEMENT JUNE - JULY 2018
14 16MBA22 FINANCIAL MANAGEMENT JUNE - JULY 2018
15 16MBA23 RESEARCH METHODS JUNE - JULY 2018
16 16MBA23 RESEARCH METHODS DEC 17 - JAN 2018
17 16MBA24 BUSINESS LAW AND POLICY JUNE - JULY 2018
18 16MBA25 STRATEGICMANAGEMENT JUNE - JULY 2018
19 16MBA26 ENTREPRENEURSHIP DEVELOPMENT JUNE - JULY 2018
20 16MBA26 ENTREPRENEURSHIP DEVELOPMENT DEC 17 - JAN 2018
21 16MBAMM301 Consumer Behavior DEC 17 - JAN 2018
22 16MBAMM302 Retail Management DEC 17 - JAN 2018
23 16MBAMM302 Retail Management JUNE - JULY 2018
24 16MBAMM303 Services Marketing DEC 17 - JAN 2018
25 16MBAMM303 Services Marketing JUNE - JULY 2018
26 16MBAFM301 Principles & Practices of Banking DEC 17 - JAN 2018
27 16MBAFM302 Investment Banking & Financial Services DEC 17 - JAN 2018
28 16MBAFM303 Investment Management DEC 17 - JAN 2018
29 16MBAFM303 Investment Management JUNE - JULY 2018
30 16MBAHR301 Industrial Relations & Legislations DEC 17 - JAN 2018
31 16MBAHR302 Recruitment & Selection DEC 17 - JAN 2018
32 16MBAHR302 Recruitment & Selection JUNE - JULY 2018
33 16MBAHR303 Compensation & Benefits DEC 17 - JAN 2018
34 16MBAHR303 Compensation & Benefits JUNE - JULY 2018
35 16MBA MM401 SALES MANAGEMENT JUNE - JULY 2018
INTEGRATED MARKETING
36 16MBA MM402 JUNE - JULY 2018
COMMUNICATIONS
37 16MBA MM403 E-MARKETING JUNE - JULY 2018
MERGERS, ACQUISITIONS &
38 16 MBA FM401 JUNE - JULY 2018
CORPORATE RESTRUCTURING
39 16MBA FM402 RISK MANAGEMENT AND INSURANCE JUNE - JULY 2018
40 16 MBA FM403 TAX MANAGEMENT JUNE - JULY 2018
41 16MBA HR401 PUBLIC RELATIONS JUNE - JULY 2018
WORKPLACE ETHICS AND VALUE
42 16MBA HR402 JUNE - JULY 2018
SYSTEMS
INTERNATIONAL HUMAN RESOURCE
43 16MBA HR403 JUNE - JULY 2018
MANAGEMENT
USN 16/17MBA11
--
First Semester MBA Degree Examination, Dec.2017/Jan.2018
Management and Organizational Behaviour
Time: 3 hrs. Max. Marks:80

Note: 1. Answer any FOUR full questions from Q.No.1 to Q.No.7.
2. Any revealing of identification, appeal to evaluator and /or equations written eg, 42+8 = 50, will be treated as malpractice.
2. Question No. 8 is compulsory.
1 a. What you mean by MBO? (02 Marks)

b. Explain levels of management and skills of a manager. (06 Marks)
c. What is decision making? Explain its steps. (08 Marks)
Important Note : 1. On completing your answers, compulsorily draw diagonal cross lines on the remaining blank pages.
2 a. What is delegation? (02 Marks)

b. What is functional organization? (06 Marks)
c. Explain Fayol’s principles of management. (08 Marks)
3 a. What you mean by empowerment? (02 Marks)

b. Give the meaning of geographical organization structure. (06 Marks)
c. Explain the advantages and limitations of controlling. (08 Marks)
4 a. What is individual behavior? (02 Marks)

b. Which are the disciplines contributing organizational behaviour? (06 Marks)
c. Discuss BIG-Five model of personality. (08 Marks)
5 a. Define motivation. (02 Marks)

b. Bring out the perceptual process. (06 Marks)
c. How to change attitude? Explain. (08 Marks)
6 a. What is job related attitude? (02 Marks)

b. Explain Herz-berg’s two factor theory. (06 Marks)
c. List the factors that distort perception. (08 Marks)
7 a. What is the difference between leadership and management? (02 Marks)

b. Explain managerial grid type of leadership. (06 Marks)
c. Explain Maslow’s need hierarchy. (08 Marks)
8 Case Study: (compulsory)
Mr. Shahi is supervisor in an engineering firm in Delhi. Morale in his office has quite low.
The workers have gone back to a 9.00 am to 5.00 pm. Work schedule after being on flexi
time for nearly two years. When the directive came, allowing Shahi to place his office on
flexi-time, he spelled out the rules carefully, to his people. All the employees were to work
during the core period from 9.00 am to 2 p.m. However, they could work the rest of eight-
hour day, any time between 9.00 am to 6 p.m. Shahi believed his workers were honest and
well motivated; so he did not bother to setup any system of control.
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Everything went on well for a long time. Morale was high and all the work seemed to be
done. In November 2015, the chief factory manager found that Shahi’s workers were
averaging seven hours a day. Two employees had been working only during the core period
for more than two months. When Shahi’s departmental head received the factory manager
report, he told Shahi to return to the regular working hours. Shahi was upset and
disappointed with his people. He had trusted them, but felt that they had left him down.
Questions:
a. Why Shahi failed to understanding the behavior of his employees while controlling them?
(04 Marks)
b. Whether flexi-time and flexi-hours at work brings productivity to the organization?
(04 Marks)
c. What techniques to be adopted to boost to morale of the employees at work place? (04 Marks)
d. What are the factors responsible for job related attitude? (04 Marks)
*****
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USN 16/17MBA11
First Semester MBA Degree Examination, June/July 2018

Management & Organizational Behaviour

Note: 1. Answer any FOUR full questions from Q.No.1 to 7.
2. Q.No. 8 is compulsory.
1 a. What do you understand by ‘Division of work’? (02 Marks)

b. Examine the common perceptual errors. (06 Marks)
c. Summarize recent trends in management. (08 Marks)
2 a. Enlist the applications of MBTI in organizations.

(02 Marks)
b. Discuss the advantages of formal organization. (06 Marks)
c. Describe Henry Fayol’s fourteen principles of management. (08 Marks)
3 a. What is ability? How do you classify individual’s abilities? (02 Marks)

b. Justify the factors that influence centralization or decentralization. (06 Marks)
c. Discuss the personality attributes influencing OB. (08 Marks)
4 a. What is democratic leadership? (02 Marks)

b. Outline the steps in decision making process. (06 Marks)
c. Discuss Herzberg’s two-factor theory. (08 Marks)
5 a. Mention different job related attitudes. (02 Marks)

b. Describe the challenges and opportunities for OB. (06 Marks)
c. Discuss the essentials of effective control system. (08 Marks)
6 a. What is span of management? (02 Marks)

b. Explain Managerial grid theory of leadership. (06 Marks)
c. Explain Maslow’s needs hierarchy theory and its application in management. (08 Marks)
7 a. Compare Type ‘A’ and Type ‘B’ personality. (02 Marks)

b. Briefly discuss dependent variables of OB with examples. (06 Marks)
c. Describe Big-five model of personality. (08 Marks)
8 Case Study :
Raghav is an HR manager of a medium sized service organization which runs a multi-

speciality hospital. Hospital being an organization of human centric approach has to make
general appointments of people ranging from reception, wards, laboratories, different
departments and also counseling centres. The decision regarding the placement of the candidates
is taken based on employment interview, performance appraisal, conveying performance
expectations, employee knowledge and skill level.
Apart from the above factors expectancy effects, primary effects and recency effects also
play an important role in selecting the candidates. Also Raghav has got his own imaginations
and preferences in choosing the candidates for the respective positions. Raghav has developed
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his own job specifications according to his knowledge and idea of each position for which the
recruitment has to take place.
Questions:
a. State the theoretical model used to analyse the case. (04 Marks)
b. Explain expectancy effect, primary effect and recency effect in relation to relevant concept.
(04 Marks)
c. What factors must be considered while making selection of right candidates? (04 Marks)
d. What happens if Raghav makes a wrong recruitment? (04 Marks)
*****
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USN 16/17MBA12

Economics for Managers

1 a. Define Managerial Economics. (02 Marks)

b. Discuss the forms of External Economics. (06 Marks)
c. Narrate the features of perfect competition. (08 Marks)
2 a. Define Elasticity of Demand.

(02 Marks)
b. Elaborate the features of Business cycles. (06 Marks)
c. Discuss the tools of credit control. (08 Marks)
3 a. Define opportunity cost. (02 Marks)

b. Explain the concepts of National Income. (06 Marks)
c. Suppose the price of a commodity falls from ₹6 to ₹4 per unit and due to this, quantity
demanded of the commodity increases from 80 units to 120 units. Find out the price
elasticity of demand. (08 Marks)
4 a. What is a monetary policy? (02 Marks)

b. Analyse the strength and opportunity of Indian Economy. (06 Marks)
c. Explain the law of variable proportion. (08 Marks)
5 a. What is Descriptive pricing? (02 Marks)

b. Explain the types of price elasticity. (06 Marks)
c. What is Inflation? Discuss the types of inflation. (08 Marks)
6 a. What is a Union Budget? (02 Marks)

b. Discuss the Nature of Managerial Economics. (06 Marks)
c. Discuss price and output determination under monopoly in the short run. (08 Marks)
7 a. What is National Income? (02 Marks)

b. Discuss the various concepts of cost. (06 Marks)
c. Write a note on the Impact of WTO on India’s foreign trade. (08 Marks)
8 Case Study :
From the following particulars, fixed expenses ₹60,000 , variable cost per unit ₹5, selling
price per unit ₹8.
a. Calculate BEP in units. (04 Marks)
b. Calculate BEP in sales. (04 Marks)
c. Show the graphic representation of Break Even Chart. (04 Marks)
c. What is margin of safety and how is margin of safety calculated. (04 Marks)
*****
USN 16/17MBA13
--
Accounting for Managers


1 a. What do you mean by accounting cycle? (02 Marks)

b. Explain any six users of accounting information. (06 Marks)
c. Journalize the following transactions in the books of Ramesh.
i) Ramesh started business with cash Rs.50,000 and stock of Rs.60,000.

ii) Purchased goods from Mr. Sun for cash of Rs.20,000.
iii) Sold goods to Mr. A on credit for Rs.20,000.
iv) Received Rs. 19,500 from Mr. A in full settlement of his account.
v) Paid salaries, wages, electricity bill of Rs.500, Rs.1500 and Rs.2000 respectively.
vi) Paid life insurance premium of Rs.2,000.
vii) Charge depreciation on furniture @ 10% (furniture cost Rs.20,000)
viii) Received interest of Rs.500. (08 Marks)
2 a. How do companies window dress their financial statements? (02 Marks)

b. List out the limitations of ratio analysis. (06 Marks)
c. What do you mean by IFRS? Explain in brief any four accounting standards. (08 Marks)
3 a. Differentiate between trade discount and cash discount. (02 Marks)

b. Show the accounting equation on the basis of the following transactions.
i) Commenced business with cash of Rs.80,000.
ii) Purchased goods on credit for Rs.20,000.
iii) Purchased furniture on cash for Rs.20,000.
iv) Depreciation on furniture Rs.500.
v) Paid salaries of Rs.200.
vi) Sold goods on credit for Rs.5,000. (06 Marks)
c. From the following transactions, prepare a three column cash book.
i) Commenced business with Rs.30,000 in cash.
ii) Paid into bank Rs.5,000.
iii) Bought goods for Rs.2000 and paid by cheque.
iv) Purchased stationery for Rs.500.
v) Received cash from Mr. Sahil Rs.980 and allowed him a discount of Rs.20.
vi) Paid Chandra by cheque Rs.200.
vii) Drew cheque for personal use Rs.100.
viii) Paid Santosh his dues by a cheque of Rs.340 and received a discount of Rs.10.
(08 Marks)
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4 a. What are the causes of depreciation? (02 Marks)

st
b. Following is the trail balance as on 31 March 2017 prepared by an incompetent accountant.
You are required to rewrite in its correct form:
Particulars Debit (Rs.) Credit (Rs.)

Capital 24,000 -
Stock on 1st April 2016 8,500 -
Furniture 2,600 -
Purchases - 8,950
Cash at Bank 7,300 -
Carriage inward 300 -
Sales - 22,500
Building 12,000 -
Returns inwards - 1,900
Trade expenses 1,000 -
Return outwards 350 -
Discount received 970 -
Office rent - 2,270
Salary 3,000 -
60,020 35,620
(06 Marks)
c. Explain in brief any four accounting concepts and any two accounting conventions.
(08 Marks)
5 a. What is the difference between journal and ledger? (02 Marks)

b. Briefly explain different methods of Human Resource Accounting. (06 Marks)
c. Describe and explain the different forms of salary under the head Income from salary.
(08 Marks)
6 a. What is meant by net profit ratio? (02 Marks)

b. A manufacturing concern, whose books are closed on 31st December every year, purchased
machinery for Rs.40,000 on 1/1/2013. An additional machinery was purchased for
Rs.20,000 on 1/7/2014, and for Rs.10,000 on 1/4/2015. Prepare a machinery account for the
three years on WDV method on the assumption that depreciation at 10%. (06 Marks)
c. Following are the balance sheets of X Ltd as on 31st Dec.
Liabilities 2015 2016 Assets 2015 2016

Share capital 70,000 74,000 Cash at bank 9,000 7,800
Bonds 12,000 6,000 Receivables 14,900 17,700
Accounts payable 10,360 11,840 Inventories 49,200 42,700
P.D.D 700 800 Land 20,000 30,000
Profit & Loss account 10,040 10,560 Goodwill 10,000 5,000
1,03,100 1,03,200 1,03,100 1,03,200
Following additional information has also been supplied to you.

i) Dividends amounting to Rs.3,500 were paid during the year.
ii) Bonds of Rs.6,000 were paid during the year.
You are required to prepare a cash flow statement (indirect method). (08 Marks)
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7 a. What do you mean by direct expenses? Mention some of its examples. (02 Marks)
b. From the following income statements, calculate: i) Current ratio ii) Acid-Test-Ratio
iii) Debtor Turnover ratio iv) Average collection period v) Stock turnover ratio. (Assume
360 days in a year)
Particulars Amount
Net sales 10,00,000
Less: Cost of goods sold or cost of sales 7,00,000
Gross profit 3,00,000
Less: Operating expenses 2,00,000
Net profit 1,00,000
Cash in hand 5,000
Cash at bank 4,000
Debtors 40,000
Closing stock 15,000
Fixed assets 56,000
Creditors 36,000
Bills payable 2,000
Short-term loan 10,000
Equity share capital 60,000
Reserves & surplus 12,000
(06 Marks)
c. On 1st July 2013, Shri Prasad purchased a plant for Rs.40,000 and spent Rs.8,000 on
installing charges. On 1st January 2014, he purchased a new plant worth Rs.30,000. On 30th
June 2015, a plant which was purchased on 1st January 2014 was sold for Rs.24,000 and on
1st July 2015, a new plant was purchased at a cost Rs.32,000. Shri Prasad writes off 10%
depreciation on the original cost. The accounts are closed every year on 31st March. Show
the plant account up to the year ended 31 st March 2016. On the assumption that Shri Prasad
follows straight line depreciation method. (08 Marks)
8 From the following, prepare trading and profit and loss account along with balance sheet for
the year ended 31st March 2017 of Moon Ltd.
Particulars Amount Particulars Amount
(Rs.) (Rs.)
Capital 84,000 Sales 3,50,000
Bad debts reserve 7,000 Return outwards 10,000
Discount received 2,000 Bills payable 24,000
Discount on debtors (provision) 3,000 Sundry creditors 1,20,000
Purchases 2,00,000 Postage and stationary 2,800
Freight 10,000 Discount on creditors (reserve) 2,400
Carriage inward 8,000 Wages 8,600
Sundry expenses 1,200 Return inwards 8,000
Sundry debtors 1,20,000 Cash at bank 8,000
Bad debts 4,000 Cash in hand 2,000
Salaries 20,000 Stock on 1/04/2016 80,000
Discount allowed 2,400 Building 1,20,000
Rent 2,600
Adjustments: (i) Closing stock was Rs.1,20,000; (ii) Wages and salaries outstanding
Rs.200 and Rs.200 respectively; (iii) Rent prepaid Rs.200; (iv) Provide 3% reserve for
doubtful debts; (v) Depreciation on building @ 10% p.a. ; (vi)Interest on capital @ 4% p.a.
(16 Marks)
*****
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USN 16/17MBA13
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Accounting for Managers
1 a. Define the term accounting. (02 Marks)

b. Explain the accounting cycle in brief. (06 Marks)
c. From the following transactions show the effects on Assets, liabilities and capital based on
Accounting equations:
(i) Commenced business with a capital of ` 2,80,000.
(ii) Purchased goods on credit ` 80,000.
(iii) Purchased goods for cash ` 50,000.

(iv) Paid salary ` 60,000.
(v) Sold goods to Ramesh ` 70,000.
(vi) Sold goods for cash ` 50,000.
(vii) Bought furniture for ` 35,000.
(viii) Loan taken from Bank ` 1,00,000. (08 Marks)
2 a. What is Contra entry? (02 Marks)

b. ABC Limited purchased a machine on 1-1-2014 for ` 3,75,000 and spent ` 25,000 for
installation. On 1-4-2017, machinery was sold for ` 2,20,000. Depreciation is provided at
10% per annum on original cost method (straight line method). Accounts are closed on 31 st
December every year. Prepare machinery A/C. (06 Marks)
c. Journalize the following transactions in the books of Mr. Nandu for the month of Dec.2017.
(i) 1-12-2017 commenced business with cash ` 3,50,000.
(ii) 3-12-2017 purchased goods for cash ` 80,000.
(iii) 4-12-2017 purchased furniture for business ` 1,00,000.
(iv) 10-12-2017 Sold goods to Ms. Chandrika ` 70,000.
(v) 14-12-2017 sold goods to Ms Aruna for cash ` 1,20,000.
(vi) 19-12-2017 Cash withdraw for personal use ` 10,000
(vii) 22-12-2017 Withdraw from Bank for office use ` 25,000
(viii) 31-12-2017 Salary paid ` 80,000, rent paid ` 24,000. (08 Marks)
3 a. What do you mean by Financial statement? (02 Marks)

st
b. Prepare a Trading A/C from the following information for the year ended 31 December
2017:
Stock on 1-1-2017 – 40,000
Purchase – 1,30,000
Returns outwards – 10,000
Sales – 2,50,000
Returns inwards – 20,000
Carriage inwards – 12,000
Clearing charges – 8,000
Stock on 31-12-17 – 30,000 (06 Marks)
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c. From the following transactions write up three column cash of Abhishek:
1-12-2017 Cash in hand ` 40,000 cash at Bank 10,000
2-12-2017 Cash deposited into Bank ` 16,000
5-12-2017 Cash sales 30,000
12-12-2017 Paid to Suma 2,050 and allowed a discount of ` 50.
20-12-2017 Drew from bank for office use ` 3,000
24-12-2017 Bought machinery and payment made by cheque of ` 6,000
26-12-2017 Received commission by cheque ` 300
28-12-2017 Purchase from Savitha, payment made by cheque ` 3,500
29-12-2017 Paid Harish 3,800 for full settlement his account of ` 4,000
31-12-2017 Received ` 2,900 in full settlement of ` 3,000 from Anand.
(08 Marks)
4 a. What is Solvency Ratio? (02 Marks)

b. ‘X’ Ltd sells goods on cash and credit. The following information is extracted from its
books. You are required to calculate the average collection period.
Total Sales – 22,50,000
Cash Sales – 2,50,000
Sales return – 7,000
Total Debtors for sales as on 31st March 2017  1,50,000
Bills receivable as on 31st March 2017  2,00,000 (06 Marks)
c. From the following information calculate:
(i) Capital turnover ratio (ii) Fixed assets turnover ratio
(iii) Working capital turnover ratio (iv) Total Assets TR.
Sales  5,25,000 Total assets  2,62,500 Working capital  75,000
Capital Employed  1,75,000, Fixed Assets  1,05,000 (08 Marks)
5 a. What is accounting standard? (02 Marks)

b. Calculate cash flow from operating activities:
Particulars Amount Amount
31-3-16 31-3-17
Profit and Loss A/C 1,20,000 1,30,000
General Reserve 3,44,000 4,14,000
Bills receivables 80,000 1,62,000
Outstanding wages 52,000 16,000
Prepaid salary 16,000 20,000
Goodwill 1,40,000 1,20,000
Debtors 1,70,000 96,000
(06 Marks)
c. From the following information prepare a Balance sheet as on 31st March 2017.
(i) Fixed assets ` 5,40,000
(ii) Reserves and Surplus ` 1,20,000
(iii) Bank overdraft ` 30,000
(iv) Working capital ` 1,80,000
(v) Current ratio = 2.5
(vi) Liquid ratio = 1.5
(vii) Proprietary ratio = 0.75 (Fixed assets to proprietory fund) (08 Marks)
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6 a. Give any four tools and techniques of financial statement analysis. (02 Marks)
b. Briefly explain the methods of Human Resource Accounting. (06 Marks)
c. Prepare statement of Trading and Profit / Loss for the year ended 31st March 2017:
Capital – 1,00,000 Drawings – 10,000
Creditors – 12,000 Purchase – 1,05,000
Sales – 1,64,000 Return I/W – 3,000
Return O/W – 5,000 Wages – 50,000
B/P – 5,000 Bank – 10,000
P & M – 40,000 Repairs – 500
Drs – 24,000 Stock – 20,000
Rent – 4,000 Bad debts – 2,000
Mfy Expenses – 8,000 Carriage – 1,500
Trade Expenses – 7,000 Fuel charges – 1,000
Adjustments:
(i) Stock as on 31st March 2017 ` 14,500
(ii) Depreciate P and M by ` 4,000
(iii) Allow interest on capital at 5%
(iv) Outstanding repairs charges ` 400. (08 Marks)
7 a. Who is an assessee? (02 Marks)

b. Briefly explain the heads of income. (06 Marks)
c. Write a note on deductions under section 80 C. (08 Marks)
8 From the following Trial Balance, prepare Trading and P & L A/C and Balance sheet as on
31st March 2017.
Sl.No. Particulars Dr Cr Particulars Dr Cr
1 Capital - 3,00,000 11 Sales - 6,00,000
2 Drawings 50,000 - 12 B/R - 30,000
3 Purchases 4,00,000 - 13 L&B 1,80,000
4 Carriage 5,000 - 14 P&M 75,000
outwards
5 Return - 10,000 15 Sundry Crs - 85,000
outwards
6 Sundry Exp. 8,000 - 16 Sundry Drs 1,05,000
7 Bad debts 3,000 - 17 Salary 15,000
8 Postage 2,000 - 18 Investments 30,000
9 Wages 10,000 - 19 Opening 1,32,000
stock
10 Discount 5,000 20 Cash 5,000
Total 10,25,000 10,25,000
Adjustments:
(i) Prepaid wages ` 500.
(ii) Outstanding salary ` 4000.
(iii) Depreciation on machinery at 6%
(iv) Provision for bad debts at 5%
(v) Interest on investments ` 900.
(vi) Closing stock ` 1,03,000. (16 Marks)
*****
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USN 16/17MBA14

Quantitative Methods

Note: 1. Answer any FOUR full questions from Q1 to Q7.

1 a. What is the arithmetic mean? What is a disadvantage of the arithmetic mean? (02 Marks)
b. Construct a scatter plot for the data obtained in a study of age and blood pressure of six
randomly selected people. The data are shown in the table. (06 Marks)
Subject Age Pressure

A 43 128
B 48 120
C 56 135
D 61 143
E 67 141
F 70 152
c. The mean of the number of sales of cars over a 3 month period is 87, and the standard
deviation is 5. The mean of the commissions is Rs. 5225, and the standard deviation is
Rs. 773. Compare the variations of the two. State the conclusions drawn. (08 Marks)
2 a. What is linear programming? What types of problems is it used to solve? (02 Marks)
b. Calculate the mean and the standard deviation of the number of horses found in 50 farms in
Australia. (06 Marks)
Number (X) Frequency (f)
120 – 130 2
130 – 140 5
140 – 150 25
150 – 160 10
160 – 170 8
c. Compute the value of the correlation coefficient for the following data. The data was
obtained in the study of the number of absences and the final grade of seven students in a
management class. Write an appropriate conclusion as to the relationship between the 2
variables which are absence and grade.
Student Absences (x) Grade (y)
A 6 82
B 2 86
C 15 43
D 9 74
E 12 58
F 5 90
G 8 78
(08 Marks)
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3 a. What do you mean by the term correlation? Why do we calculate regression? (02 Marks)
b. Briefly explain the steps of the decision making process. (06 Marks)
c. Find the modal class and mode for the data in the table below :
Number Frequency
1–3 7
4–6 6
7–9 4
10 – 12 9
13 – 15 2
16 – 18 8
19 – 21 1
22 – 24 2
25 – 27 3
28 - 30 2
(08 Marks)
4 a. What is a decision tree? What are the nodes and the branches? (02 Marks)
b. If there are 2200 typographical errors randomly distributed in a 500 page manuscript, find
the probability that a given page contains exactly three errors. [Given : e = 2.7183].
(06 Marks)
c. The ranking of 10 researchers in 2 projects A and B are as follows. Find the rank correlation.
A B
6 3
5 8
3 4
10 9
2 1
4 6
9 10
7 7
8 5
1 2
(08 Marks)
5 a. What is decision theory? How does it help the decision maker? (02 Marks)
b. Explain three common errors in drawing networks using suitable diagrams. (06 Marks)
c. Consider the following linear programming problem :
Maximize 3x + 4y
Constraints ; 2x + 3y  12
4x + 2y  16
x, y  0
Find the optimal points using the graphical solution procedure. Find the optimal solutions.
What is the value of the objective functions? (08 Marks)
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6 a. What is a Poisson distribution? What is the formula to calculate probability? (02 Marks)
b. Find the area under a standard normal curve between z = – 0.75 and z = 2.04. (06 Marks)
c. A project consists of the following activities. The table below provides the list of activities,
their duration in weeks and the immediate predecessors.
Activity Duration (weeks) Immediate Predecessors
A 9 –
B 2 A
C 3 A
D 7 B and C
E 6 D
F 1 E
G 4 D
H 5 G and F
i) Draw a network diagram to represent the project
ii) Calculate the earliest completion time for the project
iii) Determine the critical path. (08 Marks)
7 a. When the critical path method is used in project management, what is meant by the term
‘Critical Path’ and what is the significance of the critical path of the network? (02 Marks)
b. What are the advantages and disadvantages of linear programming? (06 Marks)
c. Solve the following transportation problem using North-West corner method. Check if there
exists a feasible solution. If so calculate the transportation cost?
A1 A2 A3 A4 Supply
F1 19 30 50 10 7
F2 70 30 40 60 9
F3 40 8 70 20 18
Demand 5 8 7 14 34
(08 Marks)
8 CASE STUDY [Compulsory]

a. Find an optimal transportation cost for transporting the products at a minimum cost for the
following problem using Vogel’s Approximation Method (VAM).
Destination
Source Supply
D1 D2 D3
S1 6 4 1 50
S2 3 8 7 40
S3 4 4 2 60
Demand 20 95 35 150
(08 Marks)
b. A farmer can plant up to 8 acres of land with wheat and barley. He can earn Rs. 5,000 for
every acre he plants with wheat and Rs. 3000 for every acre he plants with barley. His use of
a pesticide is limited by regulations to 10 liters for his entire 8 acres. Wheat requires 2 liters
of pesticide for every acre planted and barley requires just 1 liter per acre. Formulate this as
a linear programming problem so as to maximize the total profit. Solve the problem using
graphical method. (08 Marks)
*****
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USN 16/17MBA14
--

Quantitative Methods
Time: 3 hrs. Max. Marks: 80

3. Provide statistical table.
1 a. State relationship between mean median and mode. Also define measure of central tendency
(MOCT). (02 Marks)
b. In a bolt factory there are four machines A, B, C, D manufacturing respectively 20%, 15%,
25%, 40% of the total production. Out of these 5%, 4%, 3%, 2% are defective. If a bolt
drawn at random was found defective. What is the probability that it was manufactured by
A or D? (06 Marks)
c. Discuss the following methods under “Decision making under uncertainty”.
i) Maximax criterion
ii) Maximin criterion
iii) Minimax regret criterion
iv) Insufficient region criterion. (08 Marks)
2 a. Define mutually exclusive, equally likely and exhaustive events. (02 Marks)
b. For a certain frequency table which has only been partly reproduced here, the mean was
found to be 1.46.
No. of accidents : 0 1 2 3 4 5 Total
Frequency (No. of days) : 46 ? ? 25 10 5 200
Calculate the missing frequencies. (06 Marks)
c. What is “Decision tree analysis”? What are its advantages? Describe various types of
decision trees. (08 Marks)
3 a. Define the terms decision, decision theory. (02 Marks)

b. In a normal dist 15% item are below 35 and 10% items are above 65. Find the mean and
standard deviation. (06 Marks)
c. Lives of two models of refrigerators turned in for new models in a variation in weights
compared to heights.
No. of refrigerators
Life (No. of years)
Model A Model B
0–2 5 2
2–4 16 7
4–6 13 12
6–8 7 19
8 – 10 5 9
10 – 12 4 1
i) What is the average life of model of these refrigerators?
ii) Which model has more uniformity? (08 Marks)
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4 a. The correlation between eating ice-cream and getting fever is resulted with r = 0.9. What is
your interpretation? (02 Marks)
b. Quotations of index number of security prices of a certain joint stock company are given
below.
Years : 2004 2005 2006 2007 2008 2009 2010
Debenture (Rs.) 97.8 99.2 98.8 98.3 98.4 96.7 97.1
Share (Rs.) 73.2 85.8 78.9 75.8 77.2 87.2 83.8
Using spearman’s rank correlation method. Determine the relationship between debenture
price and share price. (06 Marks)
c. Given the following information
i) Draw the network
ii) Determine total float, Free float and independent float.
iii) Find the critical path
Activity A B C D E F G H I
Proceeding activity - - - A A B, D C C F, G
Duration (days) 8 10 8 10 16 17 18 14 9
(08 Marks)
5 a. What is merge and burst event. (02 Marks)

b. If two regression equations are given 3x  4 y  1 , 3x  y  4 find mean values of x and y.
Also find coefficient of correlation. (06 Marks)
c. The following table shows the jobs of a network along with their time estimates
Job 1 – 2 1 – 6 2 – 3 2 – 4 3 – 5 4 – 5 6 – 7 5 – 8 7-8
to 1 2 2 2 7 5 5 3 8
Duration (days) tm 7 5 14 5 10 5 8 3 17
tp 13 14 26 8 19 17 29 9 32
Draw the project network and find the prob of the project completing in 40 days.
[Z 0.05 (0.8)  0.2881] (08 Marks)
6 a. Define probability and also state rules of probability. (02 Marks)

b. In a factory employing 3000 persons, 5% earn less than Rs.150 per day, 580 earn form
Rs. 150 to Rs. 200 per day, 30% earn from Rs. 200 to Rs. 250 per day, 500 earn from Rs.250
to Rs. 300 per day, 20% earn from Rs. 300 to Rs. 350 per day and rest earn Rs. 350 or more
per day. What is the median wage and model wage. (06 Marks)
c. The following data relate to advertising expenditure (in lakhs) and their corresponding sales
(in crores)
Advertising Exp : 10 12 15 23 20
Sales : 14 17 23 25 21
Estimate : i) Sales corresponding to advertise expenditure Rs. 30 lakhs
ii) The advertise expenditure for a sales target of Rs. 35 crores. (08 Marks)
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7 a. What is meant by correlation analysis? What are the types of correlation? (02 Marks)
b. The probability that a pen manufactured by a factory be defective is 1/10. If 12 such pens are
manufactured what is the probability that
i) Exactly 2 are defective
ii) At least two are defective. (06 Marks)
c. A compnay manufacturing air coolers has two plants located at Bombay and Calcutta with a
weekly capacity of 200 units and 100 units respectively. The company supplies air coolers to
its 4 showrooms situated at Ranchi, Dehli, Lucknow and Kanpur which have a demand of
75, 100, 100 and 30 units respectively. The cost per unit (in Rs.) is shown in the following
table.
Plants Ranchi Dehli Lucknow Kanpur
Bombay 90 90 100 100
Calcutta 50 70 130 85
Plan the production programme so as to minimize the total cost of transportation by
i) Least cost method and
ii) North west corner rule. (08 Marks)
8 Compulsory : Case Study

a. An animal feed company must produce 200kg of a mixture consisting of ingredients
x1 and x2. The ingredients x1 costs Rs. 3 per kg and x2 costs Rs. 5 per kg. Not more than
80kg of x1 can be used and atleast 60kg of x2 must be used. Find the minimum cost mixture.
(04 Marks)
b. Use graphical method to solve the following LPP.
Minimise Z  40x1  24 x 2
20x1  50x 2  4,800
80 x1  50 x 2  7,200
x1, x2 ≥ 0. (04 Marks)
c. i) What is Transportation problem?
ii) What do you mean by degeneracy in transportation problem? How to overcome it to
solve the problem.
iii) Also state the conditions for optimality in transportation problem. (04 Marks)
d. Find the basic feasible solution for the following transportation problem by using vogels
approximation method (VAM)
Destination
D1 D2 D3 D4 Supply
Origin
O1 11 13 17 14 250
O2 16 18 14 10 300
O3 21 24 13 10 300
Demand 200 225 275 250 950
(04 Marks)
*****
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USN 16/17MBA15

Marketing Management
Note: 1. Answer any Four questions from Q.No. 1 to Q.No. 7.

1 a. Define Marketing. (02 Marks)

b. Briefly explain the product oriented concept and customer oriented concept. (06 Marks)
c. Explain the environmental factors affecting marketing. (08 Marks)
2 a. What is Consumer Behaviour? (02 Marks)

b. Describe the steps in consumer purchase decision process. (06 Marks)
c. Bring out the factors influencing consumer behaviour. (08 Marks)
3 a. What is Branding? (02 Marks)

b. Describe the product differentiation strategies. (06 Marks)
c. Explain in detail the bases for segmenting consumer markets. (08 Marks)
4 a. Define Product. (02 Marks)

b. Explain Product Life Cycle and strategies to be followed at each stage. (06 Marks)
c. Describe the stages in new product development process. (08 Marks)
5 a. Define Pricing. (02 Marks)

b. Bring out the factors influencing pricing. (06 Marks)
c. Describe the pricing strategies in detail. (08 Marks)
6 a. What is Network Marketing? (02 Marks)

b. Explain the factors affecting channel choice. (06 Marks)
c. Bring out the sources of channel conflict and how to resolve them. (08 Marks)
7 a. Define Marketing Audit. (02 Marks)

b. What are the steps involved in marketing planning? Explain. (06 Marks)
c. Explain the strategic planning process. (08 Marks)
8 CASE STUDY :
Soyabean Milk – As An Alternative
Dr. S. Chakraborty was domiciled in Los Angeles, USA for the last eight years. After getting
his masters in Food Technology from the University of California, he obtained a Ph.D
specializing in “High Protein Products”. After completing his education, he joined a company
HyPro Inc as a Director of R & D. The Company developed different types of high protein
products which were marketed through a large number of departmental stores throughout US.
The Company enjoyed a good reputation.
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Dr. Chakraborty was seriously thinking of returning to India and settling down in his
hometown of Bangalore. He was also toying with the idea for the last two or three years to set
up a plant to product high protein products in India. During his earlier visits, after talking to
different people, he had noticed the availability of soyabeans in abundance. He had carried out
several experiments in his laboratory and had developed what he called “soyabean milk”. He
felt that for a country like India with the majority of the children being under nourished , this
would be an ideal product.
Soyabean milk will have a percentage of normal milk, water and other raw materials added
to give it a high protein value. It will be pasteurized ,so refrigeration would not be essential and
will have almost the same or even better life than average milk. Soyabean milk will cost 15%
more than regular milk but he felt it was justified due to its high protein value. He felt that other
substitutes will be ten times costlier.
Technically, he was confident about the production of soyabean milk. But he had a doubt on
marketing and commercial viability. His friends had informed him that recently two companies
had already introduced soyabean milk in India. This did not worry him as he felt that his
product would be superior and with such a large population in India, even a dozen competitors
should do reasonably good business.
Questions :
a. What type of information should Dr. Chakraborty collect and consider before setting up his
project? (08 Marks)
b. What marketing strategy would you recommend for marketing of soyabean milk in India?
(08 Marks)
*****
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USN 16/17MBA15

Marketing Management

1 a. What is the difference between selling and marketing? (02 Marks)

b. Explain the different approaches used for product pricing. (06 Marks)
c. Discuss the various micro-environmental factors affecting marketing department. Explain.
(08 Marks)
2 a. What is cognitive dissonance? (02 Marks)

b. How to differentiate the product from competitors? Briefly explain the strategies.
(06 Marks)
c. Explain the internal and external factors affecting pricing decisions. (08 Marks)
3 a. Define direct marketing. (02 Marks)

b. What is buying motive? Explain the types of buying motives. (06 Marks)
c. Enumerate the steps involved in marketing planning. (08 Marks)
4 a. What is co-branding? (02 Marks)

b. Explain the various functions of marketing. (06 Marks)
c. Describe the various factors influencing consumer behavior. (08 Marks)
5 a. What is positioning? (02 Marks)

b. Explain the features and components of marketing audit. (06 Marks)
c. Describe the various channel design decisions with example. (08 Marks)
6 a. Define marketing audit. (02 Marks)

b. What is channel conflict and explain the causes of conflict? (06 Marks)
c. Describe the various stages of PLC with its relevant marketing strategies. (08 Marks)
7 a. What is skimming pricing? (02 Marks)

b. What is product mix? Explain the four dimensions of product mix. (06 Marks)
c. Explain the bases used for segmenting consumer market. (08 Marks)
8 Case Study :
Many marketers now believe that teenagers are becoming “Global consumers” i.e., teenagers
around the world are increasingly changing their consumption and purchasing pattern, specially
in developing countries. Critically evaluate the following questions.
a. Explain how macro environmental factors influence the teenager global consumer behavior.
(08 Marks)
b. What marketing strategies need to be designed for such consumers? (08 Marks)
*****
USN 16/17MBA16

Managerial Communication

1 a. What is grapevine? (02 Marks)

b. Describe the characteristics of successful communication. (06 Marks)
c. Explain Shannon-Weaver model of communication with a neat diagram. (08 Marks)
2 a. What is conservation control?

(02 Marks)
b. Briefly explain the sequential and parallel communication with example. (06 Marks)
c. Discuss the various barriers in oral communication. (08 Marks)
3 a. What is the purpose of writing? (02 Marks)

b. Explain Guffey’s 33 writing process of communication. (06 Marks)
c. As a business manager, how do you make use of computers in electronic writing? (08 Marks)
4 a. What do you mean by Agenda? (02 Marks)

b. Elaborate the different types of reports. (06 Marks)
c. Explain the layout of business letter. (08 Marks)
5 a. List the types of cases. (02 Marks)

b. Explain in details the elements of presentation. (06 Marks)
c. Discuss in detail the negotiation strategies. (08 Marks)
6 a. What is teleconference? (02 Marks)

b. Discuss the impact of technological advancement in business communication. (06 Marks)
c. Explain the types of interview along with the required communication skills. (08 Marks)
7 a. What is communication? (02 Marks)

b. Discuss various visual aids used to enhance the quality of presentation. (06 Marks)
c. Explain briefly the steps involved in solving case study. (08 Marks)
8 Case Study:
Rajesh was asked to represent his department at the Dussehra celebration committee
meeting. It was customary to distribute dress materials (₹700 – 800 range) to employees
during the Dussehra time as gift every year. There was an opinion among large number of
employees at that time that some other useful items (home appliances line toaster, fans brief
cases etc.) should be considered instead of the usual gifts. Rajesh discussed this matter with
his colleagues in the department and it was their unanimous decision to support the change.
However some employees in other departments still preferred dress material. Rajesh
went to the meeting hoping that gifts other than dress materials would be decided.
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The general manager ho headed the committee began to speak “I have discussed the
matter of gifts with the MD. The management feels that dress materials should be the gift
this year also. He continued speaking while Rajesh was disappointed and began to think of
the consequences.
He rushed back to the department as soon as the meeting was over and gave the news
that dress materials was finally decided on. All were really upset. A few minutes later a
colleague walked up to Rajesh and asked him, “are you sure that dress material was the gift
decided on? I heard that GM informed that if the employees want they can choose from
other items or dress materials”. Rajesh could not believe his ears. He went another or person
present in the meeting who confirmed what he had just heard.
Questions:
a. Why did Rajesh not understand the full scheme? (08 Marks)
b. What do you think he should have done so that he did not have to cut a sorry figure with
is colleagues? (08 Marks)
*****
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USN 16/17MBA21
Second Semester MBA Degree Examination, June/July 2018

Human Resource Management
Note: 1. Answer any Four full questions from Q.No. 1 to Q.No. 7.

1 a. What do you mean by Employee Referrals? (02 Marks)

b. Outline the steps involved in Human Resource planning Process. (06 Marks)
c. Discuss the scope and importance of HRM. (08 Marks)
2 a. Differentiate between Job description and Job specification. (02 Marks)

b. Describe in detail the 360 – Degree feedback system. (06 Marks)
c. Describe briefly the various methods of recruitment. (08 Marks)
3 a. What do you mean by Application blank? (02 Marks)

b. Briefly explain the various selection tests. (06 Marks)
c. What is Promotion? Explain the merits and demerits of seniority and merit as the basis of
promoting employees. (08 Marks)
4 a. What are the causes of employee grievances? (02 Marks)

b. Explain the different types of training. (06 Marks)
c. What is Transfer? What are the purpose and benefits of transfer? (08 Marks)
5 a. Explain the term Red Hot Stove rule. (02 Marks)

b. What is Job Analysis? Describe the methods of collecting job analysis data. (06 Marks)
c. Briefly explain the different methods of performance appraisal. (08 Marks)
6 a. What is Outplacement? (02 Marks)

b. Briefly explain the different job evaluation methods. (06 Marks)
c. What is an Interview? Briefly explain different stages in a typical employment interview.
(08 Marks)
7 a. List out the problems involved in performance appraisal. (02 Marks)

b. Explain the statutory provisions relating to Labour Welfare in India. (06 Marks)
c. Discuss the model grievance procedure that is applicable in India. What are the essential pre
– requisites of a grievance procedures? (08 Marks)
8 CASE STUDY :
When ATL company moved one of their divisions to Bangalore, the branch manager in
Mumbai decided to transfer those employees who did not wish to go to Bangalore to other local
divisions. Ten of the thirty chose to stay and be transferred to another division. Priya was one of
those. She was assigned to the computer moving – head division.
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When Priya reported to the new job, Mr. Kumar her new supervisor told her he did not know
whether or not he would have a permanent position for her. For three days Priya sat and
watched other employees do their work. On Friday, Kumar announced that their division had
received another big contract and he would brief Priya on her new assignment on Monday.
Priya arrived at 9 am Monday morning and waited but Kumar did not arrive until 10.30 am.
Later he could not meet Priya and at 1.30 pm he returned to show Priya the operation, “We are
reworking model 10- D and it only requires changing two spot welds”. Kumar added, “By the
way, you will be the quality control supervisor on this job. Just double check these six spots on
the blue print”. He did not write on the blue prints or mark the areas in any way. Priya was
given no idea how important the checks might be.
“Please – watch me”, said Kumar to Priya, taking up the welding torch. “Any one can do it
easily”. He repeated the operation five or six times. Priya tried it and experienced no difficulty.
Neither of them checked their reworked pieces with the blue print to see if they would pass the
quality control check and as a result, Priya never checked any pieces after that demonstration.
Kumar did not see Priya again until Friday.
During the week several things happened. More than half the motors did not work correctly
by the time they reached the final assembly. It could not be determined whether the faulty
motors were the result of Priya’s work or the result of a lack of quality checks. A box of 20
parts had been approved by Priya since her initials were on the inspection card, but she had not
made the necessary alterations. That was when Kumar found time to talk to Priya again.
Questions :
a. What incidents showed that Kumar was not performing a good job as a trainer? (08 Marks)
b. How do you think Priya feels about Kumar and about her new job? (04 Marks)
c. If you were Kumar, what would you have done to improve Priya’s performance?
(04 Marks)
*****
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USN 16/17MBA22

Financial Management

3. Interest factor tables are permitted.
1 a. Name any two aims of finance function. (02 Marks)

b. State the different kinds of Capital budgeting proposals. (06 Marks)
c. Briefly explain the role of Finance Manager. (08 Marks)
2 a. Name any two assumptions of CAPM model. (02 Marks)

b. What sum will be getting if Rs 5000 in 6 years time at 8.5% per annum invested. Calculate
the amount by using yearly, half yearly and quarterly interest rates. (06 Marks)
c. The Sanika Ltd., has the following capital structure
Common shares (20,000 shares) 40,00,000
10% preference shares 10,00,000
14% debentures 30,00,000
---------------
Total 80,00,000
---------------
The share of the company sells for Rs 20. It is expected that the company will pay next year
a dividend of Rs 2 per share which will grow @ 7%. Assume 50% tax rate. Compute the
weighted average cost of capital based on the existing capital structure. (08 Marks)
3 a. Twenty year 12.5% debenture of a firm are sold at a rate of Rs 75. The face value of each
debenture is Rs 100 and the tax rate is 50%. You are required to compute the cost of debt
capital. (02 Marks)
b. Briefly explain the steps for risk management. (06 Marks)
c. A firm whose cost of capital is 10% is considering two project X and Y each cost
Rs 1,00,000 respectively. Following are the cash inflows : (08 Marks)
Year Project X Project Y
1 20,000 45,000
2 30,000 40,000
3 40,000 30,000
4 50,000 10,000
5 60,000 8,000
Compute the NPV@ 10% and IRR for two projects separately, Project X by 20 and 29% and
Project Y by 9 and 15%.
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4 a. Name any two features of Pay back period. (02 Marks)

b. From the following data, compute the duration of the operating cycle for each of the two
years : (06 Marks)
Year 1 Year 2
Stock of raw materials 20,000 27,000
Work in progress 14,000 18,000
Finished goods 21,000 24,000
Purchases 96,000 1,35,000
Cost of goods sold 1,40,000 1,80,000
Sales 1,60,000 2,00,000
Debtors 32,000 50,000
Creditors 16,000 18,000
Assume 360 days per year for computational purposes.
c. The data relating to two companies are as given below :
Co. A Co. B
Capital 6,00,000 3,50,000
12% debenture 4,00,000 6,50,000
Output (units) P/A 60,000 15,500
Selling price / Unit Rs 30 Rs 250
Fixed cost 7,00,000 14,00,000
Variable cost Rs 10 Rs 75
You are required to calculate the operating leverage, financial and combined leverage of
two companies. Assume 50% Tax. (08 Marks)
5 a. What is Capital Structure? (02 Marks)

b. Aryan and Co. is considering the purchase of 2 machines. Each costing Rs 50,000. Cash
inflows are expected to be as under. Calculate Discounted pay back period using 10%
discount. (06 Marks)
Year Machine X Machine Y
1 15,000 5,000
2 20,000 15,000
3 25,000 20,000
4 15,000 30,000
5 10,000 20,000
c. YADU company has a capital of Rs 1,00,000 divided into shares of Rs 10 each. It has
expansion plans requiring an investment of another Rs 50,000. The management is
considering following alternatives for raising this amount.
* Issue of Rs 5000 shares of Rs 10 each.
* Issue of Rs 5000, 12% preference share of Rs 10 each.
* Issue of 10% debenture of Rs 50,000.
The company’s present earnings before interest 4 tax (EBIT) are Rs 40,000 p.a. subject to
tax @ 50%. You are required to calculate the effect of each of the above modes of financing
on the EPS presuming.
1. EBIT continues to be the same even after expansion.
2. EBIT increases by Rs 10,000 after the expansion. (08 Marks)
6 a. What is Time value of money? (02 Marks)

b. What are the factors influencing on dividend policy? Explain briefly. (06 Marks)
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c. Priyanka and Co. is considering the purchase of 2 machine each costing Rs 3,00,000. Cash
inflows are expected to be as under (Rs in ‘000’).
Year 1 2 3 4 5
Machine X 20 65 90 150 175
Machine Y 40 110 120 140 200
The discount factor is @ 10% are 0.909 , 0.826 , 0.751 , 0.683 , 0.621.
Evaluate NPV , PI , PBP and DPBP for the two machine separately and suggest which
machine is suitable. (08 Marks)
7 a. List any two problems of Excessive Working Capital. (02 Marks)

b. What are the factors influencing on working capital? Explain. (06 Marks)
c. Sridhar Company Ltd has the following financing mix. (08 Marks)
(Rs in lakh)
Equity capital (10 lakh share @ par value) 100
12% preference shares capital (10,000 share @ par value) 10
Retained earnings 120
14% Non – convertible debentures (70,000 debentures @ par value) 70
14% term loan 100
Total 400
The equity shares of the company are trading @ Rs 25. The next expected dividend per
share is Rs 20 and the DPS is expected to grow at a rate of 8%. The preference shares are
redeemable after 7 years at par and are currently quoted at Rs 75 per share on the stock
exchange. The debentures are redeemable after 6 years at par and their current market price
is Rs 90/share. The tax rate applicable to the firm is 50%. What is the WACC of the Co?
8 On 1st Jan 2017, the board of directors of Yadu Aryan Co. Ltd., wishes to know the amount of
working capital that will be required to meet the program of activity they have planned for the
year. The following information are available.
i) Issue and paid up capital Rs 2,00,000.
ii) 5% debentures Rs 50,000.
iii) Fixed assets values ar Rs 1,25,000 on 31/12/2017.
iv) Production during the previous year was 60,000 units. It is planned that the level of activity
should be maintained during the current year.
v) The ratios of cost to selling price are Raw material 60% , Direct wages 10% and
Overheads 20%.
vi) Raw materials are expected to remain in stores for an average of two months before these
are issued for production.
vii) Each unit of production is expected to be in process for one month and is assumed to be
consisting of 100% Raw materials, Direct wages and Overheads.
viii) Finished goods will stay in warehouse for approximately three months.
ix) Creditors allow credit for 2 months from the date of delivery of raw materials.
x) Credit allowed to debtors in 3 months from the date of dispatch.
xi) Selling price per unit is Rs 5.
xii) There is a regular production and sale cycle.
Prepare schedule of working capital requirement and Balance sheet. (16 Marks)
*****
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USN 16/17MBA23

Research Methods

1 a. What is Research? (02 Marks)

b. What are the steps involved in sample survey design? (06 Marks)
c. Explain various types of research. (08 Marks)
2 a. List out different attitude measurement scales. (02 Marks)

b. Explain different step in research process. (06 Marks)
c. Construct structured Questionnaire to study the purchasing attitude of consumer towards the
different colors of cars. (08 Marks)
3 a. Explain Snow ball sampling. (02 Marks)

b. Explain various sources of data collection in Business research. (06 Marks)
c. Prepare a research proposals to study the marketing of newly developed product of your
choice. (08 Marks)
4 a. What do you understand by Independent variable? (02 Marks)

b. Discuss seven activities the researches must accomplish to make the experimental research
successful. (06 Marks)
c. “Do you think descriptive research is appropriate method for social science research”?
Justify your answer. (08 Marks)
5 a. Explain Literature review. (02 Marks)

b. List out features of Good research. (06 Marks)
c. This is always a trade – off between Type 1 and Type 11 errors. Discuss. (08 Marks)
6 a. Explain Null hypothesis. (02 Marks)

b. List out and explain different step in report writing. (06 Marks)
c. In a sample of 1000, the mean is 17.5 and the standard deviation is 2.5. In another sample of
800, the mean is 18 and the standard deviation is 2.7. Assuming that the samples are
independent, discuss whether the two samples could have come from a population which
have the same standard deviation. (08 Marks)
7 a. What do you mean by Editing in research? (02 Marks)

b. Explain one way Anova. (06 Marks)
c. Discuss the different types of research report. (08 Marks)
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8 CASE STUDY :
Retail outlets can get into what is known as the death spiral. This is a vicious cycle in which the
retail outlet keeps eliminating “non – profitable” items/products. This in turn reduces the
demand for certain items/products bought with the eliminated item/products. The out let lends
to repeat its “elimination” round with a new set of items. Over a period of time, the outlet traffic
is seriously affected to the extent that the profitability is also threatened. The following example
will illustrate the importance of the concept. Shoppers may buy bread regularly from an outlet
along with other items. There are regular shoppers, but may form only about15 percent of the
total shoppers. The outlet may eliminate them from its merchandise without realizing that those
15% bread buyer also buy cheese, butter and jam. But eliminating there items, the store may
have, infact, reduced its consumer traffic. These 15% shoppers may begin going to other stores.
So not only does the traffic reduce but the profit also go down. Once in their vicious trap, the
outlet may lose its consumers besides, of course the profits.
Questions :
a. Which method of research do you suggest to find the reason for the down fall of retail
outlet? (08 Marks)
b. Suggest suitable title and develop research objectives and hypothesis. What test do you
think it appropriate to test the hypothesis for the above case? (08 Marks)
*****
2 of 2
USN 16MBA23
Second Semester MBA Degree Examination, Dec.2017/Jan.2018

Research Methods

1 a. Define snowball sampling. (02 Marks)
b. Discuss the types of experimental design. (06 Marks)
c. Describe the different types of research reports. (08 Marks)
2 a. Discuss business research. (02 Marks)

b. Describe the types and causes of non-sampling error. (06 Marks)
c. Discuss the research process in detail. (08 Marks)
3 a. What is data analysis? (02 Marks)

b. Explain the steps in data presentation. (06 Marks)
c. Explain the methods of primary data collection and the tools to be used. (08 Marks)
4 a. What are projective techniques? (02 Marks)

b. Differentiate between parametric and non-parametric test. List the test. (06 Marks)
c. Explain the type of probability sampling. (08 Marks)
5 a. What is hypothesis? (02 Marks)

b. Discuss the various levels of measurement technique scales. (06 Marks)
c. Explain the types of research design in detail. (08 Marks)
6 a. What do mean by one shot case study? (02 Marks)

b. Describe the features and characteristics of good research. (06 Marks)
c. Explain the various methods of observational research. (08 Marks)
7 a. What is sampling error? (02 Marks)

b. Write short note on KW test, Mann–Whiteny test. (06 Marks)
c. Explain the process of designing questionnaires. (08 Marks)

Home Appliances Pvt. Ltd.
The company is one of the leading manufactures of washing machine and few other
products like Owen and televisions. Washing Machine’s accounts for a sizeable portion of
its total production and it is also their dominant product line. of date, the company has been
finding it increasingly difficult to maintain its competitiveness. There are around 17 other
brands which altogether account for 88 models. top management of the company recognize
the increasing competition and declining sales are of the opinion that a market research has
to be conducted to ascertain the customer’s satisfaction. In one stage their marketing
managers moved to the other companies for better packages, so. Home appliances has
appointed new executives and expand the business with new models, special features and
attractive promotional strategies.
Questions :
a. Identify the strengths and weakness–identify the major problems involved in eh case?
(04 Marks)
b. At one stage sales reduced, explain. (04 Marks)
c. As a marketing executive suggest the type of research, and why? (04 Marks)
d. Advice the company for attracting the customers and promotional strategies to be adopted.
(04 Marks)
*****
USN 16/17MBA24
--
Business Law and Policy

1 a. Define the term contract. (02 Marks)

b. Discuss the modes for termination of agency. (06 Marks)
c. Explain in detail the arguments for and against corporate social responsibility. (08 Marks)
2 a. What is corporate governance? (02 Marks)

b. Brief on rights and duties of bailor. (06 Marks)

c. Explain different kinds of companies. (08 Marks)
3 a. What is patent? (02 Marks)

b. Explain the salient features of Environment Protection Act 1986. (06 Marks)
c. What is winding up of company? What are the different modes of winding up? Explain.
(08 Marks)
4 a. Differentiate between bailment and pledge. (02 Marks)

b. State and explain benefits of good corporate governance. (06 Marks)
c. Enumerate the obligations of corporate governance to society. (08 Marks)
5 a. What is corporate social responsibility? (02 Marks)

b. What are the objectives of Consumer Protection Act 1986? (06 Marks)
c. Briefly explain the different types of models related to corporate social responsibility.
(08 Marks)
6 a. What is expulsion of partner? (02 Marks)

b. Differentiate between Memorandum of Association and Articles of Association. (06 Marks)
c. Explain the provisions on liability of retired partner according to Partnership Act 1936.
(08 Marks)
7 a. State the need for corporate governance. (02 Marks)

b. Discuss the features of company. (06 Marks)
c. Explain the essential elements of valid contract. (08 Marks)
8 Case study: (compulsory)

Jessica Smith works as a clerk for AVO Environmental services, a small toxic – waste
disposal company. The company has a contract to dispose of medical waste from a local
hospital. During the course of her work, Jessica comes across documents that suggest
AVCO has actually been disposing of some of this medical waste in a local municipal
landfill. Jessica is shocked. She knows this practice is illegal. And even though only a small
portion of the medical waste that AVCO handles is disposed of this way, any amount at all
sums a worrisome threat to public health.
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She gathers the appropriate documents and takes them to her immediate superior, Dave
Lamb. Dave says, “Look, I don’t think that sort of thing is your concern, or mine. We are in
charge of record keeping, not making decisions about where this stuff gets dumped. I
suggest you drop it.”
The next day, Jessica decides to go one step further and talk to Angela Van Oldenburg, the
company’s operations manager. Angela is clearly irritated. Angela says, “This isn’t your
concern. Look, these are the sorts of cost-cutting moves that let a little company like ours
compete with our giant competitors. Besides, everyone knows that the regulations in this
area are overly cautions. There is no real danger to anyone from the thing amount of medical
waste that slips into the municipal dump. I consider this matter closed.”
Jessica consider her situation. The message from her superior was loud and clear. She
strongly suspects that making further noises about this could jeopardize her job. Further, she
generally has faith in the company’s management. They have always secured like honest,
trustworthy people. But she is troubled by this apparent disregard for public safety. One the
other hand, she asks herself whether may be Angela is right in arguing that the danger is
minimal. Jessica looks up the phone number of an old friend who worked for the local
newspaper.
Questions:
a. What dilemma is Jessica facing? (04 Marks)
b. Is AVCO Environmental demonstrating socially responsible behavior? Justify. (06 Marks)
c. What do you think Jessica should do? Explain your reasoning. (06 Marks)
*****
2 of 2
USN 17/16MBA25
--

Strategic Management
1 a. Define strategic management. (02 Marks)
b. What are KSF’s? Discuss the various types of KSF’s. (06 Marks)
c. Discuss the components of strategic management model. (08 Marks)
2 a. Define strategic planning. (02 Marks)

b. Discuss steps involved in strategy implementation process. (06 Marks)
c. Explain the GE-9 cell matrix. How it can be used in practice? (08 Marks)
3 a. Differentiate between strategy and tactics. (02 Marks)
b. What are different characteristics of strategic management? (06 Marks)
c. What is strategic intent? Explain the Hierarchy of strategic intent. (08 Marks)
4 a. What do you understand by the term PEST analysis? (02 Marks)
b. Explain the generic strategies adopted at business level. (06 Marks)
c. Explain Michael.E. Porter’s five force model. (08 Marks)
5 a. Define strategy. (02 Marks)
b. What are different approaches to strategy making? (06 Marks)
c. Explain BCG matrix for resources allocation. (08 Marks)
6 a. Define value chain. (02 Marks)
b. Briefly explain three levels of strategy. (06 Marks)
c. Explain the salient features of vision and mission statement. (08 Marks)
7 a. What is competitive advantage? (02 Marks)
b. Discuss the role of SWOT analysis as a tool facilitating strategic choice at the business level.
(06 Marks)
c. Discuss the strategically relevant components of a company’s external environment.
(08 Marks)
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8 Case Study :
In 2013 – 14 BRFL food division decided to enter into the fast growing (20-30% annually)
snacks segment, an altogether new to it. It had only one national competitor –NEFTA. After
a year its wafer snack brand Tringo, fetched 20% market share across the country. Tringo’s
induction was coincided with the cricket world cup. The wafer snacks market is estimated to
be around Rs. 250 crore.
The company could take the advantage of its existing distribution network and also source
potatoes from farmers easily. Before BRFL could enter the market, a cross functional team
made a customer survey through a marketing research group in 14 cities of the country to
know about the snacks eating habits of people. The result showed that the customer within
the age group of 15-24 years were the most promising for the product, as they were quite
enthusiastic about experimenting new snack taste. The company reported to its chefs came
out with 16 flavours with varying tastes suiting to the targeted age group.
The company decided to target the youngsters as primary target on the assumption that once
they are lured in, it was easier to reach the whole family. Advertising in this category was
extremely crowded. Every week two-three local products in new names were launched,
sometimes with similar names. To break through this clutter the company decided to, bank
upon humour appeal.
The industry sources reveal that BRFL spent about Rs. 50/- crore on advertisements and
used all possible media print and electronic, both including the creation of its own website –
www.TingoTingoyoung.com with offers of online games. Contests, etc. mobile phone tone
downloading was also planned which proved very effective among teenagers. The site was
advertised in all dot com networks. EDTV, BTTV, shineTV and other important channels
were also used for its advertisement along with FM radio channels in about 60 cities with
large hoardings at strategic places.
Analysts believe that Tingo’s success story owes a lot of BRFL’s wide spread distribution
channels and aggressive advertisements. Humour appeal was a bid success. The TINGO was
made visible by painting the railway bogies paving across the states. It has also been
successful to induce lovely Brother. Futures group to replace Dingo in Big Bazar and chain
of food Bazaars. BRFL is paying 4% higher margin than NEFTA to future group and other
retailers.
Tingo gave NEFTA a run for its money. Dingo’s share has already been reduced
considerably Retail tie-ups regional flavours, regional humour appeals have helped BRFL.
But BRFL still wants a biggers share in the market and in foreign markets also, if possible.
Questions:
a. Explain the theoretical frame work of SWOT analysis. (04 Marks)

b. What are the strengths of BRFL? (04 Marks)
c. What are the weaknesses of BRFL for entering into the branded snacks market? (04 Marks)
d. What kind of marketing strategy was formulated and implemented for Tingo? What else
need to be done by Tingo so as to enlarge its market? (04 Marks)
*****
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USN 16/17MBA26

Entrepreneurship Development

1 a. What are the common reasons for entrepreneurial ventured to fail? (02 Marks)
b. Explain the 3-circle model of a family business with governance integration diagram.
(06 Marks)
c. Explain the functions/objectives of important government institutions supporting
entrepreneurs. (08 Marks)
2 a. What are the ways in which a government can support SMEs? (02 Marks)
b. Differentiate entrepreneur, intrapreneur and the manager. (06 Marks)
c. Explain the venture capital process. (08 Marks)
3 a. Mention the types of family business. (02 Marks)

b. Discuss and write a format of business project report of a product/service of your choice.
(06 Marks)
c. Examine the role of social enterprises and state the benefits of these in rural areas. (08 Marks)
4 a. What is a single window? (02 Marks)

b. Explain the stages of economic development. (06 Marks)
c. Examine the responsibility and rights of a family shareholder of the family business. How
can their performance be improved? (08 Marks)
5 a. What are the sources of new ideas? (02 Marks)

b. Distinguish between domestic and international entrepreneurship. (06 Marks)
c. Explain the qualities of an entrepreneur that makes one successful. (08 Marks)
6 a. What is a business plan? (02 Marks)

b. Draw a schema of business plan and discuss production plan in detail. (06 Marks)
c. Classify the types of family business and state how their performance can be improved.
(08 Marks)
7 a. Explain feasibility study. (02 Marks)
b. Explain the functions and services extended by NABARD. (06 Marks)
c. What are the various sources of funding? What are the various types of venture capitalists
that play a role in the development of entrepreneurs? (08 Marks)
8 CASE STUDY
Mr. Rahul BE., MBA is dealing in Handi crafts and is involved in trading the same in the
domestic market after sourcing it from the village artisans. He decides to enter the
international market with the same products i.e. handicrafts.
a. What are the various ways in which he can enter the foreign market? (04 Marks)
b. What are the barriers? He is likely to face in the international market. (04 Marks)
c. What can be the reasons for him to fail in the international market? (04 Marks)
d. What is the role played by the entrepreneur in the economic development of the country?
(04 Marks)
*****
USN 16MBA26
Second Semester MBA Degree Examination, Dec.2017/Jan.2018

Entrepreneurship Development


1 a. Define entrepreneur. (02 Marks)

b. List the different types of entrepreneur. (06 Marks)
c. Explain the stages in entrepreneurial process. (08 Marks)
2 a. What is business plan? (02 Marks)

b. Give the significance of project report. (06 Marks)
c. What is organizational plan? Explain the steps involved in preparing organisational plans.
(08 Marks)
3 a. Expand KVIC. (02 Marks)

b. State the importance of financial institutions. (06 Marks)
c. What is SIDBI? State the functions of SIBBI. (08 Marks)
4 a. Define family business. (02 Marks)

b. What is the importance of family buness? (06 Marks)
c. Discuss the strategies for improving the capability of a family business. (08 Marks)
5 a. What is international entrepreneurship? (02 Marks)

b. What do you mean by direct and indirect exporting? (06 Marks)
c. Describe the stages of economic development. Differentiate between international and
domestic entrepreneurship. (08 Marks)
6 a. Define venture capital. (02 Marks)

b. Explain the nature of venture funding. (06 Marks)
c. Discuss the venture capital process in detail. (08 Marks)
7 a. What is social enterprise? (02 Marks)

b. Explain the types of social enterprise. (06 Marks)
c. Discuss the opportunities and challenges of rural entrepreneurship. (08 Marks)
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After graduation from an excellent university with a degree in entrepreneurship, a

Brain wright was eager to launch a business. Brain always enjoyed working with new
technologies as well as watching movies, playing video games, and listening to music. So,
with the proliferation of online movie and video game rental services, he believed that a
service providing the online rental of CDs made perfect sense.
Brain was confident that the success of the other online rental services proved that
there was a market for the online rental of entertainment media, therefore, renting CDs
online would be an easy concept for customers to grasp. Although MP3s and MP3 players
were growing in popularity, brain knew that he and his friends preferred to listen to an
album in its entirety; after all, Brain believed that “any true fan of an artist would want the
entire album”. When calculate potential revenue, Brain concluded that the average retail
price of a CD was approximately $14. If he charged $2 per CD per rental, which could be an
85 percent savings to the customer based on the full retail price of a CD, he would recoup
his costs within seven rentals. In addition, brain believed that he could negotiate contracts
with the music labels to purchase CDs in bulk at a discount, which would in turn reduce the
time it would take for him to reach break even. He knew enough about music encryption
technologies to know that restrictions could be built into the CDs to deter people from
copying songs from them. He decided that taking such precautions would alleviate any
concerns that the music labels might have regarding piracy.
As brain began discussing his idea with his friends, their enthusiasm convened him
that he needed to act quickly before someone else seized the opportunity. At $2 per rental
and an estimated two rentals per customer per month, he would only need a little over
20,000 customers to reach $1,00,000 in annual revenue. Looking at his financial forecasts,
brain decided that it was time to bring his online CD rental service to market.
Questions :
a. Has brain completed the proper marketing research for this potential opportunity? Why or
why not? Explain. (04 Marks)
b. Based on the case, are there key mistakes that you would caution brain about? Explain.
(04 Marks)
c. What specific steps would you recommend to brain in order for him to better assess this
opportunity? (04 Marks)
d. Whether brain decision is right or wrong? Explain. (04 Marks)
*****
2 of 2
USN 16MBAMM301
Third Semester MBA Degree Examination, Dec.2017/Jan.2018

Consumer Behavior

1 a. Differentiate between consumer and customer. (02 Marks)

b. Explain the nature and characteristics of Indian consumer. (06 Marks)

c. Briefly explain the Rights and Responsibilities of consumer. (08 Marks)
2 a. What is Internal Influence? (02 Marks)

b. Differentiate between Qualitative and Quantitative Research. (06 Marks)
c. Illustrate Input - Process – Output model with a neat diagram. (08 Marks)
3 a. What is Differential threshold? (02 Marks)

b. Discuss Freudian Theory of Personality and its implications in Marketing Strategy.
(06 Marks)
c. Explain Motivation Process and influence of motivation on Consumer Behavior. (08 Marks)
4 a. What is Attitude? (02 Marks)

b. Explain the influence of communication on Consumer Behavior. (06 Marks)
c. Discuss Pavlovian classic conditioning model along with its Marketing implications.
(08 Marks)
5 a. What is Beliefs? (02 Marks)

b. Explain in detail the various types of reference groups. (06 Marks)
c. Discuss the need for study of cross cultural differences and strategies to overcome Cross –
Cultural problems. (08 Marks)
6 a. What are Market Mavens? (02 Marks)

b. Briefly explain the characteristics of Opinion leaders. (06 Marks)
c. Explain the stages in Innovation adoption process. How marketers can use their information
strategically? (08 Marks)
7 a. What is e – CRM? (02 Marks)

b. Discuss in detail the types of Perceived Risk. (06 Marks)
c. Define Social class. Discuss measurements of social class in detail. (08 Marks)
8 CASE STUDY (Compulsory) :
Mc Donald’s corporation is the World’s largest chain of hamburger fast – food restaurants,
servicing nearly 52 million customers daily. Each Mc Donald’s restaurant is operated by a
franchise and affiliate or the corporation itself. Mc Donald’s operates over 31,000 restaurants
Worldwide, employing more than 1.5 million people. Most restaurants offer both counter
service and drive through service with indoor and some time outdoor seating.
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Some outlets feature large indoor or outdoor playgrounds with re-designed interiors in golden
yellow, equipped with hanging lights. The restaurant will sport a new design with less plastic
and more brick and mood and offer armchairs , sofas , Wifi connection , tall stools and
counters. Plasma TVs will offer news and weather reports , ‘flexible’ Zone will be targeted at
families and will have booths well fabric cushion with colorful patterns and flexible seating.
Questions :
a. How has the company gained consumer insights? (05 Marks)

b. How has Mc Donald’s created service differentiations? (05 Marks)
c. “To attract Indian customer”, what strategy need to be opted by Mc Donald’s. (06 Marks)
*****
2 of 2
USN 16MBAMM302

Retail Management

1 a. Define Retail Management. (02 Marks)

b. What are the factors that affect the retail pricing strategies? (06 Marks)
c. Explain the various types of Retail Formats. (08 Marks)
2 a. What is Retail Audit? (02 Marks)

b. Write a note on characteristics of retailing. (06 Marks)
c. Describe the different types of retail locations. (08 Marks)
3 a. What do you mean by Multichannel retailing? (02 Marks)

b. What are the various visual Merchandising Techniques in retail? (06 Marks)
c. Explain the various types of retail layouts. (08 Marks)
4 a. What is Coding system? (02 Marks)

b. What are the responsibilities of Store Manager? (06 Marks)
c. Briefly explain the wheel of retailing. (08 Marks)
5 a. What is Relationship marketing? (02 Marks)

b. Differentiate between Relationship & Transactional Marketing. (06 Marks)
c. Describe the theories of Retailing in detail. (08 Marks)
6 a. What are the principles of Store Design? (02 Marks)

b. What are the factors influencing retail Business in India? (06 Marks)
c. Explain the stages in Buying decision process and its implications on Retailing. (08 Marks)
7 a. What is Merchandise Management? (02 Marks)

b. What are the Exteriors and Interiors factors? How does it influence Design decision in
stores? (06 Marks)
c. Explain the areas of Retail Research. (08 Marks)
8 CASE STUDY (Compulsory ) :
Retail profitability is steadily moving away from “Commodities to Customer”. This trend
will define tomorrows business is a way that will fundamentally change the apparel business.
Successful apparel business will no longer be over that generate large footfalls, have good
service and great merchandising these features will be industry standards that everyone will
follow. Competitive advantage will be provided by leveraging the biggest asset of all the
customer. Fashion houses and retailers will be able to build a two – way relationship with
customers that create strong switching costs.
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The traditional response to retailing customers has been to go in for year round sales or
special offers. But tomorrow’s customers – driven economy will necessitate differentiating your
business from everybody else in a fundamentally unique way. First as stores of organized
retailers become increasingly similar, consumers feel a greater need for social contact and
individual customer service. Second, the increasing social emphasis on the individual requires
special solution tailored to meet individual needs to desires.
The Indian apparel market is no longer a mass market that a company can serve in a
standard way. This will increasingly get over and fragmented with customers demanding that
they be treated as individuals and provided with the appropriate assistance, before a sale, during
a sale and after words. This trend has super cessions for all access of the marketing mix of retail
companies – whether this be individual offers, customized configuration of products or specific
help series and support after purchase. Finally, at a time when retailing is getting more
competitive retailers have to use next analysis methods, such as data mining to exploit the
advantages offered by precise evaluations of customer behaviour. New technologies will be
used to regain the knowledge about customers that will get lost in the tremendous expansions of
local regional national retailer group. In the final analysis , retailers will aim to win the long
term company loyalty of those customers they know and to use their knowledge of these
customer’s interests to further improve the Company’s relationship with them.
Questions :
a. Who are my Customers? (04 Marks)

b. What are their requirements? (04 Marks)
c. How can fashion retailers offer satisfaction? (04 Marks)
d. Why New technologies are necessary in retail? (04 Marks)
*****
2 of 2
USN 16MBAMM302
Third Semester MBA Degree Examination, June/July 2018

Retail Management

1 a. State different characteristic of Retailing. (02 Marks)

b. Explain different types of multi – channel retailing. (06 Marks)
c. Explain factors influencing customer buying behaviour. (08 Marks)
2 a. State the trends in retailing. (02 Marks)

b. Explain Wheel of retailing. (06 Marks)
c. Explain Conflict theory. (08 Marks)
3 a. What are the location strategy in retail? (02 Marks)

b. Explain Retail promotion strategies. (06 Marks)
c. Explain strategic retail planning process. (08 Marks)
4 a. State various factors affecting modern store management. (02 Marks)

b. Explain Visual merchandising techniques. (06 Marks)
c. Explain different types of store layouts. (08 Marks)
5 a. Mention the trends in retail research. (02 Marks)

b. What are the motives of International retailing? (06 Marks)
c. Explain Management relationship planning in retailing. (08 Marks)
6 a. Mention the types of retail audit. (02 Marks)

b. What are the steps involved in retail audit? (06 Marks)
c. Explain the need for consumerism in retailing. (08 Marks)
7 a. State the types of retail formats. (02 Marks)

b. Explain factors influencing retail pricing. (06 Marks)
c. Explain the issues involved in International retailing. (08 Marks)
8 CASE STUDY (Compulsory ):
ABC is one of the retail outlet in India. It has a outlet of around 5000 sq. feet, providing
wide verities of products right from accessories, furnitures , books , cosmetics , garments ,
groceries , etc. Over a period of time it was observed that , their sales started falling down into
80 : 20 pattern with loyalty card customers despite being only 15 percent of the base
contributing over 70 percent of the revenues of ABC. It was struggling to fight competition and
demographic changes.
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There was increased competition from discounters , supermarkets. The company had the data of
loyalty card holders. It decided that , if they could understand the individuals time of
purchasing, what they purchase , why are they purchasing , then they could figure out the needs,
expectations of customers, and be in a better position to provide better quality , experiences and
services to their customers, which would inturn help in increasing their market share.
Questions :
a. Which type of store layout pattern has to be adopted by ABC and why? (04 Marks)
b. What elements do you suggest in store designing? (04 Marks)
c. How can you attract customers to shop in retail outlets? (04 Marks)
d. Which are the competitive strategies that could be adopted by ABC? (04 Marks)
*****
2 of 2
USN 16MBAMM303
--

Services Marketing
Time: 3 hrs. Max. Marks : 80


1 a. Write a short note on emotional labour. (02 Marks)

b. Discuss the role of servicescape. (06 Marks)
c. Suggest strategies for matching capacity when demand is high. (08 Marks)
2 a. What do you mean by “zone of tolerance”? (02 Marks)

b. Identify the guidelines for physical evidence strategy. (06 Marks)
c. Illustrate and explain the gap model of services. (08 Marks)
3 a. Cite the different types of service research. (02 Marks)

b. Examine how, you would set a process for customer defined service standards. (06 Marks)
c. Describe the strategies for enhancing customer participation. (08 Marks)
4 a. Define boundary spanning role. (02 Marks)

b. Explain the key reasons of GAP2. (06 Marks)
c. Elaborate on the methodologies to exceed customer expectations. (08 Marks)
5 a. List the main pricing approaches for services. (02 Marks)

b. Customer retention is beneficial for the organization. Comment on this statement. (06 Marks)
c. Critically evaluate the significance of non monetary cost in pricing decision of services.
(08 Marks)
6 a. Enumerate the key reasons for GAP4. (02 Marks)

b. Identify and justify the market segmentation for restaurant services. (06 Marks)
c. Describe and depict the services marketing triangle. (08 Marks)
7 a. Define physical evidence. (02 Marks)

b. Elaborate on the customer roles in service delivery. (06 Marks)
c. Differentiate search, experience and credence property in services with examples.
(08 Marks)
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8 Case Study :
Zomato, an online restaurant discovery platform where customers can find restaurants in a
particular area, their menu, place order and pay online. Delivery part is taken care by the
restaurants. Moreover customers can give review about the restaurants and the quality of
food which helps the restaurants and customers to have a better experience. Internet and
mobile app are the only channel used for the whole process for customers to find a suitable
restaurant with better discount deals and to place an order.
Facebook, Twitter and Pinterest are the 3 main platforms which made the base for the
success of Zomato with a deep presence among their customers. Zomato wants to start
delivering the ordered food to the customer’s doorstep by their own, which was earlier taken
care of by restaurants. The firm plans to focus on segments such as online food ordering,
restaurant booking, subscription based services and billing in restaurants.
Questions:
a. Describe the exact nature of services provided by Zomato. (04 Marks)

b. Examine how the services provided by Zomato can be equally utilized by customers and
restaurants. (04 Marks)
c. Identify the channels that enhance the services provided by Zomato. Justify the
effectiveness. (04 Marks)
d. Suggest strategies for Zomato’s future services to enhance service performance.
(04 Marks)
*****
2 of 2
USN 16MBAMM303

Service Marketing

1 a. What is meant by customer gap? (02 Marks)

b. Explain the concept of services marketing triangle with an illustration. (06 Marks)
c. Explain the gaps model of service quality, with a diagram. (08 Marks)
2 a. What is Search , Experience and Credence quality in Services? (02 Marks)

b. Explain the various types of service encounters. (06 Marks)
c. Explain the human resource strategies for closing GAP3. (08 Marks)
3 a. What are the roles played by customers in service delivery? (02 Marks)
b. Explain the role of service quality in offensive and defensive marketing. (06 Marks)
c. Explain the types of services research. (08 Marks)
4 a. Explain the key reasons for GAP4. (02 Marks)

b. Explain the process for customer defined service standards. (06 Marks)
c. Explain the strategies for enhancing customer participation. (08 Marks)
5 a. What do you mean by zone of tolerance? (02 Marks)

b. Explain the different dimensions of service quality. (06 Marks)
c. Explain the strategies for matching capacity and demand. (08 Marks)
6 a. What are waiting line strategies? (02 Marks)

b. Explain the 7 P’s of service marketing mix. (06 Marks)
c. Explain the roles of service scope. (08 Marks)
7 a. What is Physical Evidence? (02 Marks)

b. Explain the various service pricing strategies. (06 Marks)
c. What are the different categories of strategies to match service promises with delivery?
(08 Marks)
8 CASE STUDY :
BMW Marketing Experience about Rover Car
BMW, the German car manufacturer, under the business merger acquired rover cars from
British space with brands such as land rover , mini and mg. The company also invested in
producing certain new models.
The company also invested in producing certain new models. In March 2000, the BMW
however devastated itself of the ROVER car company. The decision was based in view of the
declining sale of the rover brand.
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The ROVER share of the UK car market declined from 40% in 1960’s to around 5% in
January 2000. The BMW had suffered a loss amounting to pound sterling 800 million in 1999.
The BMW found rover to be liability rather than an asset.
Questions :
a. Discuss the factors responsible for the decline of rover sales from the perspective of Service
Marketing. (08 Marks)
b. Discuss the consequences of business for mass production car firms in the over capacity
discussion of World car market. (08 Marks)
*****
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USN 16MBAFM301

Principles & Practices of Banking

1 a. What do you mean by CTS? (02 Marks)

b. What is “Commercial Bank”? Explain the structure of Commercial Bank. (06 Marks)
c. Explain the role of Paying Banker and the Collecting Banker. (08 Marks)
2 a. What are the phases in the growth of Indian Banking System? (02 Marks)
b. What do you mean by Internet Banking? Discuss the advantages of Internet Banking.
(06 Marks)
c. Explain the role of Reserve Bank of India as a regulator of banking system. (08 Marks)
3 a. What is “Exchange Rate”? (02 Marks)

b. Explain the different types of NRI (Non – Resident Indian) accounts that can be opened.
(06 Marks)
c. Explain in detail the Role of ECGC and EXIM bank in International transactions. (08 Marks)
4 a. Define “Banking”. (02 Marks)

b. Explain the different ways of creating a charge on securities. (06 Marks)
c. Explain the activities of ALCO (Assets and Liabilities Committee). (08 Marks)
5 a. What do you mean by ALM? (02 Marks)

b. Explain the factors affecting the Forex Rate. (06 Marks)
c. Discuss the various relationships that exist between the Banker and the Customer.
(08 Marks)
6 a. What does “NEFT” and “RTGS” stand for? (02 Marks)

b. Explain the different types of loan given by bankers. (06 Marks)
c. Write short notes on Debit card , Credit card and Smart card. (08 Marks)
7 a. What do you mean by “Bankers right of lien”? (02 Marks)

b. What is a “Letter of Credit”? Explain the types of letter of credit. (06 Marks)
c. Explain the significance , purpose and objectives of Asset Liability Management.
(08 Marks)
Towards a Cashless Economy
RBI along with National Payments Corporation of India launched the Unified Payment
Interface (UPI) with the objective of proactively encouraging electronic payment systems for
ushering in a cashless society in India.
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The record of cashless transactions in our country is very dismal. At present it stands at
6 transactions/person/year which is partly due to the fact that out of the 10 million plus retailers
in India, hardly 1.1 million have card payment acceptance.
Cashless economy is required to make transactions more convenient for the layman rather
than carrying bulk cash. Reducing the economy’s dependence on cash and shifting to electronic
fund transfers would result in betterment of the country.
Questions :
a. What are the different mediums present in the digital transactions? (04 Marks)
b. What are the various threats of online fund transfer? (04 Marks)
c. What are the safety measures one has to take to avoid cyber crimes? (04 Marks)
d. What are the advantages of Electronic fund transfers? (04 Marks)
*****
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USN 16MBAFM302

Investment Banking and Financial Services


1 a. What is depository? (02 Marks)

b. Compare and contrast Factoring and Forfeiting. (06 Marks)
c. Explain various types of Underwriting. (08 Marks)
2 a. What is book building? (02 Marks)

b. What are the objectives of venture capital? (06 Marks)
c. Explain various services offered by depositories. (08 Marks)
3 a. What are self help groups? (02 Marks)

b. Explain different types of leasing. (06 Marks)
c. Explain various functions of NBFC’s. (08 Marks)
4 a. Explain NSDL and CDSL. (02 Marks)

b. Explain the main features of Securitization. (06 Marks)
c. Discuss various steps followed by credit rating agencies in rating process. (08 Marks)
5 a. What is reverse mortgage? (02 Marks)

b. What are advantages of depository system? (06 Marks)
c. Evaluate leasing by highlighting its advantages. (08 Marks)
6 a. What is hire purchase agreement? (02 Marks)

b. What are the tax implication on housing loan? (06 Marks)
c. Explain Initial public offers and its procedure. (08 Marks)
7 a. What is credit syndications? (02 Marks)

b. Distinguish between money market and capital market. (06 Marks)
c. List out the structure of Indian financial system. (08 Marks)

Skylab buildings Ltd. need to acquire the use of crane for their construction business
and are considering buying or leasing a crane. The crane cost Rs.10,00,000 and is subject to
the straight line method of depreciation to a zero salvage value at the end of 5 years. Skylab
builders can raise debt at 14% payable in equal annual installments, each installment due at
the beginning of the year. The company is in 50% tax bracket. Should it lease or buy the
crane? (16 Marks)
*****
USN 16MBAFM303
--
Investment Management


3. Use of Present value tables is permitted.
1 a. What is the role of an underwriter in primary issue? (02 Marks)

b. What are the attributes that an investor should consider while evaluating an investment?
(06 Marks)
c. Explain the methods of raising capital from primary market through equity. (08 Marks)
2 a. Differentiate between open-ended and closed-ended mutual funds. (02 Marks)

b. Akash is considering the purchase of a bond currently selling at Rs.878.50. The bond has
four years to maturity, with a face value of Rs.1000 and 8% coupon rate. The next annual
interest payment is due after one year. The required rate of return is 10%.
i) Calculate the present value of the bond. Should Akash by the bond?
ii) Calculate the yield to maturity of the bond. (06 Marks)
c. Arun buys two bonds, namely bond A and bond B with 7% and 8% coupons having a
maturity period of four years. The face value is Rs.1000. Both the bonds currently yield 6%.
Calculate duration of the bond A and B. (08 Marks)
3 a. If a preferred stock’s annual dividend is Rs.5 and the required return is 8%. What is the
worth of preferred stock today? (02 Marks)
b. The current dividend on an equity share of ABC Limited is Rs.3.00. ABC is expected to
enjoy an above normal growth rate of 20% for a period of 6 years. Thereafter the growth rate
will fall and stabilize at 10%. Equity investors require a return of 14%. What is the intrinsic
value of the equity share of ABC Ltd.? (06 Marks)
c. Calculate the 5 day EMA for the data given below:
Day 1 2 3 4 5 6 7 8 9 10
Closing price (Rs) 90 95 94 96 100 98 96 95 97 100
(08 Marks)
4 a. What is an efficient frontier? (02 Marks)

b. A portfolio consists of 3 securities A, B and C. The proportions of these securities are: 30%,
50% and 20% respectively. The standard deviations of returns on these securities (in %) are
6, 9 and 10. The correlation coefficients among security returns are AB = 0.4, BC = 0.7 and
AC = 0.6. What is the standard deviation of portfolio return? (06 Marks)
c. The following information is available:
Stock A Stock B
Expected return 16% 12%
Standard deviation 5% 8%
Coefficient of correlation 0.6
i) What is the covariance between stocks A and B?
ii) What is the expected return and risk of a portfolio in which A and B have weights of 0.6
and 0.4? (08 Marks)
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5 a. Distinguish between economic and financial investment. (02 Marks)
b. Mr. Shankar is considering following investment alternatives. What should be the required
rate of return for each of the following investments if return on the market is 12% and return
on treasury bill is 6.5%.
Security A B C D E
Beta 1.2 0.9 1.3 0.5 1.2
(06 Marks)
c. Discuss the key industry factors that need to be studied in fundamental analysis. (08 Marks)
6 a. Mention the three levels of market efficiency. (02 Marks)

b. Stocks A and B have the following parameters.
Stock A Stock B
Expected return 13% 18%
Standard deviation 25% 28%
The correlation between A & B is 0.5. Determine the minimum risk portfolio. (06 Marks)
c. Stocks x and y display the following returns over the past three years:
Year Return
x y
2014 10 16
2015 18 12
2016 08 14
i) Find each stock expected return and standard deviation.
ii) What is the expected return and risk of a portfolio made up of 40% in x and 60% in y?
(08 Marks)
7 a. What do you mean by portfolio revision? (02 Marks)

b. Describe the key steps involved in portfolio management. (06 Marks)
c. Consider the following information for three mutual funds P, Q and R and the market.
Mutual fund Mean return (%) Standard deviation (%) Beta
P 15 20 0.9
Q 17 24 1.1
R 19 27 1.2
Market Index 16 20 1
The mean risk free rate was 10%. Calculate the Treynor measure, Sharpe measure and
Jensen measure for the three mutual funds and market. (08 Marks)
8 Anand is considering the purchase of 3 securities A, B and C for the next year. The returns
of the securities depend on next year’s state of the stock market. The estimated rates of
return are shown in the table.
State of market Probability Rates of Return
A (%) B (%) C (%)
Recession 0.25 10 9 14
Average 0.50 14 13 12
Boom 0.25 16 18 10
i) Find each stock’s expected rate of return. (04 Marks)
ii) Determine the standard deviation of each stock. (04 Marks)
iii) If Anand invest one third in each security, what would be his portfolio return and risk?
(08 Marks)
*****
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USN 16MBAFM303
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Investment Management


3. Use of PV tables is permitted.
1 a. Distinguish between economic and financial investment. (02 Marks)

b. Explain the attributes one should consider while evaluating an investment. (06 Marks)
c. Describe the process of investment. (08 Marks)
2 a. X company’s preference share is currently selling for Rs.44 per share in the market and pays
Rs.4.40 annual dividend. If an investor’s required rate of return is 12%, what is the value of
a preference share for that investor? Should the investor acquire the preference shares?
(02 Marks)
b. Explain the types of risks associated with bonds. (06 Marks)
c. Mr. Karan purchased at par a bond with the face value of Rs.1000. The bond had five years
to maturity and a 10% coupon rate. The bond was called two years later for a price of
Rs.1200 after making its second annual interest payment. Karan then reinvested the proceeds
in a bond selling at its face value of Rs.1000 with three years to maturity and a 7% coupon
rate. What is Karan’s actual YTM over the five year period? (08 Marks)
3 a. Two assets A and B have the following risk and return characteristics:
Return of A = 22% Return of B = 20%
Standard deviation of A = 15% Standard deviation of B = 18%
The correlation between assets A and B is -1. Determine the minimum risk portfolio.
(02 Marks)
b. Explain the trading and settlement procedure in BSE. (06 Marks)
c. Suppose that seven port folios experienced the following results during a ten year period.
Portfolio Average Annual Standard Correlation with
Return Deviation the market
A 15.60 27.00 0.81
B 11.80 18.00 0.55
C 8.30 15.20 0.38
D 19.00 21.20 0.75
E -6.00 4.00 0.45
F 23.50 19.30 0.63
G 12.10 8.20 0.98
Market 13.00 12.00
i) Rank these portfolios using Sharpe and Treynor methods. The risk free rate is 6%.
ii) Did any portfolio outperform the market? Why or why not? (08 Marks)
4 a. What is behavioural finance? (02 Marks)

b. Discuss the relevance of economic analysis, in investment decision making and explain the
economic factors considered for this analysis. (06 Marks)
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c. Excel Ltd paid a dividend of Rs.2.75 during the current year. Forecasts suggest that earnings
and dividends of the company are likely to grow at the rate of 8% over the next five years
and at the rate of 5% thereafter. Investors have traditionally required a rate of return of 20%
on these shares. What is the present value of stock? (08 Marks)
5 a. List the basic tenets of DOW theory. (02 Marks)

b. Describe the various forms of market efficiency. Explain the various tests of market
efficiency. (06 Marks)
c. Following information is available in respect of market:
Security Expected return (%) Beta
A 22.20 1.75
B 15.80 1.90
C 18.00 1.10
D 9.00 0.95
E 25.80 2.00
T-Bill 8.00 -
Nifty 15.00 1.00
i) Which of the securities are underpriced or overpriced in terms of security market line?
ii) What expected returns an investor would have if the investor forms an equally weighted
portfolio of all the risky securities from A to E? (08 Marks)
6 a. Distinguish between CML and SML. (02 Marks)

b. Describe the various mutual fund schemes available in India. (06 Marks)
c. A Rs.100 par value bond bears a coupon rate of 14% and matures after five years. Interest is
paid semi-annually. Compute the value of the bond if the required rate of return is 16%.
(08 Marks)
7 a. What is RSI? (02 Marks)
b. Describe Markowitz efficient frontier and explain how it dominates the portfolios that lie
below it. (06 Marks)
c. A financial analyst is analysis of two investment alternatives, A and B. The estimates rates
of return and their chances of occurrence for the next year are given in the table below:
Probability Rates of Return (%)
A B
0.20 22% 5%
0.60 14% 15%
0.20 4% 25%
i) Determine the expected rate of return and standard deviation of A and B.
ii) If the financial analyst wishes to invest half in A and another half in B, would it reduce
risk? Explain the reason for it. (08 Marks)
8 CASE STUDY:
ST and BT companies’ shares are presently sold at Rs.60 and Rs.100 respectively. Annual
dividends over the next year are expected to be Rs.1.5 and Rs.2.5 respectively. ST’s
projected earnings per share is Rs.2.5 and BT’s is Rs.4. ST’s dividends are expected to grow
at 10% per annum in the future and BT’s by 9%. Financial analysts have estimated the likely
prices for the year ahead on two stocks to be Rs.66, Rs.72, Rs.75 for ST and Rs.114, Rs.126,
Rs.132 for BT.
a. You are required to examine the return of each company’s stock. Choose one stock to be
purchased for a holding period of one year. Support your choice. (08 Marks)
b. If the investor’s required rate of return is 12% and he wants to hold the stock for a longer
period, which stock would you suggest? Why? (08 Marks)
*****
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USN 16MBAHR301

Industrial Relations and Legislations
Note: 1. Answer any Four questions from Q.No.1 to Q.No.7.

1 a. What do you mean by Industrial Relations? (02 Marks)

b. What are the causes of grievances in an organization? (06 Marks)
c. Explain the main features of Collective Bargaining. (08 Marks)
2 a. What is Gratuity? (02 Marks)

b. Write a brief note on ILO. (06 Marks)
c. Discuss the importance of Industrial Relations. (08 Marks)
3 a. What is Collective Bargaining? (02 Marks)

b. Explain the concept of ‘workers participation in management’ stating its objectives.
(06 Marks)
c. Discuss the functions of Trade Unions. (08 Marks)
4 a. Define Grievance. (02 Marks)

b. Briefly discuss the essentials of a good disciplinary system. (06 Marks)
c. What are the various cash and non – cash benefits provided to women employees under the
Maternity Benefit Act 1961? (08 Marks)
5 a. Define Trade Union. (02 Marks)

b. Briefly discuss the unitary perspective to Industrial Relations. (06 Marks)
c. What are the provisions regarding ‘Eligibility for Gratuity’ and ‘Mode of payment’ under
the payment of Gratuity Act 1972. (08 Marks)
6 a. What is the meaning of ‘Occupier of a Factory’ as per the Factories Act 1948? (02 Marks)
b. What are the essential skills required for Negotiation? (06 Marks)
c. Briefly explain the provisions of Payment of Wages Act 1936. (08 Marks)
7 a. What is Bonus as per ‘Payment of Bonus Act 1965’? (02 Marks)

b. Discuss the problems of Trade Unions in India. (06 Marks)
c. Discuss in brief the provisions of Factories Act 1948, regarding Health and Welfare of
workers. (08 Marks)
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Ramdin has been appointed as an Office Assistant – Incharge of the ‘Typist Section’ in
ABC Enterprises. He is on probation for a period of one year. He is good at his work but casual
in his attitude.
Since he joined the company it was noticed that he takes time off from his work on a number
of occasions during the day. Not only this he even pulls other employees to the canteen for Tea
/ Coffee breaks which are prolonged. Ramdin being a smart worker manages to complete his
work inspite of taking breaks. However other employees who take time off from work with
Ramdin are unable to complete their work.
The Supervisor Ravi Mohan questions Ramdin on which Ramdin argues stating that he
completes his work and goes for breaks which are necessary as his job is monotonous. He also
says that he knows his worth and that there is no dearth of jobs for a good typist. Ravi Mohan
reports the matter to the Regional Manager – Ms Saxena who refuses to listen to Ramdin and
issues a written warning to him blaming him for Indiscipline and unacceptable behaviour.
Questions :
a. Identify and explain the real problem in the case. (08 Marks)
b. How would you handle the above situation in bringing discipline among the staff?
(08 Marks)
*****
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USN 16MBAHR302

Recruitment and Selection

1 a. Define Job Analysis. (02 Marks)

b. Discuss Fleishman Job Analysis Survey. (06 Marks)
c. Explain Briefly critical incident technique of Job analysis. State its merits and demerits.
(08 Marks)
2 a. Differentiate between Recruitment and Selection. (02 Marks)

b. Define Interview. Explain the factors that undermine the effectiveness of an employment
interview. (06 Marks)
c. Explain the various sources of Recruitment. (08 Marks)
3 a. Define Apprentice. (02 Marks)

b. Discuss the difference between Biodata, C.V and Resume. (06 Marks)
c. Write short notes on :
i) Joining day formation to be fulfilled by employers.
ii) Out sourcing. (08 Marks)
4 a. What is the main purpose of test as a selection tool? (02 Marks)

b. Explain the term “Position Analysis Questionnaire”. How is it used in the Recruitment
Process? (06 Marks)
c. Bring out the advantages and disadvantages of external hiring. (08 Marks)
5 a. What are Employee Referrals? Mention its advantages and disadvantages. (02 Marks)
b. What are the various components of good CV/Bio – data? (06 Marks)
c. Explain the contents of Appointment letter. (08 Marks)
6 a. Define Task Analysis Inventory. (02 Marks)

b. What are the Application forms? Explain briefly the design of Application forms. (06 Marks)
c. Explain how to identify ingredients of success in a candidate. (08 Marks)
7 a. What is an Ability test? (02 Marks)

b. Mention the purposes and uses of Job Analysis for HR Department. (06 Marks)
c. What is an Realistic Job Preview (RJP)? What function does it serve? Explain how RJPs are
different from Traditional Procedure. (08 Marks)
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8 Compulsory :
Shriyans has recently been transferred to his Organizations Personnel department at a level
senior enough for him to take immediate responsibility for the recruitment of clerks for their
branch office.
Since Shriyans has never done recruitment interviews before. He asked for advice from his
colleague Amar, an experienced member of personnel staff. He wanted guidance on the sort of
questions to be asked to obtain information from the candidates.
Amar made Shriyans to learn all the techniques of interviewing by making Shriyans to sit
with him during his interviewing candidates for recruitment.
Shriyans sat in on the interviews along with Amar and was very much impressed by the way
Amar went through in a Polished and efficient manner. Shriyans however did not know how to
prepare properly in conducting interviews, due to Personnel department staff shortage. He was
asked to conduct five interview in a day to recruit grade one clerks.
Shriyans could not conduct recruitment interviews with confidence and preferred to sit with
Amar to see him conducting interviews and requested for more exposure by training in
recruitment.
Amar assured Shriyans to help systematically during the next day or two telling him sit along
with him, by arranging training on recruitment and also providing methodical short term advice.
Questions : (If you were Amar , answer the following)
a. What was the problem of Shriyans? How would you train Shriyans for the job of
recruitment interviewing? (08 Marks)
b. How would you describe the advantages and disadvantages of learning the technique of
recruitment by example? (08 Marks)
*****
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USN 16MBAHR302

Recruitment and Selection

1 a. What is unsolicited application? (02 Marks)

b. What are the five types of testing methods during an interview? Explain. (06 Marks)
c. Explain Reporting Grid. (08 Marks)
2 a. Differentiate between Regular and temporary employee. (02 Marks)

b. Write about the advantages and disadvantages of internal hiring in terms of cost, time,
qualify and suitability. (06 Marks)
c. What are the contents of appointment order? Explain. (08 Marks)
3 a. Write about subject expert workshop. (02 Marks)

b. Write a brief note on job advertisement, drafting size and contents. (06 Marks)
c. Discuss the factors to be assessed during an interview. (08 Marks)
4 a. What is Antecedent verification? (02 Marks)

b. Explain the different methods/techniques of an interview. (06 Marks)
c. Write the process of recruitment. (08 Marks)
5 a. Define Internal Recruitment. (02 Marks)

b. Explain Fleishman Job Analysis survey. (06 Marks)
c. In the Hiring process: Write about, Need analysis, Cost analysis and Job analysis. (08 Marks)
6 a. What is Bio-data Resume? (02 Marks)

b. Write short notes on : Apprentice, Contractual out-sourcing. (06 Marks)
c. Discuss about the sources of Internal Recruitment. (08 Marks)
7 a. What is employee referral? (02 Marks)

b. Write about policy guidelines and union settlement in recruitment and selection process.
(06 Marks)
c. Explain Critical Incident technique. (08 Marks)
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8 Case Study (Compulsory) :
Reena has recently been transferred to her organization’s personnel department at a level of
senior, enough for her to take immediate responsibility for the recruitment of clerks for their
branch office. Since Reena has never done recruitment interviews before, she asked for
advice from her colleague Aarthi, an experienced member of personnel staff. She wanted
guidance on the sort of questions to be asked to obtain information from the candidates.
Reena could not conduct the recruitment interviews with confidence and preferred to sit with
Aarthi to see her conducting interviews and requested or more exposure by training in
recruitment. Aarthi assured Reena to help systematically during the next day or two letting
her sit along with her, by arranging training on recruitment and also providing methodical
short-term advice.
Questions:
a. What are the problems of Reena? (04 Marks)
b. How would you describe the advantages of disadvantages of learning the technique of
recruitment by example? (04 Marks)
c. Briefly describe how you would train Reena properly for the job of recruitment
interviewer. (04 Marks)
d. What short term advice would you give so that Reena can prepare to perform more
effectively next week? (04 Marks)
*****
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USN 16MBAHR303
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Compensation and Benefits


1 a. What is compensation? (02 Marks)

b. Explain the types of compensation management. Explain with examples. (06 Marks)
c. What compensation strategic choices help achieve company’s competitive strategy?
(08 Marks)
2 a. What do you mean by job evaluation? (02 Marks)

b. Explain various internal pay structures in detail. (06 Marks)
c. Explain and enumerate major decisions in job evaluation. (08 Marks)
3 a. What is flat time rate method? (02 Marks)

b. Explain the various legally required benefits. (06 Marks)
c. Describe the methods of calculation of compensation with suitable examples. (08 Marks)
4 a. What are wage surveys? (02 Marks)

b. What shapes external competitiveness? (06 Marks)
c. Discuss the framework of pay modal for examining current pay system. (08 Marks)
5 a. What are Retirement benefits? (02 Marks)

b. Explain the benefits determination process in detail. (06 Marks)
c. Describe and elucidate exhaustive list of all pay for performance plans. (08 Marks)
6 a. What are group Incentives? (02 Marks)

b. Explain the strategies of compensation for special groups. (06 Marks)
c. Write short notes on: (i) Long term Incentives (ii) Merit pay vs Variable pay. (08 Marks)
7 a. What do you mean by pay Discrimination? (02 Marks)

b. Give a brief description on Expatriate pay. (06 Marks)
c. Discuss the various legal and administrative issues in Global compensation management.
(08 Marks)
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8 Case Study :
The Unitech Pvt. Ltd. is a mobile manufacturer, Mr. Lokesh established the company in
1998, he was keenly aware of the importance of a highly motivated workforce, and how the
company’s success, infact depended on it. Therefore, Mr. Lokesh had to ensure that each
employee would work as deligently as possible for the good of the organization.
Mr. Lokesh realized that the best way to motivate employees would be to link the
company’s reward and recognition system to its goals. To establish this connection, Mr.
Lokesh developed and implemented a comprehensive incentive system. Its aim was to
improve the company’s overall performance by allowing contributing workers to share in
the proceeds. The plan rewards employees for turning out quality products effectively while
controlling costs. The system includes the following components.
Paying by piece rate : Production workers are paid according to the number of “Pieces” or
product units they produce that are not defective. If a customer sends a defective piece back
to the company, the employee who produced it must repair it on his or her own time.
Paying year end bonus : To reward workers further for their efforts, Mr. Lokesh introduced a
year end bonus system that gives all workers an opportunity to nearly double their salaries.
Employees get the bonus if the company’s annual profit increases.
Providing stock options : Mr. Lokesh also provided his employees with the option buying
company’s stock at a low cost. Employees are also given shares of the company’s stock
based on annual profits.
Questions:
a. How does Mr. Lokesh want to motivate his work force? (04 Marks)
b. What would be the future expectation of Mr. Lokesh from his employees? (04 Marks)
c. Would you agree with Mr. Lokesh and his comprehensive incentive systems? Substantiate
your answers with reasons. (04 Marks)
d. What are other rewards do you think that will sustain the motivation of the employees?
(04 Marks)
*****
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Compensation and Benefits

1 a. Define Compensation. (02 Marks)

b. Briefly explain the factors which affect Fixing compensation. (06 Marks)
c. Explain the pay model and its motives. (08 Marks)
2 a. What do you mean by Benchmarking? (02 Marks)

b. Briefly explain the best practices in compensation. (06 Marks)

c. Describe strategic pay policies and its importance. (08 Marks)
3 a. Define Internal Alignment. (02 Marks)

b. Discuss the Engineer Job structure. (06 Marks)
c. Discuss the factors which shape Internal structure. (08 Marks)
4 a. Define PFP (Pay for performance). (02 Marks)

b. What motivates employees to stay in the ogranisation? Explain. (06 Marks)
c. Explain Internal Pay structure with suitable examples. (08 Marks)
5 a. What motivates candidates to apply for Jobs? (02 Marks)

b. Explain the components of Total Reward system. (06 Marks)
c. Differentiate between Individual (VS) Group Incentives with suitable examples. (08 Marks)
6 a. State the various Acts which benefits laborers in India. (02 Marks)
b. Briefly explain the provisions of Equal Remuneration Act,1976 (06 Marks)
c. What are the legal issues associated with the compensation. (08 Marks)
7 a. Define pay structure. (02 Marks)

b. Briefly explain the best Fit options in compensation. (06 Marks)
c. What are the compensation strategies for special Groups? (08 Marks)

An International systems and Technology company was expanding in the United
States. The company’s main product lines focused on High – End voice and video
surveillance activities. Its applications were often used in 911 operations and airports. As
part of this expansion, it was hiring all levels of systems engineers and developers. Particular
skills were needed for expanding existing product lines and adding new products and
features. In addition, the company needed to staff the customer support center.
a. Design Internal Alignment with suitable examples. (16 Marks)
*****
USN 16MBAMM401
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Fourth Semester MBA Degree Examination, June/July 2018
Sales Management

1 a. What is sales management? (02 Marks)

b. Explain personal selling. (06 Marks)
c. Discuss the emerging trends in sales management. (08 Marks)
2 a. “Selling skills are vital for sales personnel and happens to be a sum total of crucial skills”.
Explain. (02 Marks)

b. Describe the theory of diffusion. (06 Marks)
c. Explain the “communication process” in detail. (08 Marks)
3 a. Enlist the types of sales quota. (02 Marks)

b. Give insights about “sale force recruitment”. (06 Marks)
c. Elaborate on training process for sales personnel. (08 Marks)
4 a. What do you mean by compensation? What are its types? (02 Marks)
b. On what criterias do we measure the performance of a sales personnel? (06 Marks)
c. Explain the sales process in detail. (08 Marks)
5 a. What are the sales presentation methods? (02 Marks)

b. Explain in detail the trial close in sales process. (06 Marks)
c. Give an account of international sales management. (08 Marks)
6 a. Explain the concept of scheduling. (02 Marks)

b. What is a role of sales manager? (06 Marks)
c. Elaborate on the functions of sales manager. (08 Marks)
7 a. Explain the role of a sales executive. (02 Marks)

b. What are the various types of sales manager? (06 Marks)
c. Explain in detail the electronic payment systems. (08 Marks)
8 CASE STUDY: (compulsory)
Hyundai humbles Japanese rivals with record Q3:
Hyundai Motor Co. beat the forecasts with a record quarterly profit as government
incentives fuelled strong sales of its cheap, fuel-efficient models setting the bar impossibly
high for its struggling Japanese rivals.
Hyundai’s strong results its second record quarter profit in a row and more than triple the
year ago figure comes as the global industry struggles to emerges from its worst ever
downturn.
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Honda Motor Co. is the only major Japanese car maker expected to post an operating profit
in the fiscal first half, the Nikkei business daily report on Thursday.
But Hyundai has taken advantage of the turmoil ramping up its marketing spend to gain
market share and overtaking Ford Motors Co. to become the world’s fourth-largest
automaker by sales in the first half of this year when combined with affiliate Kia Motor
Corp. “These are amazing earning” said Kazutaka Oshima, CEO at Rakulen investment
management in Tokyo. The figures reflect Hyundai’s increased shared in Chinese and North
American markets and that a threat to Japanese Auto makers.
But Hyundai warned a firmer won, rising oil prices and higher interest rates might hit
earning in the months ahead and its shares were little moved, after a 50 percent surge in the
third quarter.
Third quarter earnings came very strong and fourth quarter could be also excellent thanks to
the new model launch but momentum is likely to slow next year, said Choi Jong Hyeok, a
fund manager at Midas Asset Management. It will be difficult to beat this year.
Hyundai’s genesis sedan an revamped sonata have proved popular, while earlier schemes
offering vs buyers the chance to return to new cars if they lost their job or to fix in fuel
prices for a year also won admirers.
Hyundai’s rivals in Japan are also struggling to cope with a weak dollar and their reliance on
United States and their home market both of which are struggling with weakest demand in
decades.
Results from third quarter reporting season in Europe have largely met expectations thanks
to government incentives boosting sales, but shares have struggles on concerns about next
year.
Third quarter results from Fiat on Wednesday met expectations but the Italian Carmaker’s
shares gave back recent gains dropping over 6%, while analysis says PSA Peugot-Citroen’s
failure to shore up production ahead of what could be a breaker 2010 caused 2010 it shows
to slide 6%.
a. Comment on the sales situation of company. (04 Marks)

b. Present a comparative analysis of competitors of Hyundai. (04 Marks)
c. Devise a sales strategy plan to ensure dominance of Japanese cars across the world.
(08 Marks)
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Integrated Marketing Communication


1 a. What is classified advertising? (02 Marks)

b. Discuss the functions of various participants in the IMC process. (06 Marks)
c. What are various types of headlines? When will each be useful give example? (08 Marks)
2 a. What do you mean by advertising clutter? (02 Marks)

b. Briefly explain the elements of promotional mix. (06 Marks)
c. What are the advantages and problems in global advertising discuss? (08 Marks)
3 a. What is a “Push and Pull” strategy in advertising? (02 Marks)

b. Explain the communication process with the model. (06 Marks)
c. Discuss the present and post test methods of measuring the effectiveness of the promotional
program. (08 Marks)
4 a. What is a spot advertising? (02 Marks)

b. What is media planning? Discuss the problems in media planning. (06 Marks)
c. Bring out the importance of global advertising and also explain when is global advertising
appropriate. (08 Marks)
5 a. Write a short note on “Copy platform”. (02 Marks)

b. Explain various types of Internet advertising. (06 Marks)
c. Describe “The steps involved in the development of media plan”. (08 Marks)
6 a. Define PR and Publicity. (02 Marks)

b. What are the categories of advertising appeals? (06 Marks)
c. Explain the types of advertising budget methods. (08 Marks)
7 a. What is transit advertising? (02 Marks)

b. Discuss the advantages and disadvantages of corporate advertising. (06 Marks)
c. Briefly explain the special Issues in Industrial Selling. (08 Marks)

An advertising agency prepared a number of print advertisements for a new product
introduction. The agency agreement called for compensation on a commission basis. At the
request of the client, it was agreed to include special effects in the advertisement. The final
advertisement was to the satisfaction of the client but the product manager of the company
criticized the advertisement executive for its high cost. Further the product manger explained
that he misunderstand what aspect of advertisement campaign was covered under the
commissioned agreement.
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The company requested agency to send a team so that they could spend two days with
product manager brain storming the ideas and developing the new frame work for their
brochure. An accounts executive, public relation person, art incharge, copy writer was sent
by the agency to the clients premises. According to the product manger it was a great
success. Later after about the week. The client received a bill for the above exercise in which
the agency had billed on hourly basis. The product manager thought that it would be on
project basis. Generally due to reasons as cited above. Client/agency relationship gets
raddled with problems. Some time problem never gets sorted out and termination of
relationship is the only answer. Since getting in to a new agency is a time consuming
process, most client put up with their agencies.
Some companies evaluate the performance of their agencies on a regular basis. Client
and agency must do evaluation. In performance appraisal there must be a ranking system
exceptional to unacceptable. Agency must be given a change to correct its mistake and
termination should be based purely on evaluation basis.
Questions :
a. Who do you think is responsible for billing procedure? (04 Marks)

b. What steps should have been taken to avoid this situation? (04 Marks)
c. Beside payment what other factors can cause misunderstanding and fallout of relationship
between client and agency. (04 Marks)
d. What criteria should be used to evaluate the agency? Be specific. (04 Marks)
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E - Marketing

1 a. Define E – Marketing. (02 Marks)

b. Explain in detail various sources of E - Marketing Research. (06 Marks)
c. Explain IMC Models with respect to marketing. (08 Marks)
2 a. What is marketing information system?

(02 Marks)
b. Write a note on balanced score card. (06 Marks)
c. Discuss the 8 building blocks of CRM in details. (08 Marks)
3 a. What is M-commerce? (02 Marks)

b. Explain briefly the new product strategies adopted by E-marketing. (06 Marks)
c. Explain the classification of E-business model with diagram. (08 Marks)
4 a. What is NAPKIN plan? (02 Marks)

b. Mention the different factors affecting online pricing. (06 Marks)
c. Discuss the opportunity and challenges in online Governance. (08 Marks)
5 a. Define personal selling. (02 Marks)

b. Explain the E-Business model. (06 Marks)
c. Explain in detail the various pricing strategies in E-marketing. (08 Marks)
6 a. What is data mining? (02 Marks)

b. Describe the 7-steps involved in E-marketing plan. (06 Marks)
c. Explain the functions of distribution channel. (08 Marks)
7 a. What do you mean by “Digital Divide”? (02 Marks)

b. Describe some important criteria for internet domain naming? (06 Marks)
c. Discuss the internet advertising trends with reference to the paid media. (08 Marks)
8 Case Study (Compulsory) :
Marketing & Distribution of Mushroom

Sachin and Virag are two enterprising youth. They have passed out from IIM, Bangalore.
They thought instead of doing a job, they will launch fresh vegetables in Indian markets.
Having learnt of the future conventional foods, they decided to venture into cultivation of
mushrooms.
Mushrooms are known to be the best alternative food for vegetarians. For Sachin and
Virag fund raising was a serious handicap for mass production.
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However, the first trial watch of mushrooms that they produced was bought by Star
Hotel in Bangalore.
Further, the hotel placed orders for supply of 20 kgs everyday. Now mushroom
industry is run by small entrepreneurs, like Sachin and Virag.
Another big players M/s Ashtavinayak Mushrooms, equipped with cold storage facility
was more interested in export market.
Sachin and Virag have set their sight high. They aim to sell mushrooms in a very big
way all over India. Mushrooms have a great market potential and is a perishable food.
Questions :
a. Suggest suitable strategies that can be implemented in developing the business in
E-marketing perspective. (08 Marks)
b. Explain the challenges Sachin and Virag would face in their business in the near future.
(08 Marks)
*****
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Mergers, Acquisitions and Corporate Restructuring

1 a. What is Goodwill? (02 Marks)

b. What is Purchase consideration? What are the different methods of calculation of purchase
considerations? Discuss. (06 Marks)
c. What is MLP? Explain different methods of MLP. (08 Marks)
2 a. What is Going concern value? (02 Marks)

b. Explain the various reasons for corporate restructuring. (06 Marks)
c. Briefly explain the Internal and External change forces contributing to Mergers and
Acquisition. (08 Marks)
3 a. What is collusion? (02 Marks)

b. Explain the different types of Mergers. (06 Marks)
c. Briefly explain the essential elements for strategic planning processes in mergers and
acquisitions. (08 Marks)
4 a. Define the term Divestiture. (02 Marks)

b. Discuss various methods of financial restructuring. (06 Marks)
c. Explain the various reasons for the failures of mergers. (08 Marks)
5 a. What is Exchange offer? (02 Marks)

b. Explain the role of Industry life cycle in merger. (06 Marks)
c. Explain the various preventive anti-takeover defense measures undertaken by firm in case of
hostile takeover. (08 Marks)
6 a. Define liquidation. (02 Marks)

b. What is demerger? What are the reasons for demerger? (06 Marks)
c. What are the tax benefits available for mergers and acquisition? (08 Marks)
7 a. What is Sell-off and Spin-off? (02 Marks)

b. Briefly explain the SEBI takeover code. (06 Marks)
c. What is due diligence? Explain the process of due diligence. (08 Marks)
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8 Case Study (Compulsory):
The following is the Balance sheet of Spares Ltd. on 31st December 2017.
Liabilities Rs. Assets Rs.
Capital: Land & Building 1,00,000
20,000 Shares of Rs.10 each 2,00,000 Plant & Machinery 1,50,000
Debentures 1,00,000 Work in progress 30,000
Sundry creditors 30,000 Stock 60,000
Reserve Fund 25,000 Furniture & Fittings 2,500
Dividend Equalization Fund 20,000 Sundry Debtors 25,000
Profit and Loss Cash at Bank 12,500
Appropriation A/c. 5,100 Cash in hand 100
3,80,100 3,80,100
The company is absorbed by Auto Ltd. on the above date. The consideration for the
absorption is the discharge of the debentures at a premium of 5%, taking over the liability in
respect of the sundry creditors and a payment of Rs.7 in cash and one share of Rs. 5 in Auto
Ltd. at the market value of Rs. 8 per share in exchange for one share in Spares Ltd. The cost
of liquidation of Rs. 5,000 is to be met by the purchasing company.
Pass journal entries in the books of both the companies assuming that the amalgamation is in
nature of purchase. (16 Marks)
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Risk Management and Insurance

1 a. What is Hedging? (02 Marks)
b. Briefly explain objectives of Risk Management. (06 Marks)
c. Briefly discuss the methods to handle Business risk. (08 Marks)
2 a. Mention any two features of Life Insurance Contract. (02 Marks)

b. Briefly explain Non Insurance Risk Management Technique. (06 Marks)
c. Explain essentials of Insurance Contract. (08 Marks)
3 a. What is Group Insurance Policy? (02 Marks)

b. Explain the various clauses in Marine Insurance. (06 Marks)
c. What is Insurance? Explain its functions. (08 Marks)
4 a. What is Marine Insurance? (02 Marks)

b. Discuss strategies that can be adopted to Market Insurance Products. (06 Marks)
c. Explain the functions of IRDA. (08 Marks)
5 a. What is Endowment Life Insurance Policy? (02 Marks)

b. List out details to be stated in General Insurance Policy. (06 Marks)
c. Explain Business Risk exposure method of Risk identification. (08 Marks)
6 a. What is focus of loss control? (02 Marks)

b. Explain characteristics of Insurance. (06 Marks)
c. Explain different types of risks. (08 Marks)
7 a. What is Fire Insurance? (02 Marks)

b. Explain the Risk Management Process in brief. (06 Marks)
c. Give a list of includes and excludes of Motor Insurance. (08 Marks)
8 CASE STUDY :
Dicxy Ltd., is into several business like personal care products like soaps and detergent food
business etc. Its sales are 2000 Crs annually and major from exports. The company generates
profits of 1000 Crs on an average but it fluctuates. Their investment is 2000 Crs in Plants &
Machineary and have 2500 employees for working. There is severe drought in the region for a
year now and corps have failed , there is shortage of drinking water etc which has severly
impacted economic condition in the region. Petrol and diesel prices have shot up leading to
increase in transportation cost and cost of production. President Trump has made imagiration
rules more stringent and imposed large tariffs in the name saving jobs and manufacturing at
US.
Question :
a. Explain the different risks involved in Dicxy Ltd and assess impact on the firm. (08 Marks)
b. Give suggestions on how to overcome these challenges to make company successful.
(08 Marks)
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Tax Management

1 a. What do you mean by Assesse in Default as per Sec.2(7)(c)? (02 Marks)
b. Explain the items of income chargeable to tax under the head Income from other sources.
(06 Marks)
c. Write a short note on Tax Planning and Tax Evasion. (08 Marks)
2 a. What is GST? (02 Marks)

b. Mr. X purchases a house property for Rs 26,000 on May 10, 1982. He gets the first floor of
the house constructed in 1987 – 88 by spending Rs 40,000. He dies on September 12, 1998.
The property is transferred to Mrs X by his will. Mrs X spends Rs 30,000 and Rs 26,700
during 1999 – 2000 and 2005 – 2006 respectively for renewals/reconstruction of the
property. Mrs X sells the house property for Rs 21,50,000 on March 15, 2018 [Brokerage
paid by Mrs X is Rs 11,500]. The fair market value of the house on April 1, 2001 is Rs
1,60,000. [CII 2001 – 02 – 100 , 2005 – 06 – 117 , 2017 – 18 – 272]. Compute capital gain
for the A.Y. 2018 – 19. (06 Marks)
c. Mr. Raj submits the following particulars of his income from various sources for the P.Y.
2017 – 18. Determining the Total Income of the assessee for the A.Y. 2018 – 19.
i) Gross salary from ABC Ltd 1,30,000
ii) Income from House Property : X + 65,000
Y - 50,000
iii) Profit from Business/profit :
Trading in sugar + 400,000
Trading in Timber - 600,000
Growing and manufacture of Tea + 200,000
Speculation in bullion - 300,000
Speculation in shares + 350,000
iv) Short term capital gain :
Shares + 200,000
Loss from Jewelary - 80,000
Long term capital loss from land -140,000
v) Loss from lottery - 50,000
Gross winning from puzzle + 50,000
Loss from letting out plant & Machinery - 20,000
(08 Marks)
3 a. What is Customs duty? (02 Marks)

b. X, a foreign citizen [not being a person of Indian origin], leaves India for the first time in
the last 20 years on November 20, 2015. During the calendar year 2016, he comes to India
on September 1, for a period of 30 days. During the calendar year 2017, he does not visit
India at all but comes to India on January 16, 2018. Determine the residential status of X for
the assessment year 2018-17. (06 Marks)
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c. A, B and C are partners in a firm, sharing profits and losses in the proportions of 2/5th , 2/5th
and 1/5th respectively. The profit and loss account for the year ended 31/3/2018 is as
follows:
Particulars Rs Particulars Rs
To, Sundry trade expenses 1,01,800 By, Gross profit b/d 4,90,000
To, Interest on capital @ 15% By, Interest on securities 10,000
A – 15,000
B – 15,000
C – 15,000 45,000
To, Rent to B 30,000
To, Salary to B 72,000
To, Commission to C 36,000
To, Net profit 2,15,200
Total 5,00,000 Total 5,00,000
Compute the total income of the firm. The firm fulfills the conditions of section 184.
Taxable income of the three partners in the firm B and C are working partners. (08 Marks)
4 a. What do you mean by Capital gains? (02 Marks)

b. What are the various heads of Income and discuss its importance? (06 Marks)
c. Explain Section 80C, 80CCC, 80D and 80G of Income tax Act 1961. (08 Marks)
5 a. What is MAT? (02 Marks)

b. Mr. Hasuvi retires on 31st August, 2017 from Private service after 30 years and 6 months
under payment of Gratuity Act, 1972. He was getting salary of Rs 22,000 P.M. D.A is paid
60% of salary but only 30% is a part of superannuation benefits. He gets 5% commission on
his sales, amounting Rs 5,00,000. He gets gratuity of Rs 6,50,000. Determine his taxable
salary. (06 Marks)
c. Compute the written down value from the following information for the assessment year
2018-19. (08 Marks)
Block of Asset Rate of (%) Depreciation Depreciated value on 1/4/2017
Plant A, B and C 15 10,40,000
Plant D and E 40 2,60,000
Plant F 30 70,000
Building A, B, C and D 10 10,90,600
Building E, F and G 5 7,10,200
Building H, I, J and K 40 16,90,000
The following Assets are transferred :
Assets Date of sale Sale consideration
Plant B December 20, 2017 25,10,900
Plant D January 31, 2018 12,000
Building L March 6, 2018 6,00,000
After April 1, 2017 the company purchases the following assets :
Assets Date of Purchases Rate of (%) Depreciation Actual cost
Plant G April 6, 2017 30 6,000
Plant H May 11, 2017 15 18,000
Furniture June 6, 2017 10 56,000
Car July 7, 2017 15 2,56,000
Building L September 26, 2017 5 7,28,700
Computer September 27, 2017 40 90,000
Copy right September 30, 2017 25 17,50,000
6 a. What do you mean by Block of Assets? (02 Marks)
b. What is Perquisites? Explain any four Tax – Free Perquisites. (06 Marks)
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c. During the previous year 2017-18, X [39 years] is employed by a Private Sector Company.
He gets Rs 45,000 per month as basic salary, Rs 15,000 PM as D.A [ 30% is considered for
calculation of Provident fund] , Tiffin allowance of Rs 1000 P.M , Medical allowance of Rs
1500 per month. Besides he gets a fixed commission of Rs 5000 P.M. The employer
company has provided a watchman at the residence of X [Company bears salary of Rs 4000
P.M out of which Rs 1000 P.M is recovered from X]. The Company provides a car
(1200 CC) for personal and office use of X. [The entire expenditure on salary and driver of
approximately. If Rs 76,000 is incurred by the company along with hire charges of car of
Rs 1800/-. Only a sum of Rs 900/- is recovered for providing car from X].
The employer – company contributes 15% of salary towards recognized provident fund. A
matching contribution is made by X. However with effect from January 1, 2018. X makes an
additional contribution of Rs 4000 PM. Interest of Rs 74,000 is credited in Provident fund
account at the rate of 10%, On October 1, 2017. Income of X from other sources is
Rs 1,74,240. Find out Gross Total Income of X for the assessment year 2018 – 19. (08 Marks)
7 a. What do you mean by Slump Sale? (02 Marks)
b. Mr. Halasiddappa furnishes the following particulars of his income ended during the P.Y.
2017 – 18. Compute his Total Income for the A.Y 2018-19. (06 Marks)
i) Income from salary accrued and received in India Rs 20,000.
ii) Profit of a hotel business at Melbourne Rs 30,000.
iii) Dividend declared in Perth but received in India Rs 4,000.
iv) Income from transfer of a long term capital asset situated in India Rs 20,000.
v) Interest on debentures of a company at Manchester , which was received in India
Rs 6000.
vi) Royalty received in Germany from Shri Kailasha, resident in India for technical services
provided for a business carried on in Germany Rs 20,000.
c. Mr. Vishwas, a leading tax consultant, who maintains books of account on cash basis
furnishes the following particulars of income and expenditure for the assessment year
2018-19.
Receipt and Payment A/c for the year ending 31/3/2018
Balance b/d 12,400 Purchase of a Typewriter 6,000
Fees from clients 9,55,000 Car expenses 18,000
Presents from clients 24,000 Office expenses 40,000
Interest free loan from 2,38,000 Salary to staff 43,000
client for purchase of a car
Winnings from lottery 46,000 Expenses in respect of let out 6,000
property : (Muncipal tax
Rs 2000, Repairs Rs 1000 ,
Insurance Rs 3000)
Interest from UTI (received on Sept, 12,000 Car purchased on 10/12/2017 2,40,000
11, 2017)
Rent of a let out property 60,000 Repairs of office 12,000
Share of income from a firm 15,000 Interest on loan 10,000
Income Tax payment 2,000
Life Insurance Premium 2,08,000
Balance c/d 7,77,400
Total 13,62,400 Total 13,62,400
Car is partly used for Official purposes (40%) and partly for Private purposes (60%).
Depreciation of Typewriter is 15% and car is 7.5%. Determine Income from Profession and
Gross total income of Mr. Vishwas for the Assessment year 2018-19. (08 Marks)
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From the following information, compute the Tax liability of Raj and Company. Keeping in
view the provisions of MAT U/S 115 JB for the assessment year 2018-19.
Profit and Loss Account

To, Expenses relating to business 4,50,000 By Long term capital gain 1,00,000
To I.T paid 20,000 By Sale 7,00,000
To General Reserve 40,000 By Deferred tax 1,00,000
To Provision for Contingent liability 40,000
To Provision for Diminution in value 50,000
of an Asset
To Proposed Dividends 50,000
To Balance c/d 2,50,000
Total 9,00,000 Total 9,00,000
Other Information :
a. B/F loss as per books of account Rs 1,00,000.

b. B/F Depreciation as per books of account Rs 80,000.
c. B/F loss under the head capital gains [computed as per Income Tax Act] Rs 60,000.
d. B/F unabsorbed depreciation Rs 3,00,000 for the assessment year 2018-19. (16 Marks)
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Public Relations
1 a. Briefly write on the term “Public Relations”. (02 Marks)
b. Explain Public Service as preventive public relations. (06 Marks)
c. Elucidate on “Working with the media” in public relations. (08 Marks)

2 a. Write a short note on “Situational Theory”. (02 Marks)
b. Explain “Community Relation Process”. (06 Marks)
c. Mention the Fundamental Guidelines for crisis management. (08 Marks)
3 a. Add a short note on “Role of Employee communication”. (02 Marks)
b. Explain the various approaches to conflict resolution. (06 Marks)
c. Discuss the criteria for community relation activities. (08 Marks)
4 a. List out the ways in which Philanthropic support is provided. (02 Marks)
b. Explain the role of media in public relations. (06 Marks)
c. Enumerate the various models of public relations. (08 Marks)
5 a. What is “Social Media”? (02 Marks)
b. Explain the process of public relations. (06 Marks)
c. Elaborate on occasional and special media. (08 Marks)
6 a. Point out the four basic causes of business crisis. (02 Marks)
b. Describe on special employee communication situation. (06 Marks)
c. Elaborate on behavioural public relations model. (08 Marks)
7 a. Write a short note on “Media Relations”. (02 Marks)
b. Explain “Social Influence Theory” in public relations. (06 Marks)
c. Enumerate the role of technology in public relations. (08 Marks)
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8 Case Study : (Compulsory)
Shirley and Feroz both work for a software development company. The manager of the new
product division was originally the leader of a project team for which she interviewed and
hired Feroz. Shirley another project team member also interviewed Feroz but strongly
opposed hiring him for the project because she thought he was not competent to do the job.
Seven months after Feroz was hired, the manager left the project to start her own company
and recommended that Feroz and Shirley serve as joint project leaders. Shirley agreed
reluctantly with the stipulation that it be made clear she was not working for Feroz. The
general manager consented : Shirley and Feroz were to share the project leadership.
Within a month Shirley was angry because Feroz was representing himself to others as the
leader of entire project and giving the impression that Shirley was working for him. Now
Shirley and Feroz are meeting with you to see if you can help them resolve conflict between
them.
Shirley says, “Right after the Joint leadership arrangement was reached with the general
manager, Feroz called a meeting of the project team without even consulting me about the
time or content. He just told me when it was being held and said I should be there. At the
meeting, Feroz reviewed everyday’s duties, line by line including mine, treating me as just
another team member working for him” Feroz says, “Shirley is all hung up with feelings of
power and titles. Just because I sign myself as project director does not mean that she is
working for me. I do not see anything to get excited about. What differences does it make?
She is too sensitive about everything. I call a meeting and right away she thinks I am trying
to run everything. Shirley has other things to do, other Project to run so she does not pay too
much attention to this one. She mostly lets things slide. But when I take the initiative to set
up a meeting she starts jumping up and down about how I am trying to make her work for
me.
Questions:
a. Feroz and Shirley seem to have several conflicts occurring simultaneously. Identify as many
of these individual conflicts as possible. (04 Marks)
b. Are there any general statements you can make about the overall nature of the conflict
between Feroz and Shirley? (04 Marks)
c. What are the possible ways to deal with conflict between them? (08 Marks)
*****
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Work Place Ethics and Value Systems


1 a. What are the principles of ethics? (02 Marks)

b. What is the need of work place ethics in organizations? (06 Marks)

c. Give various benefits of ethics in the workplace. Also explain professionalism. (08 Marks)
2 a. Mention various factors leading to the unethical behaviours. (02 Marks)

b. Give measures to control unethical behaviours. (06 Marks)
c. Describe essentials for rewarding ethical behaviours. (08 Marks)
3 a. What is corporate governance? (02 Marks)

b. Mention principles of ethical Hiring. (06 Marks)
c. Mention in detailed ethical guidelines for whistle blowing – for whistle blower, for
organization. (08 Marks)
4 a. What is the need of work place monitoring? (02 Marks)

b. Give types of work place monitoring in organizations. (06 Marks)
c. Describe convenient ways leading to the death of privacy in organisations. (08 Marks)
5 a. What are different types of teams? (02 Marks)

b. Mention stages of team development in organizations. (06 Marks)
c. Explain in detail Vishaka Dutta versus State of Rajasthan case – supreme court directions.
(08 Marks)
6 a. What is change management? (02 Marks)

b. What is Ethics based model for change management? (06 Marks)
c. Explain seven stage model of change. (08 Marks)
7 a. Give importance of change management. (02 Marks)

b. What are ethical issues in managing change? (06 Marks)
c. Explain importance of ethics and responsibilities in leading innovation and change.
(08 Marks)
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Satyam fraud is unfolding and so are the inherent weaknesses of corporate governance
in India. Ranalinga Raju, once a posture boy of India’s growing software sector who could
find a seat beside Bill Clinton on the dais has become a Villian in the corporate world for
valid reasons.
The company was listed in BSE , NSE and NYSE. On BSE, the Satyam’s stock
crashed down by 70% to Rs. 52 from a high of Rs, 188.70. It had a client list that boasted of
fortune 500 companies.
His emotionally charged four and half page letter of startling revelations shock the
entire corporate world when he admitted of cooking the account and inflating the figure by
Rs. 5040 crores. He committed this fraud and tried to push up it by an abortive bid to
purchase Maytas Infra, a company created by him and run by his son Teja Raju.
This scam is being equated with Ehron of USA because here also the scam was
architected by its Auditor, Arthur Anderson, in Satyam price waterhouse cooper.
Questions :
a. Is corporate governance in India not world class? Support your answer with reference to
Satyam case. (04 Marks)
b. What are the reasons of failure of corporate governance at Satyam Info systems? (04 Marks)
c. What are the essentials of corporate governance as per this case? (04 Marks)
d. What is external corporate governance controls? Was it followed in the case of Satyam?
(04 Marks)
*****
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International Human Resource Management


1 a. What is global integration? (02 Marks)

b. What are the reasons for development of IHRM? (06 Marks)

c. Discuss in detail the approaches to international compensation. (08 Marks)
2 a. Define global leadership. (02 Marks)

b. Elaborate the approaches to multinational staffing decisions. (06 Marks)
c. Define repatriate training. Discuss the steps of repatriate training process. (08 Marks)
3 a. What is international performance management? (02 Marks)

b. Discuss the applications of HRIS in employee management. (06 Marks)
c. What are international recruitment methods? (08 Marks)
4 a. What is repatriation? (02 Marks)

b. Explain the performance management cycle. (06 Marks)
c. Discuss the responses of trade unions to MNEs. (08 Marks)
5 a. Define HRIS. (02 Marks)

b. What are challenges of localization? What are the guidelines for effective responsiveness?
(06 Marks)
c. Discuss the key issues in international industrial relations. (08 Marks)
6 a. What is meant by head hunters? (02 Marks)

b. What are the career issues in repatriation? (06 Marks)
c. Elaborate models of IHRM. (08 Marks)
7 a. What is mastering expatriation? (02 Marks)

b. Discuss the labour standards established by international institutions. (06 Marks)
c. Discuss the methods of performance appraisal of international employees. (08 Marks)
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16MBAHR403

Management by Trust
Virtual organizations have come into existence due to globalization and outsourcing of
various products, processes and services required to be managed by the organization.
Whenever one is managing operations in a different country, success depends upon the trust
that one deposes in one’s employees. Organizations generally maintain core–competencies
and outsource the remaining functions that may be economical. The establishment of virtual
teams as an organizational way of life is a reality. Managers have discovered that managing
employees virtually is not the same as managing them when they are physically present.
There are certain problems that have surfaced. A cultural and language difference leads to a
wrong perception, paving the way for conflicts among employees of different countries and
ethnic groups. It is much easier to hide errors and problems sweep misunderstanding under
the rug, and make erroneous assumptions when you are communicating via emails and
phones rather than in person. The snowball effect of these is disastrous.
Your employees have to know that your door is open, and you must go out of your
way to accommodate cross-cultural differences. To boost trust in virtual teams, the
following strategies are recommended :
i) Develop face to face contact among subordinates and boss is highly recommended
ii) Set clear organizational goals :
The manager should allow people to interact within the context of the team and the task.
The team can handle diversified task without eroding the trust and achieve the stated
organizational goals.
iii) Recognition :
The team leader should recognise the success, and Prase the hard work put in by his
colleagues even if he is not in physical contact. The recognition promotes trust.
iv) Feedback :
A virtual team needs regular input on how it is doing. Managers, who are perceived as
fair and trustworthy, are usually those who provide feedback to subordinates on their
performance.
v) Showcase competence :
When managing the virtual team, all members should clearly understand their individual
roles and the roles of teammates together. Then they will be able to showcase
competence.
vi) Develop understanding :
Virtual teams must often overcome language barriers, and know diverse ways of doing
business. Understanding different cultures, faiths, traditions and the very way of life is
necessary for members of the virtual team. Each member must respect the sentiments of
others. That is how the trust is built.
Questions :
a. What are the reasons for existence of virtual organizations? (04 Marks)
b. What are the issues and challenges faced in managing a virtual organization? (04 Marks)
c. Why mistrust is generally developed in cross–cultural organizations? (04 Marks)
d. Suggest an effective strategy for managers of virtual organization. (04 Marks)
*****
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Maharaja Institute of Technology Mysore

VTU Question Papers

“Master of Business Administration”

LIBRARY & INFORMATION CENTER

Time: 3 hrs. Max. Marks:80

2. Question No. 8 is compulsory.

1 a. What you mean by MBO? (02 Marks)

2 a. What is delegation? (02 Marks)

3 a. What you mean by empowerment? (02 Marks)

4 a. What is individual behavior? (02 Marks)

5 a. Define motivation. (02 Marks)

6 a. What is job related attitude? (02 Marks)

7 a. What is the difference between leadership and management? (02 Marks)

8 Case Study: (compulsory)

First Semester MBA Degree Examination, June/July 2018

Time: 3 hrs. Max. Marks:80

1 a. What do you understand by ‘Division of work’? (02 Marks)

2 a. Enlist the applications of MBTI in organizations.

3 a. What is ability? How do you classify individual’s abilities? (02 Marks)

4 a. What is democratic leadership? (02 Marks)

5 a. Mention different job related attitudes. (02 Marks)

6 a. What is span of management? (02 Marks)

7 a. Compare Type ‘A’ and Type ‘B’ personality. (02 Marks)

Raghav is an HR manager of a medium sized service organization which runs a multi-

First Semester MBA Degree Examination, June/July 2018

Time: 3 hrs. Max. Marks:80

1 a. Define Managerial Economics. (02 Marks)

2 a. Define Elasticity of Demand.

3 a. Define opportunity cost. (02 Marks)

4 a. What is a monetary policy? (02 Marks)

5 a. What is Descriptive pricing? (02 Marks)

6 a. What is a Union Budget? (02 Marks)

7 a. What is National Income? (02 Marks)

Time: 3 hrs. Max. Marks:80

Note: 1. Answer any FOUR full questions from Q.No.1 to Q.No.7.

1 a. What do you mean by accounting cycle? (02 Marks)

i) Ramesh started business with cash Rs.50,000 and stock of Rs.60,000.

2 a. How do companies window dress their financial statements? (02 Marks)

3 a. Differentiate between trade discount and cash discount. (02 Marks)

4 a. What are the causes of depreciation? (02 Marks)

Particulars Debit (Rs.) Credit (Rs.)

5 a. What is the difference between journal and ledger? (02 Marks)

6 a. What is meant by net profit ratio? (02 Marks)

Liabilities 2015 2016 Assets 2015 2016

Following additional information has also been supplied to you.

First Semester MBA Degree Examination, June/July 2018

1 a. Define the term accounting. (02 Marks)

(iii) Purchased goods for cash ` 50,000.

2 a. What is Contra entry? (02 Marks)

3 a. What do you mean by Financial statement? (02 Marks)

4 a. What is Solvency Ratio? (02 Marks)

5 a. What is accounting standard? (02 Marks)

7 a. Who is an assessee? (02 Marks)

First Semester MBA Degree Examination, Dec.2017/Jan.2018

Time: 3 hrs. Max. Marks:80

Note: 1. Answer any FOUR full questions from Q1 to Q7.

Subject Age Pressure

8 CASE STUDY [Compulsory]

First Semester MBA Degree Examination, June/July 2018

Time: 3 hrs. Max. Marks: 80

3. Provide statistical table.

3 a. Define the terms decision, decision theory. (02 Marks)