MAY 2009 Ql) a) Define the term Entrepreneur & Intrapreneur, explain the attributes of a successful entrepreneur?

[15] b) Illustrate the role of entrepreneurship in Indian Economy. [10] Q2) Write an essay on the role played by DIC & SISI for the development of entrepreneurship? [15] Q3) What do you mean by term business idea, explain the Government procedure involved in it? [15] Q4) Explain the role of Central Government & State Government in promoting Entrepreneurship in India? [15] Q5) Explain the prospects of women entrepreneurship in India? Q6) Why do entrepr~neurs fail in their venture, according to Peter Drucker? Q7) Short notes (attempt any 2) a) Entrepreneurial culture. b) lOBI & ICICI's role. c) Fiscal & Tax concession. d) National Entrepreneurship Development Board. MAY 2008 NEW [15) [15) [15]

Ql) a) Elaborate the evolution of the concept of entrepreneur. [10] b) How does entrepreneurial culture affect entrepreneurship. [15] Q2) What do you mean by business planning process? Explain its steps. [15] Q3) Write an essay on the role played by IUBI & ICICI to promote entrepreneurship development. Q4) Explain the significant role played by EDll & NEDB. Q5) What are the major pitfalls by peter Druckes? [15]

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Q6) Elaborate the reasons for low women entrepreneurs in Indian contest. [15] Q7) Write short notes on (Any 2): a) Employment development. b) Environmental Analysis. c) Fiscal & Tax concessions. d) Problems of women entrepreneurs. MAY 2008 OLD Q1) a) Discuss the role of the Government both at the Central and State level in motivating and developing entrepreneurship in India. b) “Developing countries like India need imitative entrepreneurs rather than innovative entrepreneurs”. Do you agree? Justify your answer with

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examples. [15] Q2) What are the reasons of very few women becoming entrepreneurs in a developing country like India? Whether Indian women entrepreneurs have now made an impact and shown that they too can contribute in economic development of the country? Discuss with examples. [15] Q3) Answer ANY THREE. [15] a) Characteristics of a successful entrepreneur. b) Explain the concept of risk. How it is related to entrepreneurial functions? c) Write a note on organizations that promote women entrepreneurship in India. d) Distinguish between‟ Entrepreneur‟ and‟ Intrapreneur‟ . e) Briefly mention what are the „Objectives‟ and „Functions‟ off DBI. Q4) Explain the concept Business Environment and discuss how to scan the environment and identify Business Opportunities. Illustrate your answer with reference to „Travel and Tourism OR Event Management Venture of your choice. [15] Q5) Write explanatory notes on the following. a) Entrepreneurial Culture. Or [15] Four Entrepreneurial Pit-Falls b) Pro.ject Appraisal , or Venture Capital Funding Q6) Explain the role of SIDBI and District Industries Centres (DICs) in entrepreneurship development. [15] Q 7) Mr. Rahul a fresh graduate in food technology has developed a novel food product; viz. Coconut Water Composite [CWC] based o.n the indigenously developed technology. The product has been tested by the government food testing laboratory and certified fo.r human consumption. CWC is very tastey and energetic. It do.es not contain any preservatives and does not deplete underground water reservoirs. Mr. Rahul plans to. introduce this novel product as a challenger substitute to. „Pepsi and Coca Cola‟ cold-drinks. Prepare a comprehensive advertising and marketing plan fo.r launch of this product nationwide. State your assumptions clearly. [15] DEC 2008 1.What are the qualities required by an entrepreneur? How can the problems & opportunities in a business be identified? [10] [15]

Q. 2) Discuss the nature, scope & importance of banks in the entrepreneurial development of the country. [15] Q. 3) Elaborate the role of state Government in providing incentives, subsidies, grants & tax concessions to the entrepreneurs & new ventures. [15]

5) Explain the role of ICICI in promoting entrepreneurship development. 4) What measures do you suggest to promote women entrepreneurship? Q. Q1) Write short notes on (Any two): a) Entrepreneur V s Entrepreneurship. c) Export oriented units. Drucker. MAY 2007 Q. Entrepreneur.4 Elaborate business planning process.1 a) Define entrepreneur & entrepreneurship. OCT 2007 Ql) a)Define the term entrepreneur.that entrepreneurship is more suitable for young & unmarried „women”. in detail. Reasons for low women entrepreneurs. Push factors & Pull factors. [15] Q7) Write short notes on (Any Three): SFC Entrepreneurial Culture. Comment. [15] Q. 6) “Developing countries need initiatives rather than innovative entrepreneurs”.2 [10] [15] [15] [15] What are the problems & prospects for women entrepreneur in India? 15] Q.3 “It is remarked that entrepreneurial culture has olt of impact on entrepreneurs”. What are the attributes of an entrepreneur? . Q. [15] Q. What are the qualities required for becoming an entrepreneur? [15] b) Explain the role played by an entrepreneur in Indian economy. [15] [15] [15] Q4) “It is remarked.‟ [15] Q2) Define business idea. [15] Q3) Explain the entrepreneurial pit falls according to Peter. Do you agree? Justify.Q.Do you agree? Justify. d) Reasons for low women entrepreneurship. [15] Q5) What is the role played by Central & State Government to promote entrepreneurship? Q6) Elaborate the schemes offered by Commercial banks for development of entrepreneurship. [15 . [10] b)Explain the role played by an entrepreneur in Indian economy. b) NIESBUD. Elaborate the problems & opportunities for an entrepreneur.

6 Q.D. B) Entrepreneurs are born and not trained comment on above with the reference to .S. and many other dreasons as debts etc has come to take a serious view of this important activity which being neglected and relegated to other more lucrative industrial .I Units in India. Entrepreneur Vs Manager NIESBUD MAY 2006 1) Discuss the “Culture of Entrepreneurship” and its role in economic development of a nation. What factors contribute to nurturing such a culture? 2) A) discuss the role of women in entrepreneurship and attributes of a woman entrepreneur B) What are the problems faced by women entrepreneurs in India? What measure would you suggest to overcome these? 3) The phenomenon of Liberalization.P.Q.is the formers. a) how can agriculture be viewed as an entrepreneurial venture? Attributes are necessary in a small scale farmer entrepreneur? b) In order to remove complete dependence on crops alone a activities need to be augmented b the other supplementary activites. e) Role of educational institutes in promoting entrepreneurship 5) India is mainly an agrarian country. Recent times have seen a spate of suicides by many former due to failure of crops.P.D. privatization and globalization has created a favorable environment of entrepreneurship in India. What activities would you propose which will help farmer survive the loss of crops? c) Design a short Entrepreneurship development programme for farmer.5 Explain the significant role played by DIC & SISI for the development of entrepreneurship.P(Entrepreneurship Development Programmed) and its conduct. 4) A) Describe the contents of a typical E. Write short notes on (any 2) Entrepreneurial pitfalls.‟s 5) Write short notes on any three A) Social factors affecting entrepreneurship b) SIDBI c) Project planning d) Sickness of S. [15] Q. Critically examine the above statement and suggest how the youngsters can make the best use of this. and its major G.E. .D. Small agricultural activity hence needs to be viewed as an “Entrepreneur venture” and the small farmer as an „agricultural entrepreneur‟ Keeping this conceptual theme in mind answer the following requirement. Reason for low women entrepreneurs.7 a) b) c) d) Elaborate the role played by various financial institutions in Indian context.

training and developing entrepreneurs in India: a) EDII. Que 4) Discuss the role and importance of the following institutions in promoting. 2) All questions carry equal marks. . a) Special credit facilities by banks for entrepreneurs.OCT 2005 Que 1) Define „ Entrepreneur‟ and discuss the essential attributes of an Entreprenur. Manager. with suitable examples. What is the role of entrepreneur in Indian economy. Que 3) Define environment and discuss the impact of the liberalization. Q5) Discuss the fundamentals of a good feasibility plan. Q4) How does Environmental Analysis help in search and scanning for business ideas. Explain why traditional corporate management has not beenconducive to intrapreneurship. Entrepreneur Vs. Give some reasons why an individual entrepreneur might succeed in bringing a product to the market where the government or a large corporation might fail. privatization and globalization measures on entrepreneurship development in India. Do you consider women to be better entrepreneurs than men? If yes why? If no why ? Que 6) Write short notes. b) NIESBUD c) IEDs / CEDs. Q3) What factors present in our society could account for the differences between male and female entrepreneurs today. Q2) Compare and contrast between Entrepreneur Vs. Cite suitable examples. Discuss business pressures that have led to increasing emphasis on intrapreneurship. b) Four entrepreneurial pitfalls. Why or why not. loans. How would you go about monitoring and evaluating the new products being offered by existing companies? Is this a viable technique of generating new ideas. with special emphasis on their liberalized schemes of assistance for working capital and long term. MAY 2005 1) Attempt any four questions. What changes do you foresee in this pattern 10 years down the line. Q1) What is entrepreneurship. Que 2) Illustrate the role of financial institutions in promoting entrepreneurship development in India. Intrapreneur. Que 5) Discuss the problems and prospects of women Entrepreneurs in India. Explain the major components of a feasibility plan. c) SISI d) Entrepreneur Vs Manager.

Q6) what is the role of central government and state government agencies in promoting entrepreneurship. Entrepreneurial culture Venture capital funding Four Entrepreneurial pitfalls NIESBUD District Industries centers . 3. 2. 5. 4. Q7) write short notes on any 3 1.

had management considering whether this choice had . its products in 200 countries and employed 44. ballpoint pens. Q2) Explain the concept of country risk analysis. razors and razor blades. disposable lighters. Should it continue targeting emerging markets or not? Its strategy to move aggressively into markets in the developing world and the former Soviet bloc had been hailed as a success only a few years before. Astra‟s relatively strong position in export markets ~n East Europe. 2) Attempt any three questions from section-I. Russia was already a success story. e) Global sourcing and its impact an Indian Industry. c) International market selection. and the rest of the world (35 percent). moving into lines such as home permanents. .MAY 2009 I) Section-II (case study) is compulsory.2 billion people use Gillette products every day. Q4) What are the various methods of payment available for settlement of international trade? Explain the working of a letter of credit and list all the types of L/Cs. By the end of the twentieth cent~ry. Western Europe (35 percent). In the mid-1990s. Gillette had grown into a global corporation that marketed. a 10caI. privately owned razor blade company. Recent poor earnings. The Boston-based firm was founded in 1895 and is still best known for its original products. Comment on socio-economic risk and its management. Q5) Write short notes on any three : a) International Monetary Fund. Gillette had formed a Russian joint venture in St. . 3) Each question/rom section-I carries 15 marks and section-II (case study) carries 25 marks. Gillette‟s move into the Czech Republic had prospered as well and in 1995 Gillette bought Astra. SECTION – I Ql) What are the barriers to internation~l trade? List and explain all the types of barriers to international trade. Gillette targeted several key emerging markets for growth. SECTION – II Q6) CASE STUDY Gillette Targets Emerging Markets‟ As it entered the twenty-first century. b) WTO Ministerial Conferences. Its sales are about equally distributed among the United States (30 percent).t as in other markets in the . and batteries. India and Poland. d) 2004-09 EXIM Policy.000 people worldwide. Astra gave Gillette expanded brand presence in the Czech market. Gillette faced a difficult choice. Gillette sought growth through product diversification. China. Among them were Russia. About 1. Africa and Southeast Asia proved a boon to Gillette in those markets as well.Petersburg and within 3 years Russia had become Gillette‟s third-largest blade market. Jus. As markets matured in developing countries. been a wise one. Q3) What do you mean by Multi National Enterprises? Explain all t~e advantages and disadvantages of MNEs from the point of view of MNEs as well as the host country. however.

back in the developed world. Unilever. Q2) What are the features of a profit centre? What are the advantages and disadvantages of profit centre? Q3) What do you understand by ROI & EVA as performance measure for Investment centres? Compare the merits and demerits of the two? Q4) What do you understand by Goal Congruence? Give examples and explain problem of Goal congruence faced by multidivisional companies at different levels. What are the dangers to Gillette of targeting emerging markets? 3. . lowertech doubleedge blade. MAY 2008 Instructions to the candidates: 1) Attempt any Four questions.consumers used the older. c) Just in Time. Russia and Latin America. A financial crisis that began in Thailand quickly spread across Asia. privately owned companies like Astra want to sell out to companies like Gillette? Why are such companies attractive acquisitions to multinational firms? 4 What global strategy would you suggest for a company such as Gillette? Explain your choice. Ql) Explain with diagram Griesinger‟s Cybernetic Paradigm of the Control Process. . 70 percent of East European blade . Many wary investors responded by pulling money out of other emerging markets as well depressing economies across the globe. In Russia. Some even suggested that this was a good time to expand in the emerging markets by buying up smaller competitors that had been hurt even worse by the crises. consumers appreciated product innovation and the shaving market had moved to more hightech systems such as Gillettes Sensor. Discussion Questions 1. 2) All questions carry equal marks. Why do companies such as Gillette target emerging markets? Do you agree with this strategy? 2.developing world. The price of Gillette shares tumbled 36 percent in 6 months. announced that it would be entering the razor market. In more developed markets.) Then disaster struck. Gillette planned to close 14 factories and layoff 10 percent of its workforce. another large global consumer products firm. wholesalers could not afford to buy Gillette products. Why would local. Meanwhile. Gillette found it could not meet its projected annual profit growth of 15-20 percent. Bad economies meant slower sales for Gillette. Consequently. Gillette was still moving ahead with plant expansion plans in Russia and Argentina that would total $64 million. these products disappeared from retail stores and Gillette‟s Russian sales plummeted 80 percent in a single month. To save money. Despite its recent bad experience in developing countries and in the former Soviet bloc. especially in Asia. b) Value Chain. Q5) Write short notes on: (Any Three) a) Internal Audit.

In view of the loss. What are . c) Rewards. and it is estimated that 50% of the costs are variable and the remainder are fixed.d) Activity Based Costing. with the exception of salesmen‟s expenses. Q6) National Ltd is a wholesaler who sells its products to a wide range of retailers. should the North area be closed? MAY 2008 NEW Instructions to the candidates: 1) Attempt any three questions from Ql to Q5. [18] a) Management Style and Culture. e) Two step Transfer Pricing. All of the selling costs are fixed. Ql) Explain the Informal Management Control System structure with detailed discussion on the following sub-systems. b) Infrastructure. South Midlands North (£) (£) (£) (£) (£) (£) Sales 900 000 1000 000 Cost of goods 400 000 450 000 Sold Gross Profit 500 000 550 000 Fixed selling Costs: Salesmen‟s 80 000 100 000 120 000 Total (£) 900 000 2800 000 500 000 1350 000 400 000 1450 000 Sales office and Management expenses 40 000 60 000 80 000 Advertising 50 000 50 000 50 000 Salesmen‟s expenses 50 000 220 000 60 000 270 000 80 000 330000 Headquarters administration expenses 80 000 90 000 90 000 warehousing 32 000 36 000 36 000 costs Total costs 332 000 396 000 456 000 1184 000 Net profit (or loss) 168 000 154 000 (56000) 266000 The products are packaged and despatched from a central warehouse. The estimates of the costs and revenues for each sales territory for the next accounting period are as follows. and have been apportioned to sales territories on the basis of sales value. d) Coordination and Integration. Q2) Explain the nature of Activity Based Costing and compare it with Traditional Costing. e) Control Process. the Midlands and the North. Marketing is done through three geographical areas: the South. All of the administration expenses of the headquarters are common and unavoidable to all alternatives. 2) Q6 is compulsory. 3) Figures to the right indicate marks. which are variable with sales revenue.

Q6) Actual performance data of 5 divisions of XYZ Ltd. Marks: 70 . decides to make an investment in Fixed Assets costing Rs. there will be a reduction in annual profits by Rs. a retrenchment strategy and sells a plant reducing fixed assets by Rs. Charge on usage of Current Assets is 50/0 and Fixed Assets is 10%. Lakhs) Division Profit Average Current Average Fixed Assets Assets A 80 90 400 B 60 190 450 C 50 350 550 D 105 200 800 E 155 200 800 a) Compute ROI for each division. 1 Crore. b) Management Audit. [18] Q4) What do you understand by goal congruence? Explain the importance of achieving goal congruence in designing Management Control Systems in following Sub-systems. c) Allocation of Head Quarters‟ expenses on different divisions. d) Annuity Depreciation. 3) Figures to the right indicate full marks. 5 lakhs. are as follows.the four different levels of activities used in ABC to allocate costs? What are the benefits of ABC? Give examples to show how ABC is superior to Traditional Costing and how it leads to more accurate management control of product costs. [18] Q5) Write short notes on any Three a) Control Systems in Service Organizations. c) XYZ Ltd. What will be the effect on ROI and EVA of each division? Comment on the results. e) Engineered and Discretionary expense centres. b) Compute EVA for each division. This investment is expected to produce profit of Rs. 75 lakhs. 2) Attempt anyone from 7 & 8. c) Strategic Planning and Management Control. b) Profit Centres / Transfer Pricing. d) If XYZ decides in a declining market. 10 lakhs per year. what will be the effect on ROI and EVA of each division? Comment on the results. a) Staff welfare & Rewards System. [18] Q3) In deciding on the investment base to be used in evaluating managers of Investment centres what practices best measure the performance of the unit as an economic entity? Give pros and cons of different practices related to current and fixed asseis measurement. (figures in Rs. [16] DEC 2008 Time:3Hours] Instructions to the candidates: 1) Attempt any three questions from 1 to 6.

20 per unit. Variable cost Rs.000 to 6. in case of situations discussed in 1 & 2 above. 6) Compare (any three) : a) Profit center and revenue center . company has established a transfer pricing policy such that‟ B‟ shall pay actual full cost plus 50% of profit division. b) Incase demand from division B goes up from 4. d)”Engineered cost and budget” and “Discritionery cost and budget”. Justify your answer with suitable examples: [18] Q. “A” supplies part of its produce to „B‟. How one can resolve this conflict? Explain with suitable example. b) Rolling budget and zero based budget. Given below the sales and cost data for division‟ A‟. [18] Q. [18] Q. Q. variable cost ofRs.000 units and division agrees to pay 60% of profit instead of 500/0 agreed earlier. hierarchical. Elaborate the role played by each of its elements.e. 4) Discuss the advantages and disadvantages of strategic planning.20 per unit (based on volume of 4. However in view of demand from division “B”. [16] [18] [18] .30 per unit (excluding transfer price) and fixed cost ofRs.000 units External sales @ Rs.800 units).” [18] Q. Offer your comments on suitability of approach.1 & 2. Compute transfer price in this situation. 5) Discuss the cause-effect relationship among the four perspectives of balanced score card.250 per unit.compute profitability of division „B‟ in both the above discussed situations‟. Required: a) Compute the transfer price per unit need to be born by division „B‟ in the Present circumstances. d) Given selling price of final product by „B‟ is Rs. c) Compute profitability of division‟ A‟. Q. To keep motivated both the divisions. One of its division “A” produces a product. f) Traditional costing and ABC.000 units.150 per unit 6. „A‟ would have made. c) MCS in a manufacturing unit and for a project.000 units Internal transfer as per TP policy 4. organizational..Q. if it would have sold the product in open market. 2) In a typical organization one can observe goal conflicts arrising out of different roles its people play/assume i. Give suitable example. Elaborate scope of management control systems. Volume per annum 10. What role it plays in performance assessment of responsibility centers. 7) ABC Ltd is a multidivision integrated company. 3) Explain input-output relationship. functional. an individual.80 per unit Fixed cost Rs. l) Explain the control process thoroughly. e) Financial and Non-financial measures. which is being sold in open market entirely.

7 will carry 25 marks. TRIMS and DSBs. Explain TRIPS. country risk evaluation? Which are the three worst types of risks? And why? [15] Q3) Write all you know about „World Trade Orgallisation‟. but there is overspending in division M by Rs. 2) Question No. Mittal Ltd has two divisions M & N. c) at cost plus a margin of 25% . d) World Bank .) M N Company Sales (outside only) 16.6. e) Methods of Payment. d) at market price. 1 to Q.Stu{(vJ is compulsory.7 (Case.000 (Internal + outside sales) Profit 20. What strategies should be deployed for successful entry? [15] Q 7) P1ease scrutinise the enclosed case study & answer the questions at the end of case study [25] CASE STCDY . Division M sales two third of its produce to division N and rest in the open market.000 is given as under: (Amt. Mis.000 20. [15] Q4) How do trade blocks function? Illustrate with two examples.‟ b) Balance of Payment. 4) Question No. 6 will attract maximum of 15 marks each. Describe their process of achieving Globalisation.000 64. in various stagcs.Q5) Wrrite Short Notes on (Any three) : [15] a) Balance of Trade. Cost and revenue of these divisions and that of company for year 2. [16] OCT 2007 Instructions to the candidates: 1) Please attempt any three questions from serial No.000 Cost of manufacturing 24.000 There is no opening or closing stock.~ a) at cost. f) EXIM Policy. 3) Answers from Q.Q.3.000 48. b) at cost plus a margin of25%.in Rs. What are tariff Nontariff & trade barriers? [15] . You are required to find out profit of each division and that of company under following options of transfer prices. c) IMF. Q6} Describe the various methods used for evaluating & selecting countries as markets. Ql) Using the example of a suitable company.1 to serial No.000. [15] Q2) Analyse the factors that affect a.000 44.

Some of these Indian subsidiaries are even clocking double-digit growth even when their parent companies are recording losses.000 to 5. Global sales for Siemens (Siemens AG) has decreased by 3. companies have to reassess their existing investments and business portfolio. indian subsidiaries for the MNEs in non:-consumer goods sectors such as engineering and pharmaceuticals are also showing the same phenomenon. many LDC governments prefer the entry of smaller companies because they may be more willing to yield to host -country wishes. this phenomenon is not restricted to that sector only. Generally. increase c01npetition because of their numbers. new opportunities arrived. and so on as a set of characteristics describing the different.Low manpower cost in manufacturing has helped the Indian subsidiaries very much.4 per cent m 2002 (total sale in 2003 was only $83. are all beating their parent companies on the pelformance scale. and supply smaller-scale technology more suited to LDC needs. International Business At the same time. the number of new MNEs is growing at about 4. With increased competition. gained importance. the diminished role of national governments in designing the rules for international governance. Because they are assumed. Manufacturing Efficiencies Production of goods and managing supply chain effici~ntly has also helped Indian subsidiaries of the MNEs to contribute more to their bottom line. On the flip side. opening up of the Indian economy and moderately high growth rate have attracted new competitors. their commitment to competition as well as the internationalisation of consumer and fmancial markets. l‟vfN”Es arc always searching for ways to reduce costs to improve bottom line. Those businesses. we have seen a rise in outsourcing to India Along with this. intensive competition and poor economic conditions prevailing in most economies. In fact. These are generally smaller companies with smal1er foreign investments. subcontractors and partners. dimensions df the process. a new phenomenon is also gaining ground. Though. Nestle. Many of the Indian subsidiaries of major MNEs like ABB. Yet another viewpoint analyses the different dimensions of internationalisation asclibing the internationalisation of corporate strategies. many of the Indian subsidiaries still do that. with the opening up of the Indian economy. they have to do less to justify their entry and operations. Changing Global Dynamics With rapid globalisation.000 per year. which these companies have gTabbed successfully.Localisation of Global Companies: Korean Experience Countries tend to be more concerned about large companies than small ones because of their greater potential impact on national economic and political . But not all companies operation internationally is large. Though the vast Indian market of billion plus population holds great opportunity for the consumer goods companies. A few economists refer to internationalisation as a surrogate to indicate the level of cross-border production by Multi-National Corporations (MNCs) and their network of affiliates. Internationalisation is viewed as a process leading to the outcome of a competitive environment that in turn induces efficiency in production and optimality in resource allocation. Samsung. in particular.India‟s advantage of availability oflow cost skilled labour. Superior Performance from Indian Subsidiaries In the past. and India is fast emerging as the growth engine for MNEs. to name a few. The restmctnring has left the Indian subsidiaries in a better position to move ahead of competition. LG. to have less impact on host societies. it was the Indian subsidiaries of theMNEs who had to depend on their parent companies for financial support. Siemens India benefited by shedding its excess workforce and . and Siemens.784 million) while the Indian subsidiary of Siemens showed an increase in net sales by 13. were sold or hived off. objectives.8 per cent. countries often treat their entries differently. As a result. Further. where returns on investments were not high and were not contributing significantly to their overall profit.

Some of these companies have also found huge success by entering the vast rural market. It has since then started grading its suppliers on several. Customer-Driven While MNEs like Kellogg‟s failed to understand the Indian consumers. under which top Siemens executives acting as customers would call up executives of various centers at different times. Hyundai is planning to make Hyundai India as the global sourcing base for Santro. in generating more revenues and profits.reorganising its workforce has been able to reduce its costs. Strategic . The company ~Iso initiated a mystery call~r competition. Nestle India launched a low priced (Rs 2) liquid chocolate. with the ultimate aim to achieve Six Sigma Quality. Its Plasma range airconditioners with their unique Gold Fin technology offer air-filtering benefit. One such customer related programme is the Key Account Management (KAM) concept. The outsourcing from Siemens India now contributes 21 per cent of its consolidated revenues. Localisation of products and knowing what the Indian consumers want worked well for the consumer goods companies. generate and monitor customer feedback. Both Samsung and LG have launched TV sets with more than 800 watts „of sound. one key‟= executive is responsible for getting business from all divisions of that customer. ensuring quality. Siemens India is now also becoming increasingly significant. LG has launched low-priced TV such as Cine plus. In the KAM concept.turing. where the consumers are price conscious.000 to 2. The efficiency of Hyundai India‟s operation at its Chennai plant has made the top management of its parent company in South Korea to send 2. Siemens has also reduced -its number of vendors from 20. two or more. relentless focus towards the Indian consume~s has enabled these companies to increase their sales. contributor to Siemens AG.000 managers and workers from its plant to Seoul to study Indian subsidiary‟s operations. work ethics to its suppliers. Hyundai Accent has a powerful engine and sleek interiprs at an attractive price range. This is a result of findings by both the companies that Indians like more volume on their TV sets because famili~s often watch in noisy environment. With the end-consumers in mind. Earlier the sheer number of vendors complicated the process of checking. It even redesigned indirect sales channels. called Choc stick to cater to the price conscious customers. a customer was being approached by people from. the company has introduced several programmes to seek.000 with plans of further reducing them. branding and pricing. which resulted. Cummins India now exports to China and Mexico. divisions of the company. be it in the entry ievel. and delivery time. Samsung has washing machines with unique „sari guard‟ and a memory restart:. manufac. As a result. For the lower-end market. feature that is ideally suited for India where there are frequent power cuts. and improve response time. . At the factory level. Hyundai India has the best-integrated manufacturing plant amongst the Indian subsidiaries of the MNEs.parameters. Samsung has learned this aspect quickly and that it is very important for them to live to the expectations of the Indian consumers to stay on in Indian market. LG has followed kaizen in its Indian manufacturing plants. which has a positive impact on their revenues and profits.. marketing. Siemens was able to maintain the same efficiency in terms of output level with 50 per cent fewer employees. LG now offers products with unique technology.Wonders Formulating successful strategies and executing them efficiently played an important role behincl these companies‟ profitability. LG has also launched TV s with Hindi and regional language menus. the company reorganised its workforce on the basis of emptoyees‟ ability to handle functions across one or more divisions. LG has also passed on the same. Earlier. In Siemens‟ case. even during lunch hours. These initiatives have resulted in an increase in the number of repeat orders. compared to the normal 200 watts.

6. ~ Samsung as a company. TRIMS and DSB. i:e. That success helped HYl}ndai to establish its brand among the Indian consumers and has allowed Hyundai‟s parent company to introduce more new cars in other segments in India. [15] Q6) What the strategies for Market selection and Entry in the International Market? [15] .Even though Hyundai entered the Indian market only in 1996. LG‟s strategy of promoting its premium models like Flatron helps the brand create. Balance of Trade? (Any 3) [15] Q5) Write all you know about WTO with emphasis on TRIPS. spillover effect from the parent to the subsidiary. it was able to lead in all the three auto segments. Samsung‟s „DigitaIAll‟ campaign has worked in positionmg. C-segment and D-segment. namely B-segment. in which it competes. Hyundai has used the image of Shahrukh Khan in advertising its Santro. This is also considered as the greatest honour ever received for Indian corporates in the professional arena. Hyundai‟s choice of the deluxe small car to enter the Indian auto market instead of a sedan was it brilliant strategic move. which produces high technology products in the minds of the consumers. No. 7′s answer 25 marks. No.The company has positioned its products keeping. Ql) What is Globalization – It‟s forces. No. an image of a high techpology company. dimensions and stages? Select any company as an example and describe their working. 3) Answers from Q.7 (case study) is compulsory. i) What are the factors that may result in higher profitability? ii) What can be the impact of customer driven business practices in: Indian environment? . Theory says the reverse will happen. 2) Question No. [15] Q3) What do you understand by Country Risks? What are the factors that affect? a country‟s risk? [15] Q4) Write short notes on IMF. World B~ Exim Policy. . which was an instant hit among the Indian consumers: ~ CASE DISCUSSION QUESTIONS 1) PareNt corporation is looking at Indian subsidiary for improving their quality of corporate governance and enhancing profitability. Non-Tariff barriers and Trade barriers? What are Trade Blocks – explain 2 examples. No. Marketers of these companies have adopted different strategies for launching products.1 to Q. meaning. Balance of Payment. What is the significance of retail MNEs in natiQnal economy by looking at the experience of Korean MNEs in India? MAY 2007 1) Please attempt any three questions from Q. iii) What are the measures that can be taken by the MNEs to improve their local image in India? There is a growing concern about the opening up of retail sector in India. Methods of Payment in International Trade.in „mind the health conscious attitude of Indians.6 will attract a maximum of 15 marks each. Hyundai had correctly read the gap in the Indian market in that segment. No. [15] Q2) What are Tariff. Q.1 to Q.

And so in terms of brainpower. for which. . This means many companies may not go after the top 1 per cent. and not providing them with the right type of opportunities. at this point of time. We must remember that the IT industry recruits the top 1 per cent of thebrainpower that is available in this country. at least for the next four to five years. Some of the institutions have taken initiatives to get there and some are ~ waiting to see how these experiments shape up. There is also a lot of talk „:. Traditionally. (a) Role ‟Of Educational Institution Clearly there are things that the educational institutions can do to help that. That‟s a lot of people.Q7) Please examine the enclosed case study and answer the questions at the end of the same. But not much seems to be happening in this area. But.3 million jobs will be created in IT and IT -related areas in India. To that extent. This number is small compared to the ones “that go to school. It is only when the academic institutions realise that they are serving „” a certain customer base and they need to fulfil the needs of that customer base and take proactive action internally. As new clients are handing over duties to third party companies rather than to their own subsidiaries. People who score good marks or are more intelligent do get into higher schools. The mistake companies commonly make is to underestimate the human potential that is available. the educational institutions have to change and intensify the courses. and the productivity improvement that happens year after year compensates for the bulk of the increase that happens. which we call outsourcing less important or back-office works to low wage countries like India and China. Forrester (May 2004) says that by 2010. view the industry as their customers and do what‟s good for the industry and get rated by the industry. is adding a dimension to the quickly proliferating outsourcing industry. and they would expand it to the top 5 per cent. 3. The growing demand for backup. Nasscom repOlt (May 2004) predicts that within few years. Unless the academia has that kind of an alignment with customer interests. mirroring the way corporate titans such as IBM and General Electric moved such tasks away from the US several years ago. they feel more comfortable with suppliers who have good backup plans. So it means its the cream of the cream that gets into this industry. the academia seems to say if you want these people you come and do whatever it is to make these people suitable for companies. that the situation would improve. its not going to be uncompetitive. and in countries where they often have little experience. This leads to a new tendency. about the need for the industry and academia to come together so that it will ” eventually help the industry better. and the ones that graduate. for the next several years. its not a factpr ~o worry about. Unlikely. its difficult for them to devise the most appropriate curricula and syllabi. and should be meritocracy-based. its quite unmatched. (b) Rising Demand The huge pool of human resources in India is much talked about and chunk of the human resources from the engineering colleges. The wage increase is only marginal. conservative businesses such as insurance companies and mortgage brokers are contracting out back-office and customer service work. [25] Emergence of New Industry: Story of Indian BPO Trade theories advocate optimum utilisation of resources and reducing the cost of production globally. it appears as though the entire onus is on the industry to do it. Today. The orientation (of the academic institutions) will have to be a little different than the existing one. there will be less supply of qualified human resource in India compared to the demand.

88 crore (Rs.ware exports of Tamil Nadu during 2003-4. Wipro.557. MIT. and other units. including exports from STPI. 1.621.50 crore (Rs. many Indian companies went to recruit but they . and Columbia for recruitment. What are the benefits of MNC‟s operating in developing countries from the point of view of the host country? .were not interested in coming to India and spending some time here. and wanted to be a part of. Cognizant Technology Solutions.58 billion). Tamil Nadu‟s hardware exports crossed Rs. 7.(c) In Search of Talents In order to get a comprehensive mix of capabilities and high talent. 100 crore (Rs. HCL Technologies. companies had to do a different mix in order to make sure they have a good mix of people who have gone from India to study in the USA as well as the local people. 7621 billion) during the last fiscal. and ITES at 8 per cent. They went to Carnegie Mellon. 13. and Tiruchi at Rs. Chennai and its suburbs continued to be the major software exporting locations in the state. (d) Chennai. Tata Consultancy Services was the top exporter from Tamil Nadu. So. The visibility was very high and everybody was suddenly talking about India. according to Software Technology Parks of India. 457.76 crore (Rs. Stanford. followed by consultancy services at 28 per cent. 134. 75. These are all Ivy League schools that attract top talent. Earlier.64 crore (Rs. CASE DISCUSSION QUESTIONS 1. the BPO Hub Offshore projects accounted for over 70 per cent of the total soft. followed by Infosys Technologies. say a GPA of over 3. and people from other countries. and stood at Rs. 118. There is a lot more that gets outsourced to China in terms of manufacturing than to India. and Polaris Software.8. companies decided to look at outside universities as well. A couple of years back. Chennai. but India got far greater share of that visibility. most of them are Indians. 1 billion). MEPZ. Does this analysis help explain the rise of this industry? MAY 2006 Note: 1) Question No 6 (case study) is compulsory 2) Attempt any three question from the remaining question 3) All question carry equal marks 1) Define a multi national corporation. To what extent does the Heckscher-Ohlin theory explain the rise of the Indian BPO industry? 3. Indians somehow seem to have mastered the trade of how to get high GP A. Application software and system software accounted for 60 per cent of total exports. That‟s when people realised that there is so much happening in India. The beginning of 2003 was a turning point when the media turned their attention to off shoring in a big way.6 million). But when a company goes to these schools. followed by Coimbatore region at Rs. Use Michael Porter‟s diamond to analyse the rise of the Indian BPO industry. 7.19 billion) in 2003. it.42 crore (Rs. Tamil Nadu‟s total IT exports stood at Rs.5 or 3. people hesitated to come to India. ask for a GPA-based filtering of candidates. 45.2 million). To what extent does the theory of Comparative Advantage explain the rise of th~ Indian BPO industry? 2. Exports from these locations stood at Rs.

e) Asian development bank. This enabled the company to sell more expensive products at a higher of profit. Canada Japan. Even the recessionary period it sponsored major sporting events and and through world wide advertising kept up its sales.O.. It concentrated on its main line of scissors and blades and expanded the by adopting novel ideas like distribution free razor blades or scissors bank(Shave and save plan) or (Cut and cut the expenditure plan). almost 92% sales are coming from developed market like U. By the end of year 2004. etc. CEL has its overseas revenue from a meager US$50000 to US$140 million. The company began its corporate journey in the year 1995manufacturing of quality scissors used for various application/uses did not loose any time and was quick enough to spread its wings in other countries. What do you understand by a) spot b) forward and c) Swap transaction? 4) The whole universe is a potential market for your products. The company always at global operation right from the beginning. The remarkable strategy adopted by this company is in identifying a for which there was need and develping from the beginning a high product and convincing consumers to buy quality and sophisticated. It kept in close touch with the market and the needs of the and produced new product as demand arose. Within a span of less than 10 years. it had added more procucts portfolio.2) What are the causes of political risk that may impact a firm? What are the different means adopted by companies to deal with the political risks in international business? 3) Explain the mechanics of „Currency Trading‟ in detail. Words. popular among them are razors and blades. d) South East Asian crisis. for its unique products. It was very quick in and extablishing itself firmly in the international markets. Discuss the various market entry strategies that need to be evolved to exploit this potential. Out of the total sales of US$140 million. This is a precise example of a which has remarkable skills and strategies for identifying new product developing them for commercial exploitation..S. One of the main reasons fearing is that in the developing and underdeveloped markets it may able to enjoy the same profit margins as it is enjoying in developed CEL would like to make sure that its presence must be felt in the developing and underdeveloped markets and business contribution from these markets must be enhanced to a large extent without harming the profitability picture. CEL‟ s manufacturing operations. international operaton/business was the part of the plan from inception ot the company and not an afterthought.T.A. . 6) CASE study: cutting edge ltd Cutting Edge Ltd. CEL realized the importance of exports and international operation. The products are market more than 20 countries. 5) Write short notes on any three of the following a) Function and objectives of W. apart from Nashik are in more than 10 locations in four countries. a Nashik based company is globally set up. b) Classical theory of comparative cost. The company considerable market research and design engineering. c) Different types of Letters of Credit. the company has not been able to make inroads in developing and underdeveloped markets.

International Monetary Fund. Some examples in this category weretextile units in Ahmedabad. Q2) Explain the terms: a) Transaction Exposure.s. Management of political risk in international business. OCT 2005 1) Question no. electronic units in Delhi. This resulted in production of a number of goods. Highlight the criticisms leveled against the MNE. Q5) Write short notes on any three of the following.Analyse the case and guide the CEL management in increasing the dales revenue from the less developed markets without hampering the company‟s overall profitability. 6 (case study) is compulsory 2) Answer any three questions from the remaining questions. paper mills in Coastal Andhra and leather units in Chennai. consumer goods firms in Mumbai. Anantapur. some small scale units which were receiving Govt. The earlier sick units became mortal. Consequently. Give one example of each Factor. protection became sick. AP Lightings. Q6) Case Study: The globalization of Indian economy has led to the establishment of a number of large and medium firms as licensing was not necessary. b) Transfer Pricing. c) Q3) Write a note on contributions of multi-national enterprises with reference to the market. . more than the demand in some cases. Non-tariff barriers to international trade. a) b) c) d) e) Global sourcing. steel melting units in Hindupur. 3) All three carry equal marks Q1) Explain the various Factors to be considered while scanning international business environment. Ricardian theory of comparative advantage. Comment on the organization structure of WTO. Q4) Describe the objectives and functions of the world Trade Organisation.

A and Malaysia dumped cooking oil. Further the decline in the employment opportunities affected the purchasing power of the middile class consumers adversely. U. SECTION – II Q6) Explain with examples how the characteristics of rural market segments criteria of segmentation. joint ventures etc. Q1) Discuss the importance of strategic marketing decisions in marketing planning with suitable examples. Q4) Discuss with examples how marketing mix strategies change with in PLC stages of a product. Other quarters of the industry felt that Indian business and industry should learn management techniques and focus on high productivity and low cost. Distribution strategy in declining markets.S.Globalization resulted in the entry of a number of MNC‟s in India through exports. Q3)”Freebies and discounts are aimed at making loyal customers purchase more quantities in advance attracting non-users to try the product. However. Q5) Write short notes on any THREE: a) b) c) d) e) Export pricing strategy Cost strategy v/s differentiation strategy. MLM and ethical issues. In the light of above answer the following questions: 1) 2) Is globalization desirable for the Indian economy? Why? How globalization will benefit the Indian Consumers? 3) Identify the key areas where in the Indian manufactures need to improve to enable them to compete internationally. The policy of globalization was critisized by some. This created a havoc in the market. electronic products etc. in the addition. Critically discuss this statement with examples. International branding. steel. based on various . S. This created like China. Q2) In view of the foreign institutes entering India in near future. The European countries exported milk and other agro-based products.Korea produced goods at a cheaper rate than India. with all major players offering freebies and discounts. this strategy is proving counter productive‟. what strategic options you will suggest to Indian Management institutes to counter the possible competition? Your suggestions shall be based on SWOT ananlysis. These factors created a slump in the market due to excess supply.

sachet packing is contributing to almost 70% of the sales of FMCGs like shampoo and tea. Discuss this phenomenon with reference to typical characteristics of Indian rural market. However. in India.Q7) Sachet packing is normally introduced to ultimately increase the demand for large packing. .

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