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SUBJECT: HUMAN RESOURCE MANAGEMENT
N.B: 1} Attempt all the questions

2} All Questions Carries Ten Marks
Name: Reference Number:

______________________________________________________________________
______
1. How Does An Employer Prove "Job-Relatedness?"

2. What Is the Role of Temporary Employment?
3. What are the yield ratios for each step in the recruitment and selection process? What are
the
implications of these ratios for future hiring?
4. Recommend at least three HR planning/recruitment/selection strategies designed to do any
of the
following: (1) improve customer satisfaction, (2) increase the efficiency of the customer
service
function, (3) increase the tenure of the customer service reps. (or decrease the need for
them).
5. Think of a work situation in which your organization uses performance appraisal as a basis
for any
type of personnel decision (e.g., promotions, reductions-in-force, transfer, lay-off, pay,
discharge).
Select a situation with which you are very familiar or ask an acquaintance to answer the
questions.
Respond to each of the items below in this context.
6. Workers‘ compensation programs and the FMLA have proven to be problematic laws for
employers.
Research these laws to determine the recent controversies and proposed solutions.
7. Should public employees be allowed to strike?
8. Drug testing should be conducted for all individuals filling sensitive positions and randomly
for the
entire organization.
Retail Management
Section A: Objective Type (30 marks)
Part One:
Multiple Choices:
1. The minimum value of Conversion ratio is,
a. 0
b. 0.5
c. 2
d. 1
2. The law of retail gravitation is also called,

a. Huff‘s law.
b. Belly‘s law.
c. Philip Kotler‘s law.
d. Relly‘s law.
3. In Huff‘s probability model of retail store location, the exponential ‗alpha‘ denotes,
a. The attractiveness of the store.
b. Power of the store in terms of potential customer located farthest.
c. It is simply a power over the attractiveness of the store.
d. None.
4. If the market has low level of retail saturation then the chances of success in the market is,
a. Higher.
b. Lower.
c. Unpredictable.
d. Extremely lower
Caselet 1
The Branded Jewellery Market in India: An Overview
Brands are built over decades, more so in high-value markets like gold jewellery .The total jewellery
market in India is around Rs.60, 000 crore, out of which the estimated size of the diamond jewellery
market is Rs.8,000 crore, and that of branded diamond jewellery is about Rs.600 crore. For a brand to
become firmly established it must deal with several tangible and intangible factors. It requires focused
advertising, customer confidence, name-recognition, display and astute salesmanship to compete with
traditional jewellers. Success hinges upon how a particular brand can differentiate itself from the clutter.
Most important, affordability and quality are the elements in sustaining a brand. The growth of a
jewellery brand depends on the confidence it can instil in buyers about the purity of the gold, be it 14, 18,
or 22-carat. It also
1. Do you think that an exclusive brand retail store would work in India? Or a mix of formats for a brand?
Discuss.
2. Will the franchisee route to a faster roll-out of retail outlets work for these jewellery brands? What are
the pros and cons?
Caselet 2
Bobcat India Limited revolutionized footwear selling in India. The company hit upon the idea of reaching
customers through exclusive retail stores way back in 1932 and set up its own outlets, which numbered
around 1,200. It was no mean task setting up such a large network of retail outlets, especially when 90%
of them were owned and operated by the company, the rest being dealer-owned and operated. This chain
store format identify has been a strong differentiating factor in the Indian retail sector, being the first of its
kind. Combined with the high quality of the footwear, the brand soon had top-of-the-mind recall and
stayed there for many years. Unit a few years ago, the name ‗Bobcat‘ was synonymous with organized
retailing in India, the only one of its kind.
The company now needs to put together a plan for both its survival and growth on a war footing. The top
management is revisiting its strategies in every functional area to turn the company around.
1. What store format mix would you recommend for the company?
2. Did the company do the right thing by extending the in-store brand to the wholesale channel? What
should it do now?
Consumer Behaviour
Part One:
Multiple Choices:
1. The Yellow color is related with personality links like
a. Caution, warmth
b. Power, informality
c. Passion, excitement
d. Purity, innocence
2. Consumers having high ethnocentric value in CETSCALE for foreign made products are likely to feel
that
a. It is worthy to purchase the foreign products.
b. It is wrong to purchase foreign made products.
c. Only foreign made products should be purchased.
d. They should remain neutral.
3. If the OSL(optimum stimulation level) score of a person is greater than the lifestyle he/she is living
then he/she likely to
a. Take rest
b. Appear quite satisfied
c. Seem bored
d. Can not be predicted.
Caselet 1
The Indian refrigeration industry had apparently reached maturity in the eighties. The introduction stage
could be seen in 1962-66; growth, 1967-80; and maturity 1981-88.Between 1989-90 and 1990-91, the
market grew by 12 to 12.35 lakhs units; in 1992-93 it is estimated to have come down from 12 to 10.39
lakhs pieces. Thus, the decline seems to have begun. Presently, there are six main competitors in the
refrigerator market in India. The industry seems to have structure prevailing in monopolistic competition.
The products at present available in the market are under the brand names of Godrej, Kelvinator, Voltas,
Videocon, BPL and Allwyn. The new entrants to the market like BPL and Videocon with latest ultra
modern refrigeration technology have thrown down the gauntlet to the existing leaders like Godrej and
Kelvinator. A study has been conducted to find out what change have occurred in consumers behavior
due to the emergence of these new challenges, because, for all one knows; a very tough competition has
recently emerged among the industrial giants due to which consumer behavior has undergone drastic
change. The main purpose
1. Due to the emergence of new industrial giants like BPL and Videocon, consumer
behavior has undergone a sea-change. In what ways?
2. Discuss which will be the most effective strategy according to you that will make
Consumer brand loyal in the refrigerator industry.

Caselet 2
Walking down the streets of Delhi‘s Connaught place, capital‘s business heart, Mike Steve, 50 years old
CEO of Macnine shoes (India), was looking at the feet of the busy office goers. The CEO purposely
walked to his office near Super Bazar from the Palika car parking to have a first hand feeling of the
market response to the Macnine shoes, and in general the foot-wear habit of urban Indians. Macnine shoes
brought an image of simple no fuss yet elegant office-going shoes. The shoes, known for its comfort and
reasonable prices shared a good market share in face of competition from Windsor, Red Tape, Lee
Cooper, Woodla
Masters Program in Business Administration (MBA)
Specializations: - Operation Management
Case Study 1 :-
Read the case carefully and answer the questions at the end of the case.
Good Shepherd Home
The Good Shepherd Home is a long-term care facility with an 80-bed capacity
located in San Mateo, California. Mr. Scott, the administrator is concerned bout
rising food costs. He questions whether administration is efficient as it might be
and realizes that food, a "raw material" for his food services, has increases in
price significantly. Mr. Scott decides to investigate food services more closely.
Analyzing last month's purchased items, Mr. Scott summarizes a random selection
of items. Mr. Scott wonders what interpretation he should make about these
typical items. He has looked at 100 stock items and is considering tighter controls
(dozens, cases, pounds, etc.) have been ordered.
Typical Inventory Items
Questions:
1. What is the problem associated in the case?

2. How do you solve the bread problem, which is a perishable good? Could you find
out the optimum size (EOQ) of the bread that must be ordered?
Questions
(a) Looking at the facts of the case, which one of the new technologies
should the company implement? Give reasons for your recommendation.
(b) An operation analyst suggested that company employees shared a "dump on

the clerks" mentality What in your view can be the outcome of such a mentality?
(c) How can you apply what you have learnt lot size reduction, WIP inventory
reduction, and JIT to improve the files situation in this case?
Forecast for March sales using six-months moving average Compare the result
with three-months moving average and one-month moving average. Which result
do you recommend?
Q 6 ) Give two examples (with supporting details) of the impact of technology in

product and service design, in the context of service and manufacturing firms.
Q 7). Would a project management organization be different from an

organization for regular manufacturing in what ways? Examples.
Entrepreneurship management
Section A: Objective Type & Short Questions (30 Marks)
This section consists of Multiple Choice & Short Note type questions.
Answer all the questions.
Part One carries 1 mark each & Part Two carries 5 marks each.
Part One:
Multiple Choices:
1. These entrepreneurs are very much sceptical in their approach in adopting or innovating new
technology in their enterprise.
a. Adoptive or imitative entrepreneurs
b. Fabian entrepreneurs
c. Both (a) & (b)
d. None
2. These entrepreneurs are conservative or orthodox in outlook
a. Innovative entrepreneurs.
b. Drone entrepreneurs
c. Imitative entrepreneurs
d. None
Caselet 1
Mahesh and Raja met while at a Compaq disc production company. Mahesh was in charge of editorial
and
production, Raja ran the sales force. Mahesh decided to start his own company and invited Raja to join
him.
Raja would handle sales and administration, while Mahesh managed the clients and directed
production.MR
communications seemed like a perfect partnership. Things seemed to be going well, and they even landed
a
major project.As time went by; Raja decided that he wanted a ―creative‖ job too. He spent most of his
time
producing Compaq discs rather than looking for new business. Mahesh‟s loyality to Raja made him blind
to
many things that were obvious to others. Because of their friendship, he trusted that Raja was taking care
of
his side of the business. As it turned out, Raja was not very good at the taskshe had taken on. He made
mistakes that reduced expected profits. He was not making new sales contacts, which was supposed to be
the main part of his job. If that were not enough, the feelings that he was letting his friend downmade
Raja
feel even worse. Raja began to avoid talking to Mahesh. He stopped coming into the office. Finally, he
Questions:
1. How could Mahesh and Raja have avoided the problems that led to the end of their partnership?
2. Why is this situation a good example of the difficulty in maintaining partnerships between friends?
E-Commerce
This section consists of Multiple Choice and Short Note type questions.
Part One carries1 mark each and Part two carries 5 marks each.
Part One:
Multiple Choices:
1. Which of the following comes under Global Information Distribution Networks?
a. Fibre optic long distance networks
b. Satellits
c. Both (a) & (b)
d. None
2. ___________is a software program loaded on a PC which allows to access or read information
stored on the internet.
a. Server
b. Browser
c. URL
d. None
3. URL stands for____________
4. HTTP stands for____________
5. HTML stands for ____________
Caselet 1
Entities like giving PR interviews, print ads, local campaigns, FM-ads, posters, etc. The present
scenario of the IT industry was that there was a huge demand in the IT industry with 200% manpower
growth for the year 2006-2007. Therefore, all IT industries were in the hiring phase. Big companies
were looking for new hunting grounds and poaching was common from mid-size companies. Average
industry attrition rate was 14-16%. Lateral hiring had become Titus Technologies was established in the
US in the year 1996, by a young engineering graduate, Nitesh Khare, from India who had come to
Questions:
1. Critically evaluate the Human Resources Policies of ―Titus Infotech‖.
2. What other strategies would you suggest to reduce the attrition rate at the lower and middle levels?
Note: Solve any 4 Case Studies
Case 1: Rover-Honda
Rover, the British car maker belonging to the BLMC conglomerate (later renamed as BL)
faced the problem of survival in the late 1970s. No introduction of a new model for a long time
was a particularly acute problem for Rover. The existing range was tired and incompetent, and,
because of financial weakness, investment had been severely curtailed for a number of years.
Similarly, design resources had been cut and the specialist skills inherited from separate
companies had been protected. BL had excess production capacity, but products with the poor
reputation for quality and reliability. The only solution seemed to be collaboration with foreign
company which could provide its design expertise to Rover.
Honda soon emerged as the likeliest choice. Honda had design strengths in the areas in
which BL had lost expertise and curtailed investment-engines and gearboxes. BL, for its part,
possessed European design studios, something which particularly attracted the Japanese as a
means of improving products by making them more attractive to customer both at home and
abroad. In 1981, BL licensed an existing Honda model for the assembly in the UK--the Triumph
Acclaim. The project involved the purchase of a replica Honda production facility and an
agreement for the supply of major parts. Acclaim became a success in terms of sales in the UK,
but most of the revenue generated went to Honda as a part of the agreement. The image of BL
saw an upturn, though this venture did not have much impact on its capabilities.
Questions:
1. What were the advantages derived by Honda from its relationship with BL?
2. Were there any Commercial risks for Honda in sharing its design skills with BL?
3. What went wrong for Rover in regaining its design capabilities for replacing its existing
fleet of models? Suggest a plan which Rover should have followed in this regard.
Case 2: Honda’s Mixed Model Assembly Lines
Honda has two major car manufacturing facilities in Japan—one at Sayama, north of
Tokyo and other at Suzuka, west of Nagoya. The Sayama plant is oldest one and its two
assembly lines can make up to 600,000 vehicles a year. Suzuka‘s three assembly lines have a
maximum capacity of around 800,000 vehicles a year. The production lines at both the plants are
capable enough of making various models of cars simultaneously. For instance, at Sayama, seven
types of cars can be assembled on the same assembly line – the basic Accord, Prelude, and
Legend, the to-door Legend, the Accord-derived Accord /inspire, Vigor, and Ascot. The main
advantage of the mixed model assembly line is that the declining demand for one model can be
counter balanced with increased demand for others.
Questions:
1. Critically compare the mixed model assembly lines of Honda and Toyota. Which
approach is better according to you?
2. What are the disadvantages of mixed model assembly?
Case 3: Volvo Truck Corporation
Volvo Truck Corporation (VTC) is a vertically integrated multinational organization,

manufacturing the full range of commercial vehicles from cars to trucks and buses. VTC has an
engine plant at Skovde (Sweden), which has three distinct production environments: process,
manufacturing, and assembly. The process environment is in the foundry area, which is a capital
intensive single-flow process implementing a Just-In-Time (JIT) System. Maintenance workers
have to be highly mobile so that they can quickly be at a system breakdown point when the
problem occurs. Teams are linked to distinct process areas-melting, forming, cleaning, core
making, heat treatment, etc. with each having around 50 employees with one supervisor, split
into a number of what they call semi-autonomous work teams. The operator is not greatly
responsible for the quality, maintenance, productivity, and decision making, with total
responsibility devoted to the supervisors. The units have no team leaders, nor do they meet in
any form of quality circle, although they do have some job rotation within, or rather between,
phases
Questions:
1. Why does VTC have different sets of responsibilities for operators in the process,
manufacturing, and assembly departments of its Skovde plant?
2. In which department of the Skovde plant do you find the approach to job design the best?
3. In your view, is it right to appoint team leader like it is done at VTC‘s Umea plant? Is the
concept of a floating ninth person suitable in a facility?
Questions:
1. What were the reasons for Rolls-Royce entering into a JV with BMW?
2. Is it correct for a car manufacturer like BMW to start manufacturing aircraft engines?
3. Why did BMW pull out of the JV despite it being successful?
Questions:
1. Volvo has another assembly plant in Kalmar at a distance of some 450 km from
Sunwind‘s Save plant. Can Sunwind be used by Volvo to deliver floors to its Kalmar
plant according to JIT schedules as it does for its Torslanda plant?
2. Are these positive results due to Sunwind transferring the problems on hand to their own
suppliers?
3. Summarize the pros and cons of the JIT system from the point of view of Volvo and that
of Sunwind?
Global Marketing Management
  This section consists of Multi Choice & Short Note type questions. 
  Answer all the questions. 
 Part One carries 1 mark each & Part Two carries 5 marks each. 
Part One:
1. All the ethnocentric orientations are collectively called______________
2. Which of the following comes under benefits of Global marketing?

a. Endurance
b. Sales Promotion
c. Diversification
d. All of the above
3. The Polycentric orientation is the opposite of ethnocentrism. (T/F)

4. NAFTA stands for____________
Caselet 1
The competitive advantage of nations and the competitiveness of locations have become important
topics in economic policy. Competitiveness is productivity; competitiveness is what the world
economic forum defines as the set of institutions and policies that determine the level of
productivity. There is no single determinant of competitiveness, there‟s no single determinant of
productivity.
Things that matter for example are the macroeconomic stability of a country, the soundness of
institutions whether the judiciary for example is independent or favors particular sectors or
businesses, whether the government acts in efficient ways or in sectarian ways, other determinants of
competitiveness involve market efficiency, labour market flexibility, and financial market flexibility.
The whole growth competitiveness index that is the index that has been used over the least five or
six years by the world economic forum captures the three big concepts: macroeconomic stability,
government institutions and innovations.
1. What are the indicators of global competitiveness? Discuss the new tools to determine global
competitiveness.
SUBJECT: INTERNATIONAL BUSINESS

2} All Questions Carries Ten Marks
____________________________________________________________________________
1.} Select an MNC and an Indian firm. Compare and contrast the strategies they
formulate, they implement and the successes or failures they have come across.
2.} Select one MNC and one domestic firm. Study their organization structures. What
similarities and dissimilarities do you notice between the two?
3.] Place yourself as the financial officer of a company based in Delhi. Your company wants to
set up operations in Dubai but lacks adequate finance to do so. You have several options before
you for raising the necessary finance. List the advantages and disadvantages of each option and
suggest which options you finally choose.
4.} Study the export procedure followed in old economy firms and compare the procedure with
the one followed in software firms in BPO industry.
5.} If you are asked to go on a foreign assignment and are given options of different
countries, which country do you prefer and why?
6.} Study why SAARC countries have not been able to make any progress towards economic
integration.
7.} Identity atleast five Indian companies which are supposed to be ethical in their deals.
Collect their balance sheets for a period of ten years. Study their profitability over the decade.
See whether the statement that ―most successful companies are also ethical firms‖ is true or
false.
8.} Select a neighboring country and study what type of political and legal environments
exist there. Study also the impact of these environmental factors on business in that
country.
Hospitality management
Case I
Developing the San Diego Waterfront
San Diego, California, has a diversified economic base with tourism as an important
component of the economy. The city hosts about 18 million tourists who spent some $6 billion, and
tourism is steadily expanding each year. Most tourists are domestic, although a fair number of
foreigners also visit the city. The attractions for tourists in San Diego are the mild Mediterranean-type
climate; attractive natural setting; beaches developed with resort and park facilities; and major
attractions including Sea World, the world-famous San Diego Zoo and Wild Animal Park, interesting
and well-preserved historic areas, and picturesque shopping districts. A variety of resort and urban
hotels have been developed, the most notable being the historic Hotel del Coronado. The policy of
government, which is supported by most residents, is for the continued but controlled development of
tourism as a major source of income and employment.
Discussion Questions
1. Why is it considered so desirable to develop public and private amenity features on

the waterfront and preserve public access to the waterfront and water views in
urban area? From the residents’ standpoint? From the standpoint of developing
successful tourism?
2. What approach can San Diego take in properly developing its downtown waterfront
area both to achieve economic development objectives and to preserve access to
and along the waterfront and views of the adjacent bay?
3. If the choice of development of a particular waterfront site lies between developing

the site for a high-rise hotel, for which there is proven market demand, or a
waterfront public park for use by both residents and tourists, which do you think is
the best use of the site? What approaches could be applied to achieve both
objectives?
Case II
To Flag or Not to Flag—and If So, Which Flag?
Joy and Bob Brown retired from the military in 1995. They bought a motel near a picturesque
New England town. The Cozy Motel is clearly visible and easily accessible from the turnpike. It has
seventy-five rooms that are in good shape, having just been refurbished, and the curbside appeal of
fresh paint and attractive landscaping adds to the motel‘s presentation.
The motel‘s year-round occupancy is 58 percent, which is about 10 percentage points below
the national average. The average daily rate is $38. The Cozy Motel‘s guests are a mix of business
travelers, who are mostly from companies at the nearby business park; a few retires traveling for
pleasure; an occasional bus tour; and some sports teams.
The Browns have asked several major franchise corporations to submit their best offers. The
best one indicates that the cost of a franchise application fee is $20,000, and that there is a 2 percent
revenue marketing fee and a reservation fee of $4 per room booked by the Central Reservation
System (CRS).
Discussion Questions
1. What would you do in the Brown’s situation? Should they sign a franchise agreement
or not? Make assumptions, if needed.
All the Questions are Compulsory:-
1. Discuss the various provisions WTO has made for the developing countries?
Critically evaluate the impact of WTO on the India.
2. Discuss the present status of technology in India and Indian business

organization. Discuss the role of technology in the development of India.
3. Briefly describe the process of formation of company according to the company

law? Describe the various modes of winding up of companies.
4. Describe the various approaches to international business. Discuss the reasons

why organizations cross borders. Discuss the impact of MNCs on the host country.
5. Explore and explain the cross-culture dimension of international personnel

management
Business Marketing_
Marks : 80
NB.1) All questions carry equal marks.
2) All questions are compulsory.
Q.No.1.write a short note (any two) (10)
a) Customer Retention and Maximization
b) The One-to-One Media
c) The Character of Business Marketing
Q.No.2.What is Business Marketing? Discuss the Character of
Business Marketing (10)
Q.No.3.what is the Market Opportunities in term of Current
and
Potential Customers. (10)
Business Strategy
Case 1
i. What is the best option, in your view, for DD?
SUBJECT: BUSINESS ETHICS

Total Marks : 80
NB.1) All questions carry equal marks.
3} read questions carefully.
4} Figures to the right indicate full marks.
Q1) What is Ethical Analysis and discuss its Application: in Corporate Decision
Making? (10 Marks)
Q2) Define Corporate Ethical Leadership and discuss its nature and features? (10
Marks)
Q3) What is Corporate Social Responsibility? Explain its characteristics? (10 Marks)
Q4) Enumerate and explain the Ethical Implications of Technology? (10 Marks)
Q5) Write short notes (any two) (10 Marks)
a) Ethical Analysis and its Application in Personal Decision Making
CASE – 2 INCORPORATING CORPORATE SOCIAL RESPONSIBILITY INTO STRATEGY AT THE

TATA GROUP
‗In a free enterprise, the community is not just another stakeholder in business, but is in fact, the very
purpose of its existence.‘ This is a statement of the founder of the Tata group of companies, Jamsetji
N Tata. The thinking behind the statement probably drives the corporate social responsibility initiatives
at the Tata group of companies.
The Tata group describes itself as ‗India‘s oldest, largest and most respected business
conglomerates‘, a depiction that seems to be quite justified. The group‘s businesses operate globally
through 98 companies—27 of them publicly-listed—in seven business sectors. There are nearly
2,90,000 employees working in these companies that have about 3 million shareholders. The group‘s
turnover in 2006-2007 was about Rs. 130,000 crore.
Trust besides the J. N. Tata Endowment. Some of the prominent Tata-funded institutions are the
Indian Institute of Science, Tata Institute for Fundamental Research and Tata Institute of Social
Sciences.
Questions:
1. Collect evidence from the case to support the argument that social responsiveness at the Tata
group is closely aligned with its strategic management.
2. How would you respond to critic who says that the Tata group engages in CSR activities to
enhance the reputation of the Tata brand and thereby, benefit economically from its social
responsibility initiatives?
CLINICAL PHARMACOLOGY
MARKS :80
N.B: 1) All case studies are compulsory.
2) All case studies carry equal marks.
CASE STUDY: 1
Rancip co. wants to discover and develop a new drug costs $ 800-1000 million and
takes
longer than 12 years. Clinical development the most important step prior to a drug
entering
the market takes 7 years. Each day’s delay in completing the drug development and
launching the product in the market means a revenue loss of $ 1 million. So they
appoint
Mr. Kate as a project mager and the company expects the company expects the project
management techniques to reduce this increasing cost and time pressure.
Questions:-
Q.1) What are the important responsibilities of Mr. Kate?
Q.2) What are the different stages Mr. Kate will use in the Process to set up the project
and
run it?
Q.3) On what elements will Mr. Kate focus?
SUB: Clinical Research

N.B.: 1) All questions carries equal marks.
1. While understanding headache what are the sensitive to mechanical
stimulations? Explain Migraine & Tension headaches. State the
Limitations of symptoms?
2. What are the reasons of the use of animals for clinical research? How the
Guinea Pigs, Mice & albino rats, the hamster, rabbits & dogs are useful
in clinical research?
3. What are the purpose of Laboratory tests carried out or employ by a
clinicians?
4. What are the diagnostic errors? State the role or ancillary examinations?
5. How are new therapies introduced? What are the objectives of therapy?
6. Write as short note on : ( Any 2 )
COST & MANAGEMENT ACCOUNTING

CASE STUDY : 1
J P Ltd manufacturers of a special product, follows the policy of EOQ for one of its
components. The
components’s details are as follows.
Purchase price per component, Rs 200
Cost of an order Rs 100
Annual cost of carrying one unit in inventory,
10 per cent of purchase price
Annual usage of components, 4000
The company has been offered a discount of 2 per cent on the price of the component
provided the lot size is
2000 components at a time.
Q1) You are required to compute the EOQ?
Q2) Advise whether the quantity discount offer can be accepted (assume that the
inventory carrying cost
does not vary according to discount policy).
Q3) Would your advise differ if the company is offered 5 per cent discount on a single
order?
Q4) Explain the term EOQ?
CASE STUDY : 2
In an engineering concern, the employees are paid incentive bonus in addition to their
normal wages at
hourly rates. Incentive bonus is calculated in proportion of time taken to time allowed, of
the time saved.
The following details are made available in respect of employees X, Y & Z for a
particular week.
XYZ
Normal Wages (Per hour) (Rs) 4 5 6
Completed units of Production 6000 3000 4800
AN ISO 9001 : 2008 CERTIFIED INTERNATIONAL B-SCHOOL
Time allowed per 100 Units
(hour)
0.8 1.5 1.0
Actual time taken (hours) 42 40 48
Q1) You are required to work out for each employee the amount of bonus earned?
Q2) Explain the term incentive?
Q3) You are required to work out for each employee the total amount of wages
received?
Q4) You are required to work out for each employee the total wages cost per 100 units
of output?
Construction Management
SECTION I
Any four: Marks: 20
1. What a note on tender and tender notices.

2. Discuss the different types of tenders?
3. Write a note on EMD and SD.
4. What are the procedures followed after the opening of a tender?
5. Write a note on tender document.
Answer any two: Marks:40
1. Explain the importance of organization in construction activities.

2. Enumerate the general principles to be followed in forming an organization system.
3. Under what situations, a functional organization is suitable for construction management?
Compulsory question: Marks: 40
A multi-purpose river valley project across a major river is planned for construction. Irrigation, power
development, fisheries and picnic development are all planned. Suggest a suitable organization
structure for construction and maintenance of this project.
SECTION I
All questions are compulsory
1. Marks: 40
What do you understand by ―investment appraisal‖? Explain the following methods of project
appraisal. What do you understand by ―cash flow forecasting‖?. What neat sketches,
explain the uses of S – curve.
(i) Return – on capital employed

(ii) Pay back method
(iii) Discount cash flow method
2. Marks: 20
A company is engaged in producing a spare part which is sold at an uniform price of Rs. 100 each.
The variable cost of producing the spare part amounts to Rs. 60 per unit while the fixed costs
amount to Rs. 250000. How many spare parts must be produced and sold so that company breaks
even? How much sales would be made at this level of activity, if the firm desires a profit of Rs.
150000.
Q1) what do you understand by Arbitration? What are the useful of Arbitration?
Q2) List the special rules that have to be followed while constructing.
Q3) Write a note on role of a Civil Engineer while planning and constructing a
building.
Q4) what do you understand by economic life of equipment? Also differentiate

between economic life and useful life?
Q5) which are the two main types of contracts? Explain them and list at least
three sub types under each of them?
Q6) what are important stages in Construction?
Caselet 1
The president rise in commodity prices across the board, s posing major threat to those working on
construction projects, in general and real estate projects, in particular. The prices of raw material are it
Questions:
1. The cost-effective construction technologies would emerge as the most acceptable case of sustainable
technologies in India. Comment
2. Explain what lessons are required to be learned from International experiences and its own past
experiences in construction project.
Project Management in Construction

uestions carry 5 marks each.
Part One:
Multiple Choices:
1. It included manpower, material and machinery that is necessary to perform the work:
a. Scope
b. Quality
c. Resources
d. Completion time
2. In this analysis a project is formulated and appraised based on the estimates generated from past data,
experience & analysis.
a. Risk analysis
b. Sensitivity analysis
c. Probability analysis
d. Economic analysis
3. It is a verbal written or on-line document that shows the up-to-date performance status of a task that has
been entrusted to a responsibility/accounting centre.
a. Trends forecasting
b. Reporting performance
c. Performance variance analysis
d. Recording performance
4. In this contract, the architectural and engineering design and drawings are provided by the
employer/client to the contractor at th
Caselet 1
Huge Electronics Company (HEC) is a designer and manufacturer of electronics equipment that is sold
primarily to government/military customers. Located in the Western United States, HEC grew rapidly in
the 1970s to become one of the nation‘s largest government contractors with employees in excess of
50,000. Partly because of HEC‘s rapid growth, the company organization chart was constantly in a state
of flux. Despite the changes, the engineering divisions remained fairly stable in a classic project
management structure. The manufacturing division was structured in a matrix organization because of the
large investments in manufacturing equipment necessary. Duplicating these equipment purchases for
every project would not be cost effective.
Naturally, the project managers in the engineering division‘s wieded a great deal of power to set policy
and make decisions. The manufacturing project managers did not possess the total authority shared by
their engineering counterparts; they did, however, have a strong say in controlling the destiny of their
projects, if not the operating policy of the division. Due to of the matrix structure, functional and project
managers coexisted at the same level in the management hierarchy, both reporting directly to the division
manager. While the power in the division was spread evenly between functional and project management,
when push came to shove, the project mangers‘ possessed up what through the project structure I led to
the influential edge that seemed to exist.
Questions:
You are the project manager: you know how important project is for, both, the company and your career.
1. Should you go with a department that has been chronically delaying when the contract has a large
incentive/penalty clause for on-time delivery?
2. Can you risk sending out a design to a supplier when the design is to be proved?
Caselet 2
In mid-1998, the personal products divisions of HLL launched campaign called ‗Project Bharat‘ to be
carried out by the end of 1999. ‗Project Bharat‘ was a direct marketing exercise undertaking to address
the issues of awareness, attitudes and habits of rural consumers and increase the penetration level of HLL
products. It was the first and the largest rural home-to-home operation to have ever been taken up by any
company carried out its direct marketing operations in the high potential districts of the country to attract
first-time users.
Under ‗Project Bharat,‘ HLL vans villages and sold small packs consisting of low-unit-price pack each of
its detergent, toothpaste, face cream and talcum powder for Rs. 15. During the sales, company
representatives also explained to the people how to use these products with the help of a video show. The
villagers were also educated about the superior benefits of using the company‘s products as compared to
their current habits. This was very helpful for HLL, as it created awareness of its product categories and
the availability of the affordable packs.
However, the company sensed that the sampling campaign was not enough to attract first time users.
Therefore, it rolled out a follow-up program called the ‗Integrated Rural Promotion Van‘ (IRPV), which
further enhanced the awareness about LL‘s products in village with an population above 2000.
Another program targeted at villages with a population of less than 2000 was simultaneously launched.
Under this program, the company provided self-employment opportunities to villagers through Self-Help
Groups (SHG). SGHs operated like direct-to home distributors wherein groups of 15-20 villagers who are
the poverty line (those people whose monthly income was less than Rs. 750 per month) were provided
with an opportunity to take micro-credit from banks. Using this money, villagers could buy HLL‘s
products and sell them to consumers, thereby, generating income as well as employment for themselves.
This activity also helped the company increase the reach of its products.
Questions:
1. What are the significant features of HLL‘s ad campaign ‗Project Bharat‘?
SUBJECT: Consumer Behavior (re-exam)
Note:- 1) Kindly write question number properly

2) Attached question papers with answer sheets
_____________________________________________________________________________
Case – 1 -Fashion Statement through Khadi
As India‘s traditional hand-spun cotton fabric, khadi feels coarse and unrefined. But the feelings
it evokes
in anyone with any empathy in India‘s heroic struggle for emancipation from colonial rule, is
anything but
that.
Till date the fabric bears the invisible-but-indelible imprint of the charkha (spinning wheel), the
late
M.K. Gandhi‘s revolutionary symbol for self-reliance and emancipation (through unity, expressed
in the
refusal to kneel before insolent might). Instead of exporting raw cotton and importing fine
Manchestermade
cloth, freedom fighters wanted all Indians to spin their own clothing and boycott imports to
weaken
the British Raj.
With the end of Colonial Rule in 1947, the congress government headed by Jawaharlal Nehru
opted
for state-led large-scale industrialization, instead of Gandhi‘s idea of rule hut-industry
development. But it
also decided to provide employment to thousands of spinners by selling their output through a
vast
network of retails stores.
Thus was formed the Khadi and Village Industries Commission (KVIC), a nodal agency to
promote
the fabric, with its Khadi Bhandar outlets in urban India.
Over the years, KIVC set up thousand of outlets across India. Sales were good. But with the
evolution of technology, perhaps it was inevitable that the sentimental dreams of village self-
reliance
would be disrupted. And so it was. Modern machines of Europe‘s industrial revolution were soon
to arrive.
Indian industrialists set up capital-intensive textile mills and began the mass-production of fine
cloth. As
the mills gained volume, they achieved economies of scale and started lowering prices. And so,
the
labour-intensive homespun fabric losing out to mill fabric.
Driven by its sentimental attachment to Khadi, and concern
to the export to the market. KVIC wants to identify new markets and tap them with its
products. Test marketing efforts are already underway in South Africa, Dubai, and a few other
overseas
markets.
QUESTIONS:-
1. Would marketing in foreign countries require study of a popular country‘s culture aspects and
buyer behaviour before marketing Khadi there? What aspects would need to be studied?
3. Suggest an approach to make Khadi garments popular among Indian youth.
Case-2- Purchase of a Microwave Oven

Ramesh Sikand and his family lived a comfortable two-bedroom flat in a respectable locality in a
large
city. He was employed with a general insurance company in a supervisory capacity. His wife,
Sumita was
a teacher in an English medium public school. Both their children, Rachit aged 10 and Sarita
aged 8
years, were studying in the same school where Sumita was employed.
Just before Diwali in 2002, one Friday evening the family went shopping. Besides clothes for
children and few other things, they bought a 27 liter. Excel microwave from an outlet with good
reputation. Sumita was very happy and the children were excited with this new purchase. Both
the
children were anticipating quick cooking of a variety of dishes they liked. They were expecting
that
everyday their mom would give them school Tiffin-boxes packed with noodles other Chinese
food.
QUESTIONS:-
1. Discuss whose decision it was to buy a microwave and when was the purchase decision made.
2. What factors influenced the purchase of the microwave?
3. What is likely to be the post-purchase behavior in this case and what is the significance of
such
behavior?
4. What is the significance of post-purchase behavior for the marketer?
CASE I
Sunder Singh
Sunder Singh had studied only up to high school. He was 32-years of age, lived alone in a
rented room, and worked eight-hour shift at one petrol pump, then went to the other one
for another eight-hour shift. He had a girl friend and was planning to marry.
One day when he returned from work, he got a note from his girl friend that she was
getting married to someone else and he need not bother her. This was a terrible shock to
Sunder Singh and he fell apart. He stopped going to work, spent sleepless nights, and was
very depressed. After a month, he was running Iowan his savings and approached his
earlier employers to get back his job, but they would not give him a second chance. He had
to quit his rented room, and sold few things that he had. He would do some odd jobs at the
railway station or the bus terminal.
QUESTIONS
1. What does the purchase of a product like Nike mean to Sunder Singh?
SUBJECT: Corporate Training

_____________________________________________________________________________
1. Explain the effectiveness of a training programme with suitable examples.
2. Is video the most effective way to achieve training objective?
3. Discuss the merits and demerits of on the corporate training method.
4. Differentiate training, education and development.
5. How will you evaluate the effectiveness of training programme? Explain with examples.
6. Explain the process and components of management development.
7. Explain the various method available for evaluating the effectiveness of training programmes.
Sub: CORPORATE TRAINING MANAGEMENT

CASE STUDY : 1
Evaluation is the systematic collection of descriptive and judgemental information
necessary
to make effective training decisions related to the selection, adoption, value and
modification of various training activities. The objectives of training programs reflect
numerous goals ranging from trainee progress to organizational goals. From this
perspective, evaluation is an information gathering technique that cannot possible result
in
decisions that categorize programs as good or bad.
The history of evaluation of training programmes indicates that much more effort is
necessary to acquire the information needed for the decision making process.
Q1) Explain the barriers in the Evaluation process?
Q2) What are the ways in which training Evaluation can make a contribution in process
of
improving training?
Q3) Explain the Evaluation models?
Q4) Explain the strategies of the Evaluation process?
CORPORATE FINANCE MANAGEMENT

Total Marks: 80
N.B.: 1) Attempt any Twenty Questions
2) All questions carries equal marks.
Q.1) Give A brief On Optimizing the Corporate Finance Function, The External
Business Environment and Corporate Financial Strategy. The Strategic Logic of High
Growth?
Q.2) Explain what is Shareholder Value Maximization?
a) Corporate Valuation
b) Valuation Models: Public Company
c) Valuation Models: Closely held Company
d) Corporate Performance Measurement: Economic Value Added (EVA)
Q.3) Explain Financial Policy with the help of the following points?
a) Capital
Sub:- CORPORATE FINANCE

CASE STUDY : 1
Reliance company has a $ 1,000 face value convertible bond issue that is currently
selling in the market for $
950. Each bond is exchangeable at any time for 25 shares of the company’s stock. The
convertible bond has
a 7 percent coupon. Payable semi-annually. Similar non-convertible bonds are priced to
yield 10 percent.
The bond matures in 10 years stock in Reliance sells for $ 36 per share.
Q1) What are the conversion ratio, conversion price, and conversion premium?
Q2) What is the straight bond value?
Q3) What is the conversion value?
Q4) What is the option value of the bond?
CASE STUDY : 2
Suppose your company needs $ 15 million to build a new assembly line. Your target
debt equity ratio is
0.90. The flotation cost for new equity is 8 percent, but the flotation cost for debt is only
5%. Your boss has
decided to fund the project by borrowing money because the flotation costs are lower
and the needed funds
are relatively small.
Q1) What do you think about the rationale behind borrowing the entire amount?
Q2) What is your company’s weighted average flotation cost, assuming all equity is
raised externally?
Q3) What is the true cost of building the new assembly line after taking flotation costs
into account?
Q4) Does it matter in this case that the entire amount is being raised from debt?
COST & MANAGEMENT ACCOUNTANCY
COURSE: CFM Total Marks: 80
N. B.: 1) Attempt any Four Questions
2) All questions carries equal mark
1. X is the manufacture of Mumbai purchased three chemicals A, B and C from U.P.The bill
gave the following information:
Chemical A: 6000 kgs @ Rs. 4.20 per kg Rs 25,200
Chemical B: 10000 kgs @ Rs. 3.80 per kg 38,000
Chemical C: 4000 kgs @ Rs. 4.75 per kg 19,000
VAT 2,055
Railway Freight 1,000
Total Cost 85,255
A shortage of 100 kgs in chemical A, of 140 Kgs in chemical B and Of 50 kgs in chemical C was
noticed due to breakages. At Mumbai, the manufacture paid octroi duty @ 0.20 kg. He also paid
hamali, Rs 20 for the chemical a, Rs 58.12 for chemical B and Rs 35.75 for chemical C.
Calculate the
stock rate that you would suggest for pricing issue of chemicals assuming a provision of 4 %
towards
further deterioration and also show the quantity (kgs) of chemicals available for issue.
2. ABC Ltd has collected the following data for its two activities. It calculates activity cost rates
based on cost driver capacity.
Activity Cost driver Capacity Cost
Power Kilowatt hours 50000 hrs Kilowatt Rs 200000
Quality Inspection Numbers of inspection 10000 inspection Rs 300000
The Company makes three products, A, B and C.For the year ended March 31, 2004, the
following
consumption of cost drivers was reported:
Product Kilowatt-hours Quality Inspection
A 20000 7000
B 40000 5000
C 30000 6000
Compute the costs allocated to each product from each activity
Calculate the cost of unused capacity for each activity.
3. Reliable company wishes to discontinue the sale of one of the products in vew of unprofitable
operations. Following details are available with regard to turnover, cost and activity for the
current year ending 31st March.
Products
PQRS
Sales Turnover Rs.600000 Rs.1000000 Rs.500000 Rs.900000
Cost of sales 350000 800000 370000 480000
Storage area (square meters) 40000 60000 70000 30000
Number of cartons sold 200000 300000 150000 350000

Number of bills raised 100000 120000 80000 100000
Overhead costs and basis of apportionatement are:
Fixed Expenses
Basis of Apportionatement
Administration wages & salaries Rs.100000 Number of bill raised
Salesmen salaries a & expenses 120000 Sales turnover
Rent and insurance 60000 Storage area
Depreciation 20000 Number of cartons
Unfixed Expenses
Commission 3 % of sales
Packing material & wages Re 1 per carton
Stationery Re 0.50
COST ACCOUNTING MANAGEMENT
Q 1. Mention major items of expenses or income, which will appear in financial accounts, but will not
normally appear in cost accounts.
Q 2. What is standard costing and how would you distinguish it from budgetary control?
Q 3. If a company sells more units than it produces, would the the profits reported by absorption costing
tend to be higher or lower than the profits reported by variable costing ?why?
Q 4. Why is operating costing called service costing ? describe in brief the cost accumulating procedure
under operating costing.
SUBJECT : COST ACCUNTING MANAGEMENT
COURSE : Total Marks :

CASE STUDY : 1
Materials X and Y are used as follows :
Minimum usage — 50 units each per week
Minimum usage — 150 units each per week
Normal usage — 100 units each per week
Ordering quantities x = 600 units
Y = 1000 units
Delivery period x = 4 to 6 weeks
Y = 2 to 4 weeks
Calculate for each material
a) Minimum level
b) Maximum level
c) Order level
d) Explain importance of inventory controls?
CASE STUDY : 2
A company presently sells an equipment for Rs 35,000. Increase in prices of labour and
material cost are anticipated to the extent of 15% and 10% respectively, in the coming
year. Material cost represents 40% of cost of sales and labour cost 30% of cost sales.
The remaining relate to overheads. If the existing selling price is retained despite the
increase in labour and material prices. The company would face a 20% decrease in the
existing amount of profit on the equipment.
Question :
1) You are required to arrive at a selling price so as to give the same percentage of
profit on increased cost of sales, as before.

2) Prepare a statement of profit / loss per unit, showing the new selling price and cost
per unit in support of your answer.
3) What is the anticipated amount of increased material and labour cost.
4) What policy changes shou
SUBJECT : CUSTOMER RELATION MANAGEMENT

Total Marks: 80
N.B. :
1) All questions carry equal marks.
Q1) Write short notes (any two) (10 Marks)
a) Is CRM Ashley Judd?
b) Sales Force Automation
c) Communications in CRM
Q2) Explain briefly the concept of Enterprise Marketing Management. (10 Marks)
Q3) Define customer relationship Management and explain its features (10 Marks)
Q4) Distinguish between Supply Chain + Demand Chain (10 Marks)
Q5) Discuss the CRM Strategy: First in Plan, First in Implementation (10 Marks)
Q6) Implementing CRM is like Dancing to the Music explain this statement in context
with CRM strategy (10 Marks)
Q7) Discuss in brief the future of CRM. (10 Marks)
Q8) What is Verticalizing CRM .discuss CRM as Of the People, By the People,
For the People. (
SUB: CUSTOMER RELATION MANAGEMENT
N. B.: 1) All questions carries equal marks.
2) Solve Any Five.
1) Electronics market is a booming market, for a given product there are many
manufacturers having different features in their respective products. A customer,
who does not have knowledge of intricate features at electronic products and
practical significance as features, may choose wrong product. How this situation is
effectively addressed? What principle of CRM is implemented here & how?
2) The difference between physically going to book store & e- shopping is use of a
website as a link between buyer & seller. How this link is made secure &
trustworthy by amazon.com? How does this issue of trustworthiness affect
popularity of company? What steps are taken for customer retention!
3) Practically thousands of products, costing & features are advertised on
amazon.com. These products are viewed, judged & compared by customers from
all over the globe. How is it ensured that every customer gets a personalized
experience of shopping? Does the difference in cultures of customers from different
countries affect policy of marketing?
4) How is effective marketing achieved at minimum cost? What special effort is taken
to meet expectations of customers? Are the strategies of company affected by
global experts? How is why?
5) Enlist the types of problems arising during the process of e-shopping. How are
customers involved in identifying & solving them? Won‘t it be enough to appoint a
expert team to do this & rely on their judgment. After all, expert opinion is always
sought by a company while formulating strategies. How transparently is this done?
6) Customers are, in most of cases, unaware of installing method of electronic
products. Trouble shooting too, is a major part of past order follows up. If,
customers are from far distant areas & states, how is all this done with min
CUSTOMER RELATION MANAGEMENT

1. Electronics market is a booming market, for a given product there are many
manufacturers having different features in their respective products. A customer,
who does not have knowledge of intricate features at electronic products and
practical significance as features, may choose wrong product. How this situation is
effectively addressed? What principle of CRM is implemented here & how?
Customer Relationship Management

  This section consists of Multiple Choice questions & Short Answer type questions. 
  Answer all the questions. 
 Part One questions carry 1 mark each & Part Two questions carry 4 marks each. 
Part One:
Multiple Choices:
1. High congruence means

a. High probability of success
b. Low probability of success
c. Zero probability of success
d. None
2. Novo Jim‘s excellent resource book for Recency, Frequency and Monetary is
a. Drilling high
b. Digging the top
c. Cutting edges
d. Drilling down
3. What stands for ‗R‘ in FURPS

a. Responsibility
b. Resource
c. Retention
d. Reliability
4. NAICS stands for

a. National American Industry Coding System
b. North American Industry Cooling System
c. National American Industry Cooling System
d. North American Industry Coding System
Caselet 1
Project Energized:
Indian Synthetics Limited was established in the year 1987 by Seth Gopichand, who was an NRI based in
Singapore. The company‘s main products were blended synthetics, polyester and cotton yarn; which were
suitable for readymade garments. The company had achieved an outstanding success with an annual
turnover of Rs. 1,500 crores and was awarded the ‗Exporter of the Year Award‘ since 1988, for four
consecutive years by the Government of India. Encouraged by the profitability of the Jabalpur plant, the
company set up another manufacturing plant at Nasik. The company was a typically family run business
wherein no outsiders were inducted at the top management positions. Even the Chartered Accountant was
from the family. The plant at Jabalpur had 1,300 workers with an average age of 28 years and an
educational qualification of either high school or secondary school. 60 percent of the workers were from
Bihar and the rest were from Orissa. They were highly paid with reference to the industry average and
were provided with residential accommodation on the factory premises. All the employees were men with
no woman employee on the plant‘s payroll. Among the workers and staff it was common that the
management had not initiated the appointment. Since the past 12 years of its existence, the company was
functioning in a traditional pattern in spite of the modernization of the plant and had no HR practices
whatsoever. With the growing competition in the market, the profitability of the plant had declined which
greatly concerned the top management. After reviewing
The workers had afterwards shown a positive response though they had initially shown a stiff
resistance to her appointment. In spite of taking these measures, Murthy felt that there was too much
interference from the union and the employees were not enthusiastic about the changes. And he
wondered what else he should do to transform the culture of the organization.
1. In what way would multi-skilling help in solving the problems of the plant?
2. Do you think that the company‘s policy of entering into term settlement is appropriate? Give
reasons.
Caselet 2
Mitsubishi Motor Sales: Implementing Customer Relationship Management Systems
Until the late 1990s, Mitsubishi Motor Sales of America Inc. (WWW.mitsucars.com) was only about
cars and its approach to retail customer service reflected that. There were more than 18 toll-free
customer service numbers that callers had to navigate to find information on topics ranging from
financing to sales to repairs, ―We were fragmented in our approach, and we clearly lacked a customer
focus,‖ says Greg O‘Neill, executive vice president and general manager. Mitsubishi decided to
change that. As part of a company-wide shift to an increased focus on customers, executives
challenged the call center to provide ―one voice and one set of ears for the customer,‖ says CIO Tony
SUB: CYBER LAW MANAGEMENT

Case study 1
Internet attorney Reinhardt Buys says a recent court judgment underlines
the
importance of IT risk management in companies.
Buys says that notwithstanding the requirements of the King II report, a
recent
court case concluded that a person may be held liable for damages or
losses
that resulted from a so-called "negligent omission" - the failure and/or
refusal to
do something when reasonably required to do so.
He says the risk management duty was established by the Supreme Court
in
the judgment of Minister of Safety and Security v Van Duivenboden [2002]
3 All
SA 741 (SCA).
1. CASE NO 1 People are the weak spot in IT security

Risk management and internal control often do not enjoy the same
prominence
as other requirements for good corporate governance. Yet these are issues
that
the King committee on corporate governance treated with due gravity.
The King 2 report on corporate governance defines risk management as
the
identification and evaluation of actual and potential risk areas as they
pertain to
the company as a total entity, followed by a process of either termination,
transfer, acceptance (tolerance) or mitigation of each risk.
A similar risk management duty was placed on company directors in a
recent
supreme court of appeal judgment on information technology (IT) risk
management. The court found that a person may be held liable for
damages or
losses that resulted from a "negligent omission" - the failure and/or refusal
to do
something when reasonably required.
Issues to be addressed
1. Study the case carefully and bring out its salient features
2. What do you understand by the Corporate IT risk. Give your views based
on the Case details.
3. What would be your suggestion for better IT security for a company?
CYBER LAW MANAGEMENT
Total Marks : 80
Instruction
1) All questions carry equal marks.
Q.1) Write short notes (any two) (10 Marks)
a) Privacy on the Net
b) Age of Cyber Crime
c) Business on the Net
d) Cyber crimes against government
Q.2) Explain the important computer terminology defined in the information technology
act 2000?
(10 Marks)
Q.3) Give an over view of the information technology act 2000? (10 Marks)
Q.4) Discuss the World of Electronic Contracts? (10 Marks)
Q.5) Discuss the aim
Distribution & Logistics Management

Part One:
Multiple Choices:
1. It deals with the movement of finished goods from the last point of production to the point of
consumption.
a. Marketing Channel Management
b. Logistics Management
c. Boundaries
d. Relationships
2. Which conflict is one of the major bottleneck in the development & maintenance of partnering
channel relationship
a. Channel conflict
b. Management conflict
c. Logistics conflict
d. Distribution conflict
3. The phase of externally integrated business function era (1990s onwards) is recognized as the era of
a. Logistics Management
b. Human Resource Management
c. Financial Management
d. Supply Chain Management
4. ___________ may be conducted from time-to-time or at least once in a year to know about change in
the expectation levels & actual performance
a. Customer Service Monitoring cell
b. Formal Customer Satisfaction Survey
c. Customer Conference
d. Customer Feedback System
5. The firm’s incomplete or inaccurate knowledge of customer’s service expectations is known as

a. Market Information Gap
b. Service Standards Gap
Caselete 1
Superior Medical Equipment Company supplies electrical equipment that is used as components in the
assembly of MRI, CAT scanners, PET scanners, and other medical diagnostic equipment. Superior has
production facilities in Phoenix, Arizona, and Monterrey, Mexico. Customers for the components are
located in selected locations throughout the United States and Canada. Currently, a warehouse, that
receives all components from the plants and redistributed them to customers, is located at Kansas City,
Kansas. Superior’s management is concerned about location of its warehouse since its sales have
declined due to increasing competition and shifting sales levels among the customers. The lease is about
to expire on the current warehouse, and management wishes to examine whether it should be renewed
or warehouse space at some other location should be leased. The warehouse owner has offered to
renew the lease at an attractive rate of $2.75 per sq. ft. per year for the 200,000 sq. ft. facility. It is
estimated that any other location would cost $3.25 per q. ft. for a similar-size warehouse. A new or
renewed lease will be for five years. Moving the inventory, moving expenses for key personnel, and
other location expenses would result in a one-time charge of $3, 00,000. Warehouse operating costs are
expected to be similar at any location.
Questions:
1. Based on information for the current years, is Kansas City the best location for a warehouse? If not,
what are the coordinates for a better location>? What cost improvement can be expected from the new
location?
2. If by year 5 increases are expected of 25 percent in warehouse outbound transport rates and 15
percent in warehouse inbound rates, would your decision change about the warehouse location?
The chief warehouse manager, who joined the north zone warehouse as had a very successful career of
25 years. He wants to redefine the whole warehouse operating system.
Questions:
1. How should the chief warehouse manager of PCL approach this problem?
2. Develop a warehousing operational strategy to overcome the problem and fulfill the redefined
objectives of the firm.
Business Logistics
„h This section consists of Multiple Choice questions & short note questions.
„h Answer all the questions.
„h Part one questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. This decision involves mode of selection, shipment size, routing & scheduling
a. Inventory decision
b. Transport decision
c. Distribution decision
d. Facility location decision
2. This refers to the activities of gathering the information needed about the products & services
desired & formally requesting the products to be purchased
a. Order preparation
b. Order transmittal
c. Observation
d. Order entry
3. A very valuable function for the TMS is to suggest the patterns for consolidating small
shipments into larger ones.
a. Mode selection
b. Routing
c. Scheduling
d. Freight Consolidation
4. This refers to transporting truck trailers on railroad flatcars, usually over longer distances than
trucks normally haul
a. Water
b. Pipeline
c. Roadways
d. Trailers on Flatcars
Caselete 1
World is a worldwide refiners and distributor of fuel products for a automobiles, aircrafts, trucks, and
marine operations, services stations, and bulk facilities as outlets. Keeping more than 1,000 such outlets
supplied is a significant operating problem for the company. Maintaining adequate fuel levels at the
auto service stations is its major concern, because fuel generates the most revenue for the firm and has
the greatest demand for customer service. Being able to forecast usage rates by product at these service
stations is one of the key elements of goods distribution operations. In particular, the tanker truck
dispatchers need an accurate forecast of fuel usage in order to schedule fuel deliveries at service
stations to avoid stock outs.
Questions:
1. Develop a forecasting procedure for this service station. Why did you select this method?
2. How should promotions, holidays, or other such periods where fuel usage rates deviate form normal
patterns be handled in the forecast?
SUBJECT:-E-BUSINESS SYSTEM
Marks : 80
Case : 1
GM’s E-Business Strategy
INTRODUCTION
US-based General Motors (GM), the largest automobile company in the world, was in
trouble in the
late 1990s. The company’s market share in the US automobile market had been
steadily declining from
a high of 50% in the late 1960s to a low of 28% by 1999.Analysts pointed out that GM
had been in the
grip of a vicious circle.
The company faced low demand for its automobiles as they were not developed in line
with the
changing customer needs and preferences. However, GM continued producing
automobiles which did
not met customer requirements, leading to excess inventories at its factories and
dealers.
The building up of inventory at the dealers made the company even more desperate,
and most often it
resorted to higher dealer incentives which reduced the company’s profits significantly.
This again
forced GM to produce more cars to compensate for the eroded profit margins.
Commenting on the
dilemma GM faced in the late 1990s, John Paul MacDuffie, Professor, Wharton
Business School,
explained, “That belief in volume, and doing whatever it takes to keep volume, has
driven a lot of their
decisions.
1. What do you understand by the E-Business strategy implementation across an organization‘s

value
chain?
2. What are the rationale and benefits associated with e-commerce initiatives in an automobile
company?
4. What are the Channel conflict arising from e-business initiative?

Case : 2
Marriott’s Customer - Focused E- Business Strategy
DELIGHTING CUSTOMERS
Headquartered at Washington in the US, Marriott International (Marriott) is a world
leader in the
hospitality industry. In year 2003, it had a network in excess of 2,600 operating units in
the US and a
workforce of 145,000 employees, spread over 65 countries across the world. Marriott’s
diverse
portfolio of popular hotel brands included leading brands such as Marriott, JW Marriott,
Renaissance,
Ramada International, Courtyard, Residence Inn, and The Ritz-Canton, among others.
Issues
1. Taking out the facts of the case , Bring out the importance of a customer-focused e-business
strategy
in the hospitality industry.
2. Establish the role of IT in integrating different business processes to make them more
customeroriented
based on your understanding of the case.
SUBJECT : E-COMMERCE MANAGEMENT

COURSE : Total Marks : 80
E-Commerce
Strategy, Technologies and Applications
CASE STUDY : 1
Mrs Geeta Kapoor is a middle aged lady, who is very fond of shopping.
Uptill now she
always used the traditional methods of shopping. But one day her shopping
activity can
stuck up due to unprecedented rains, that is when her neice brought up the
idea of
internet shopping. Mrs Kapoor felt that while internet e-commerce might be
a very
attractive facility to many customers, it does not solve all shopping
problems for her.
Question :
1) What do you feel are the reasons for Mrs Kapoor above statement?
2) Explain the advantages and disadvantages of ordering the products
online.
3) Use the Web site Evaluation Model and evaluate a couple of Web sites.
Compare
the results of the two evaluations.
4) Compute an overall score to each of the sites along with reasons.
SUBJECT : EFFECTIVE H.R TRAINING

& DEV STRATEGY
COURSE : ADHRM Total Marks : 80
INSTRUCTIONS :
1) Answers must be written in legible handwriting without using abbreviations or SMS
language.
2) Figures to the right indicate the marks assigned to each question.
4) All Questions are compulsory.
5) Read the cases carefully and then attempt answers.
CASE – 1 (20 Marks)
Rajiv Grover clutched his forehead and groaned. A combination of embarrassment and guilt had
worked its way to a stiff neck and a dull pain at the base of his skull. He had complicated his
condition with quick remedies : an aspirin, neck exercises and a cup of black coffee. Feeling
woozy,
he stepped out of the taxi warily, hoping the scene, which he had been witness to a little while
ago,
and which triggered off his condition, had dissipated. It had. The six consultants, who only 45
minutes ago had flung angry words around, had withdrawn exhausted, into their cubicles. A
strange
calm pervaded the halls of Personnel Consulting Group Ltd (PCGL), punctuated only by
keyboard
clicks and the drone of the printer.
Rajiv declared it was time to get help. He called Rajnish Dogra, a friend of long standing and
an HR Consultant, and said, ―We have to talk‖. Rajiv was a senior manager at PCGL, a fast
growing
consultancy firm in New Delhi. Rajiv, who had been among those who had established PSG in
1988,
looked after human relations, recruitment, training, quality control, and client planning and
management. Rajiv was not qualified HR person – he had worked for 15 years selling soaps and
detergents, training sales staff and writing manuals. He chose this role until PSG had found its
foothold in the ruthlessly competitive industry.
Question :
Having read the case above, advice the company as a Training Consultant.
CASE – 2 (20 marks)

In January 2001 K. K. Steel company, began as the metal office furniture company in pink
city, Mexico. The company‘s first patent in 2003 was for a steel waste basket, a major
improvement
at the time because office wastebaskets were a serious fire hazard. Today, K. K. Steel‘s portfolio
of
solutions for helping people work more efficiently and helping companies use space more
efficiently
includes interior architecture, furniture and technology. Today, K K Steel is an international
company with 20,000 employees worldwide and manufacturing facilities in 20 countries
Question :
1) Do you agree with the views of the CEO of K. K. Steel company? Give reasons for your
answer.
2) If K. K. Steel company will stop conducting needs assessment process then what, according
to you, can be short term and long term effects on the company?
3) What are the objectives of needs assessment.
4) Discuss the importance / benefits of identification of training and development needs.
5) What is your advice to Mr Singhania, CEO of K. K. Steel and Company.
Enterprise Resource Planning

This section consists of Multiple Choice questions & Short Answer type questions.
Answer all the questions.
Part One questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Enterprise Resource Planning is
a. Computer System
b. Manufacturing organization
c. Method of effective planning of all the resources in an organization
d. None of the above
2. Enterprise Resource Panning vendors are those people
a. Who are experts in administration and management of projects
b. Who have developed the ERP packages
c. Who uses the ERP system
3. Interviewing and cost justification is tool and technique of
a. Design step of ERP
b. Implementation step of ERP
c. Requirement analysis of ERP
Caselet 1
Tech Knowledge is a start-up founded in 1997 by Robert Thyer. The company is a distributer of
presentation technologies, including computer based projection systems, video equipment, and
display technologies. The firm has 25 employees and does $5 million in sales. It is growing
rapidly.
The owner, Robert Thyer, would like to netsource the back-office functions of the firm because
the
company does not have an internal IT capability. The applications to be netsourced would
include
sales and distribution, financial accounting, and inventory management.
TechKnowledge would like to source SAP or another ERP vendor via a hosting arrangement. It
does not expect to do much customization, and it does not have any legacy systems.
1. What factors should it use to evaluate each of these potential hosts?
2. What controls should be in place to monitor the hosting arrangement?
Caselet 2
ITM is a company specializing in network implementation and management. It provides
networking
services to mid-sized companies, which do not have an internal networking analyst or IT
manager.
These organizations include real estate companies, law offices, medical practices, architectural
/
engineering firms, construction companies, business services providers, country clubs,
community
organizations, and churches.
ITM uses a legacy accounting system to handle its financial accounting and financial
management functions. It has added on a billing package for client services. The next step is to
obtain a CRM capability to manage information about current and prospective customers more
effectively.
You have been assigned to identify potential sources for a net-sourcing arrangement with an
ERP
vendor, which provides CRM capabilities.
1. Identify potential sources of software?
2. Determine five criteria you will recommend be used to evaluate each of alternative providers?
Case I
PROVIDE ADVICE TO AN ENTREPRENEUR ABOUT INTELLECTUAL PROPERTY PROTECTION
Locked doors and a security system protect your equipment, inventory and payroll. But what protects
your business‘s most valuable possessions? IP laws can protect your trade secrets, trademarks and
product design, provided you take the proper steps. Chicago attorney Kara E.F. Cenar of Welsh and
Katz, an IP firm, contends that businesses should start thinking about these issues earlier than most
do. ―Small businesses tend to delay securing IP protection because of the expense,‖ Cenar says. ―They
tend not to see the value of IP until a competitor infringes.‖ But a business that hasn‘t applied for
copyrights or patents and actively defended tem will likely have trouble making its case in court.
One reason many business owners don‘t protect their intellectual property is that they don‘t recognize
the value of the intangibles they own. Cenar advises business owners to take their business plans to
an experienced IP attorney and discuss how to deal with these issues. Spending money upfront for
legal help can save a great deal later by giving you strong copyright or trademark rights, which can
deter competitors from infringing and avoid litigation later.
Once you‘ve figured out what‘s worth protecting, you have to decide how to protect it. That isn‘t
always obvious. Traditionally, patents prohibit others from copying new devices and processes, while
copyrights do the same for creative endeavors such as books, music and software. In many cases,
though, the categories overlap. Likewise, trademark law now extends to such distinctive elements as a
product‘s color and shape. Trade dress laws concerns how the product is packaged and advertised.
You might be able to choose what kind of protection to seek.
For instance, one of Welsh & Katz‘s clients is Ty Inc., maker of plush toys. Before launching the Beanie
Baby line, Cenar explains, the owners brought in business and marketing plans to discuss IP issues.
The plan was for a limited number of toys in a variety of styles, and no advertising except word-of-
mouth. Getting a patent on a plush toy might have been impossible and would have taken several
years, too long for easily copied toys. Trademark and trade dress protection wouldn‘t help much,
because the company planned a variety of styles. But copyrights are available for sculptural art, and
they‘re inexpensive and easy to obtain. The company chose to register copyrights and defend them
vigorously. Cenar‘s firm has fended off numerous knockoffs.
That‘s the next step: monitoring the market-place for knockoffs and trademark infringement, and
taking increasingly firm steps to enforce your rights. Efforts typically begin with a letter of warning
and could end with a court-ordered cease-and-desist order or even an award of damages. ―If you
don‘t take the time to enforce [your trademark], it becomes a very weak mark,‖ Cenar says. But a
strong mark deters infringement, wins lawsuits and gets people to settle early.‖ Sleep on your rights,
and you‘‘‘ lose them. Be proactive, and you‘ll protect them – and save money in the long run.
An inventor with a newly invented technology comes to you for advice on the following
matters:
Questions:
1. In running this new venture, I need to invest al available resources in producing the
products and attracting customers. How important is it for me to divert money from
those efforts to protect my intellectual property?
2. I have sufficient resources to obtain intellectual property protection, but how

effective is that protection without a large stock of resources to invest in going after
those that infringe on my rights? If I do not have the resources to defend a patent,
is it worth obtaining one in the first place?
3. Are there circumstances when it is better for me not to be an innovator but rather
produce ―knock-offs‖ of other innovations?
Entrepreneurship Management
This section consists of Multiple choices/Fill in the blanks/True-False & Short notes type
questions.
Part One questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
1. According to BBC English dictionary ‗Entrepreneur‘ refers to……………………………
2. Quasi or Ostensible partners are those who have already retired from active participation.(T/F)
3. The minimum number of individuals required to form a cooperative society:
a. 5
b. 10
c. 15
d. 20
4. WTO stands for………………………………………………………………......................
5. MTNL stands for Metro Telephone Network Limited.(T/F)
6. Date of sealing refers to the date when:
a. Patent office endorses final approval
b. Patent office rejects the application
c. Patent office bans the use of the application
7. The term copyright is associated with:
a. Artistic work
b. Medicinal work
c. Political work
Subject : EQUITY MANAGEMENT

CASE STUDY : 1
Company analysis is the final phase of E.I.C. approach to equity valuation. It involves
analysis of the
financial aspects relating to a specific company to arrive at an estimation of the value of
the business or its
equity shares.
Trend analysis, ratio analysis (EPS, PE, Book Value per share, Return on Networth,
Dividend cover
Profitability of shares, debt equity ratio, etc) help us to get a clear understanding of the
financial position of a
company.
Q1) Define the term Book Value.
Q2) Explain the importance of cash flow statement?
Q3) Explain the approach is needed while deciding on investing in the stock of
company?
Q4) Define the term company analysis?
CASE STUDY : 2
Mr Abhiram is the owner of a small shop in Mumbai. He wishes to enter into equity
market with the
investment of Rs 50,000 for the period of one year. But he does not know anything
about the stock market.
But his friend Shekhar has given him the advice that without knowledge do not enter
into the equity market.
He told him to go to the financial consultant or equity analysis consultant and then
invest.
Q1) Why Equity Research is important?
Q2) What does equity research entail?
Q3) Explain the job of an equity analysis in detail?
Q4) Do you have suggestion to Mr Abhiram about his decision?
CASE STUDY : 3
Equity valuation focuses on analyzing business from valuation and forecasting
perspectives. It begins with
the analysis of economy, industry and company (E.I.C.). In economic analysis, the
performance of economy
at both macro and micro level is analysed to understand
SUBJECT : EVENT MANAGEMENT

EVENT MANAGEMENT (1st Set)
CASE STUDY : 1
A group of university students decided to hold a rock concert in the
mountains in June
and advertised the concert on the Internet. Three bands attended the three-
day concert,
and there was twenty-four hour music. One young girl described the entire
situation as
living hell, although why she stayed is unfathomable. “The dance area was
in a valley
and to get a drink of water you had to climb a sheep hill. Even then, the
water was dirty
and brown. The restrooms were so far away that nobody bothered to use
them. The
music pounded all night and the floor in the cabin we were in vibrated so
you could not
sleep. My friend got sick and there was no medical help. The organizers did
not have a
clue. They just wanted to make a fast buck.
Question :
1) What are some of the things that could go wrong, or have wrong at
similar events?
2) List three ways in which the organizers were negligent?
3) List three ways in which the event could have been improved?
4) This event was described to the authorities as a cultural festival. Do you
think it
belongs in that category?
SUBJECT : EVENT MANAGEMENT

EVENT MANAGEMENT (2nd Set)
CASE STUDY : 1
The Gold Mining Company is a night club venue that is popular during the
months of
November, December and January for its Friday night dance events. The
staff working
at this venue are all temporary workers and the turnover is high. During a
conversation,
two of the staff Jason & Mark, find out that they have both been mugged on
their way
home from work in the early hours of the morning, but on different Friday
nights. In
both cases, the perpetrators waited in a nearby alley and threatened them
with knives.
Jason last his Wallet and $ 200 and mark broke his ankle trying to run
away. Candice,
another employee, has been harassed by patrons and was once burned
deliberately with
a cigarette by a particularly drunk and obnoxious customer. Management
gave her
some cash to get medical attention.
Question :
1) Discuss the occupational safety of the staff concerned?
2) Discuss the health issues of the staff concerned?
3) What are the responsibilities of the management in each of these cases?
4) What are some solutions?
CASE STUDY : 2
You & your friends are planning to have a party to celebrate the end of the
college year.
Your plan is to hold the party at the parking lot of the school’s football
stadium, but if it
rains, you will hold it in your garage. Invitation has been informal and you
are not sure
how many students have actually been invited. Everyone will bring his or
her own
alcohol, although a few of people will be under twenty one. A friend with a
sound
system is bringing it along, and you have decided to charge everyone who
attends $ 5 to
cover your costs. Another friend who runs a catering company will provide
munchies
and will charge $2 per plate.
Question :
1) Is permission required to use the parking lot, and if so, from whom?
2) What are the implications of charging an entry fee? Would you
recommend this?
3) Do you need a liquor license of alcohol is not sold?
4) Who is responsible for underage drinking?
5) What would happen if a fault in the wiring caused someone

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PROVIDED CASE STUDY

SOLUTIONS, PROJECT REPORTS

MBA - EMBA - BMS - GDM - MIS - MIB

 BMS ISBM CASE STUDY ANSWER SHEETS

 IIBMS ANSWER SHEETS

 IIBM MBA CASE LET ANSWER SHEETS

 KSBM ANSWER SHEETS

 XAVIER ANSWER SHEETS

 NIPM ANSWER SHEETS

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 NSBM CASE STUDY ANSWER SHEETS

 IICT ANSWER SHEETS

 ISBS ANSWER SHEETS

 ISMRC ANSWER SHEETS

 ICMIND ANSWER SHEETS

 UPES ANSWER SHEETS

 SMU ANSWER SHEETS

SUBJECT: HUMAN RESOURCE MANAGEMENT

N.B: 1} Attempt all the questions

Name: Reference Number:

1. How Does An Employer Prove "Job-Relatedness?"

2. The law of retail gravitation is also called,

Consumer brand loyal in the refrigerator industry.

Masters Program in Business Administration (MBA)

Specializations: - Operation Management

Good Shepherd Home

Typical Inventory Items

1. What is the problem associated in the case?

should the company implement? Give reasons for your recommendation.

(b) An operation analyst suggested that company employees shared a "dump on

Q 6 ) Give two examples (with supporting details) of the impact of technology in

Q 7). Would a project management organization be different from an

Note: Solve any 4 Case Studies

2. What are the disadvantages of mixed model assembly?

Case 3: Volvo Truck Corporation

Volvo Truck Corporation (VTC) is a vertically integrated multinational organization,

3. Why did BMW pull out of the JV despite it being successful?

Global Marketing Management

Section A: Objective Type & Short Questions (30 Marks)

1. All the ethnocentric orientations are collectively called______________

2. Which of the following comes under benefits of Global marketing?

3. The Polycentric orientation is the opposite of ethnocentrism. (T/F)

SUBJECT: INTERNATIONAL BUSINESS

N.B: 1} Attempt all the questions

Developing the San Diego Waterfront

1. Why is it considered so desirable to develop public and private amenity features on

3. If the choice of development of a particular waterfront site lies between developing

To Flag or Not to Flag—and If So, Which Flag?

All the Questions are Compulsory:-

2. Discuss the present status of technology in India and Indian business

3. Briefly describe the process of formation of company according to the company

4. Describe the various approaches to international business. Discuss the reasons

5. Explore and explain the cross-culture dimension of international personnel

SUBJECT: BUSINESS ETHICS

CASE – 2 INCORPORATING CORPORATE SOCIAL RESPONSIBILITY INTO STRATEGY AT THE

SUB: Clinical Research

COST & MANAGEMENT ACCOUNTING

Any four: Marks: 20

1. What a note on tender and tender notices.

Answer any two: Marks:40

1. Explain the importance of organization in construction activities.

Compulsory question: Marks: 40