Internal Assignment Applicable for JUNE 2018 Examination

MS- 01: Management Functions and Behaviour

1. Briefly describe the Management processes. Explain any one of them with respect to its significance and importance in organisational performance and efficiency. Explain with your organisational experience. Briefly describe the organisation, you are referring to.

2. What are the techniques used in different steps of Decision-making? Based on your organisational experience, discuss the importance and rules of Brainstorming in the process. Briefly describe the organisation and the situation, you are referring to.

3. What are the major antecedent conditions for change? Based on your organisational experience, discuss the necessity or otherwise of ‘why all organisations must change’ in the background of ‘how an organisation grows’. Explain the situation and organisational settings you are referring to.

4. Base on your organisational experience/exposure critically discuss the role and impact of formal and informal groups on ‘Management’. Briefly describe the organsational setting, you are referring to.


MS – 2: Management of Human Resources

1. Explain the process of human resource planning. Describe how HR forecast is carried out in the organisation you are working with or an organisation you are familiar with.

2. Discuss the concept of ‘performance appraisal’. Explain any two methods of performance appraisal that you are familiar with citing suitable organisational examples.

3. Define mentoring and distinguish it from performance coaching. Assume you are responsible for mentoring of employees in a large organisation. Discuss how you will make mentoring a strategic function. Illustrate.

4. Discuss the laws covering wages. Analyse the recent amendments and trends in laws covering wages in India.

5. Critically evaluate the state of workers’ participation in Management in the present day business scenario. Explain with examples your answer giving due details of the organizations and the sources you are referring to.


MS - 03: Economic and Social Environment

1. Discuss the critical elements of macro-economic policies. How economic environment gives a direction to the changes in the economic planning?

2. Differentiate between Economic Growth and Economic Development. Why is growth and development synonymously used in economic discussion?

3. Discuss the genesis of mixed economy framework in India.

4. “An important factor which influences the Balance of Payment of an economy is the exchange rate of its currency vis-à-vis other major currencies”. Explain the statement given above.

5. How the twin objective of equity and justice was met by the economic reforms of 1991? Explain.

6. Write short notes on the following:

(i) Trade Union Movement

(ii) Public Accountability

(iii) Administered prices


MS - 04: Accounting and Finance for Managers

1. How is ‘Financial Accounting’ different form ‘Management Accounting’? Discuss the role and activities of an Accountant.

2. The Balance Sheets of XYZ Ltd as on 31st December, 2016 and 2017 are as given below:







Share Capital






General Reserve






Profit and Loss Account












Bills Payable






Provision for Taxation



Bills Receivable



Provision for doubtful debts









Cash and bank balances











Additional Information:-

(i) Depreciation provided on plant was 8,000 and on building was Rs. 8,000.

(ii) Provision for taxation made during the year is Rs. 38,000.

(iii) Interim dividend paid during the year is Rs. 16,000.

From the above information, you are required to prepare Schedule of changes in Working Capital and Funds Flow Statement.

3. What do you understand by CVP Analysis. Explain the effect of Price and Volume on the Net Profit, with the help of a suitable illustration.

4. The Management of ABC Ltd. is considering a proposal to purchase an improved model of a machine which gives increased output. Its existing machine which has been in operation for 2 years has current market value of Rs. 1,00,000, its remaining estimated useful life is 10 years, with no salvage value at the end. The relevant particulars are as follows:

Existing Machine                 New Machine

Purchase price                                              Rs. 2,40,000                          Rs. 4,00,000

Estimated life                                                12 years                                 10 years

Salvage value                                                -                                               -

Annual Operating hours                              2,000                                      2,000

Selling price per unit                                   Rs. 10                                     Rs. 10

Output per hour                                            15 units                                  20 units

Material cost per unit                                   Rs. 2                                       Rs. 2

Labour cost per unit                                     20                                            40

Consumable stores per year            2,000                                      5,000

Repairs and Maintenance per year            9,000                                      6,000

Working Capital                                           25,000                                    40,000

The company follows the straight-line method of depreciation and is subject to 50% tax. Should the existing machine be replaced? Assume that the company’s required rate of return is 15% and that the loss on sale of Assets is tax deductible.

5. As a Finance Manager how would you determine the Optimal Cash balance that would be required by your Organisation? What measures you would take to ensure the smooth and efficient Management of Cashflows in the Orgnisation?


MS - 05: Management of Machines and Materials

1. It is generally felt that “rural areas are good for locating large plant, semi-urban areas for locating medium-sized plants, and urban areas for small-scale plants”. Comment.

2. (a) Define job design. How has management viewed job design since the industrial revolution?

(b) List the important factors that must be addressed in job design and briefly discuss the importance of each one.

3. Under what circumstances would you use PERT as opposed to CPM in project management? Give some example of projects where each would be more applicable than the other.

4. What do you understand by acceptance sampling? In what situations it is used? Briefly discuss the sampling plans.

5. “Inventory management for slow moving expensive items should focus more on lead time reduction than anything else”. Critically examine the statement.

6. Write short notes on any three of the following:

(a) Intermittent flow processes

(b) Uses of work sampling

(c) Helgeson and Birnie Method of line balancing

(d) Benefits of value engineering

(e) Objectives of codification.


MS - 06: Marketing for Managers

1. (a) Define the term „Marketing‟ with suitable examples. Discuss the scope and significance of marketing function in a developing and fast emerging economy like India.

(b) What are the various components/ elements of marketing mix in case of products and services marketing. Discuss with suitable examples of your choice.

2. (a) Explain the concept of Product Life Cycle by taking an example one each from a consumer durable and any service offering of your choice.

(b) Distinguish the concept of market vs the concept of a segment and their relationship in marketing, with suitable illustration.

3. (a) Discuss the various steps involved in the marketing research process that help in decision making process. Briefly discuss a few application areas of marketing research in the current business environment.

(b) Distinguish a Product from a Brand with suitable examples. Explain packaging as a market development tool.

4. (a) Why pricing and promotional elements of marketing mix primarily decide the success of any brand? Explain. Discuss the strategic and tactical decisions that a manager should consider in pricing and promoting the firms offering. Take one product and one service offering and discuss their success story.

(b) “Consumer” is the king does this statement still holds good in the era of online/digital marketing? If yes or no substantiate and justify accordingly.


MS - 07: Information Systems for Managers

1. Why is the Central Processing Unit (CPU) is called the “Brain” of the Computer? What are the components of a CPU? What factors affects the speed of a computer?

2. Define data and information. What is the difference between the two? What are the main characteristics of information?

3. What are the types of inventory management systems? Define them and partition them into further classes. Also, briefly explain each subdivision.

4. How can you use the Web as a data source for your data warehouse? What types of information can you get from the Web? Explain briefly the steps needed to ensure that only good quality, reliable data is loaded into the data warehouse from the Web.

5. What are expert systems? Mention the working principles of expert systems. Also discuss how knowledge can be represented in expert systems.

6. Write short notes on any three of following:

(a) Redundant Array of Independent Disks (RAID)

(b) Polymorphic viruses

(c) Business software solutions firm Microsoft

(d) Features of JAVA.

(e) Online Analytical Processing (OLAP)


MS - 08: Quantitative Analysis for Managerial Applications

1. A sample survey of 100 families belonging to the middle income group revealed the following distribution according to their annual savings. Find a) average annual sayings, using the efficient method, b) 5th decile, and c) 90th percentile.

Savings (Rs ‘000)     05-09 09-13 13-17 17-21 21-25 25-30 30-35

Number of Families 07        10        15        23        25        14        06

2. It is known that the number of heavy trucks arriving at a railway station follows the Poisson distribution. If the average number of truck arrivals during a specified period of half an hour is 2, find the probabilities that during a given half an hour a) no heavy truck will arrive, b) at least two heavy trucks will arrive, c) at the most 3 heavy trucks will arrive, and d) between 1 and 3 heavy trucks will arrive.

3. A sample survey of tax-payers belonging to business class and professional class yielded the following results:

Business class           Professional class

Sample size                                       n1 = 400                     n2 = 420

Defaulters in tax payment               x1 = 80                       x2 = 65

Test the hypothesis at α = 0.01 level of significance that

a) defaulter rate is the same for the two classes of tax-payers, and

b) defaulter rate is higher in the business class than in the professional class by 0.03.

4. A set of paired data on X and Y has mean of X as 36, mean of Y as 85, standard deviation of X as 11, standard deviation of Y as 8, and coefficient of correlation between X and Y as 0.66. Obtain a) the two regression equations, and b) value of X when Y= 75.

5. Write short notes on any three of the following:

(a) Absolute value function

(b) Baye’s Theorem

(c) Multistage Sampling

(d) Delphi method of forecasting


MS - 09: Managerial Economics

1. Explain the Opportunity Cost Principle? Substantiate with the help of an example how production possibility reflects opportunity costs?

2. How are Demand, Price Elasticity and Revenue determined? Explain Price Elasticity with the help of any particular example of your choice.

3. Discuss Economies and Diseconomies of Scale. How is Economies of Scope different from Economies of Scale? Explain.

4. Explain “Barriers to Entry” of a firm. Differentiate between legal barriers and natural barriers with the help of any example of your choice.

5. Trace the chronology of deregulation of Indian Telecom from 1992 to 2003. Explain the special role played by Telecom Regulatory Authority of India (TRAI).

6. Write short notes on any two of the following:-

(a) Decision under risk

(b) Biometric forecasting

(c) Kinked demand curve


MS - 10: Organisational Design, Development and Change

1. Describe the factors that affect organisational design and explain different approaches in assessing organisational effectiveness with the help of examples.

2. Describe and discuss the trends in the present day work organisations and the role of management in ‘quality of work life’.

3. What are the different sources of resistance to change? Describe the process of overcoming resistance to change. Discuss with examples.

4. Enlist the types of organisation structure. Discuss few organisational structures and identify their type.

5. Explain the concept of workplace and architectural ergonomics with the help of examples.


MS-11: Strategic Management

1. Discuss in what sense the top management takes decisions for a company and in what sense it does not takes the strategic decisions for a company alone? Illustrate with suitable examples.

2. Explain any two of the growth strategies you have studied and highlight the conditions under which each is the most appropriate. Illustrate your answer with the help of examples.

3. Identify two companies that have recently merged. Read the published information on both the companies. Based on the study, identify the issues and challenges the two companies are currently facing in combining their respective organizational cultures.

4. Select an organization of your choice which has adopted focus strategy. Analyze as to how the focus strategy has been useful for the organization to build its competitive advantage.

5. Describe different styles of leadership for Top Management with the help of real world examples.


MS – 21: Social Processes and Behavioral Issues


1. Describe the emerging scenario of organizations. Explain the steps to be taken by management into bring in the mindset of employees conducive to changing reality of business in an organization you are aware of. Briefly describe the organization you are referring to.

2. Explain the relevance of behaviour modification in organizations and briefly discuss the role of ethics in behaviour modification.

3. Briefly discuss how organizational culture can be developed and describe the attributes of work culture and their relevance.

4. Describe the process of perception. How behaviour is influenced by perception? Explain with the help of examples

5. Roles and norms are control mechanisms of groups. Discuss with the help of examples.


1. Discuss the modern theories of leadership citing relevant examples.

2. Differentiate between counseling, guidance and psychotherapy. Explain various approaches to counseling with the help of examples,

3. Explain any two theories of motivation citing relevant examples,

4. What is organisational citizenship behaviour? Discuss different approaches to OCB.

5. Explain the statement, “Words are symbols and meaning exist in mind”. Supplement with relevant examples.


MS- 22: Human Resource Development

1. What is the Concept of Career? In our society people face many career transition in changing their profession, organisation, and geographic location, to name a few. What is the role of HRD in dealing with this issue at organisational level? Explain with the organisational examples you are aware of. Briefly describe the situation and the organisation, you are referring to.

2. What are the major methods and movements to increase organisational performance? Explain any one of them based on your organisational experience. Briefly describe the organisation, you are referring to.

3. What are the basic tenets of Rewarding System? Briefly explain with organisational examples you have come across. Explain the situation and the organisation, you are referring to.

4. “Managing Diversity is currently enjoying a great deal of support from the world of business. Proponents of diversity in organisations have emphasized its benefits, and managing diversity is portrayed as a product of enlightened corporate self interest.” Elaborate the above statement and discuss the underlying concepts based on organisational experience, you have or you are aware of. Briefly describe the organisation, you are referring to.


MS – 23: Human Resource Planning

1. Explain the concept of human resource forecasting. Describe various techniques used in forecasting human resource planning.

2. Discuss the objectives of job evaluation. Explain the various job evaluation methods. Briefly describe the recent developments in job evaluation system.

3. Discuss the aims and objectives of career planning. Describe the benefits of career planning. What are the factors which go into the shaping of a career?

4. Explain the significance of information system in Human Resource Management. Describe the various approaches to managing information at the macro and micro level.

5. Explain the concept, need and scope of HR audit. Describe the essential steps being involved in the Auditing process.


MS – 24: Employment Relations

1. Explain the procedure for registration of a Trade Union under the Trade Unions Act. Discuss the objects general and political funds are spent under the Trade Union Act.

2. Describe the present position of Trade Unions in India. What are your suggestions for strengthening the Trade Unions in India.

3. Explain the meaning and concept of Collective Bargaining. Describe the process of collective bargaining. Discuss the conditions for success of collective bargaining.

4. Discuss the aims and objectives of workers participation in Management. Describe the workers participation, employee involvement practices of any organisation you are familiar with.

5. Explain various cultural aspects of employment relations. Discuss the recent developments in employment relations. Discuss the impact of specialization, centralization and globalisation on new employment relations.


MS – 41: Working Capital Management

1. The annual figures of Alpha Ltd are as follows:

(i) Sales at home, at 1 month credit Rs. 12,00,000.

(ii) Export at 3 months credit, S.P. 10% below the home price Rs. 5,40,000.

(iii) Materials used, suppliers extend 2 months credit Rs. 4,50,000.

(iv) Wages paid, half month in arreas Rs. 3,60,000.

(v) Manufacturing expenses, paid one month in arreas Rs. 5,40,000.

(vi) Depreciation on fixed assets Rs. 60,000.

(vii) Administrative expenses, paid one month in arrear Rs. 1,20,000.

(viii) Sales promotion expenses, payable quarterly in advance Rs. 60,000.

Alpha Ltd. sells goods in the domestic market on a gross profit of 25%. It keeps one month stock of raw materials as well as finished product and believes in keeping Rs. 1,00,000 available to it. You are required to calculate the working capital requirement of the company, assuming 15% safety margin.

2. Give a complete overview of the different marketable securities that are available for investments.

3. Select any financial Institution/ Organisation of your choice and obtain information about the important components of its credit policy and the attributes that they take into consideration while deciding the credit wortheness about its customers.

4. Describe the creation of Euro Money and Eurocurrency Markets? Discuss the factors contributing to the growth of the Euromarkets.

5. ‘The Working Captal Module is divided into three additional parts beyond the investment information presented in the Capital Investment (CI) module’. Discuss of objectives and operation sequential operation of the working capital module. Discuss the objectives and operation of each these three parts.


MS – 42 Capital Investment and Financing Decisions

1. What is meant by a firm's capital structure? Explain the Modigilian - Miller (MM) theory and Traditional approach to capital structure of a firm.

2. Explain the concept of project life cycle? How are the work breakdown structure and linear responsibility chart prepared?

3. What is Project Risk? Briefly explain the techniques used for the measurement of project risk

4. Explain the various instruments through which corporates procure finance both for long term and short term. Discuss the circumstances under which they are preferred. Give reasons for the same.

5. What is Corporate Restructuring? What factors motivate an enterprise to undertake restructuring exercise?


MS – 43: Management Control Systems

1. Explain the concept of Strategy? Describe the different Models that help in formulating business unit strategies.

2. Explain the ARM’s length principle and discuss its application.

3. Discuss in detail the three organisational Incentives systems viz the Scanlon plan, the Kaiser-United Steel Workers plan and profit sharing and explain their applicability.

4. Select any Bank/ Insurance company of your choice and discuss the management control system, that is prevalent, in that Institution.

5. Study the ‘Christian Medical College and Hospital, Vellore’ case and answer the questions given at the end of the case.


MS - 51: Operations Research


1. Solve graphically:

Minimize Z=6x1 + 14x2

Subject to

5x1 + 4x2 ≥ 60

3x1 + 7x2 ≤84

x1 + 2x2 ≥ 18

x1, x2 ≥ 0

2. Five employees of a company are to be assigned to five jobs, which can be done by any of them. The workers get different wages per hour. These are: Rs 5 per hour for A, B, and C each, and Rs 3 per hour for D and E each. The amount of time taken by each employee to do a given job is given in the following table. Determine the assignment pattern that (a) minimizes the total time taken, and (b) minimizes the total cost, of getting five units of work done.







































3. What is the importance of integer programming models in supporting managerial decisions? Describe the rationale behind Cutting Plane Method used for solving integer programming models.

4. A wholesaler supplies 30 stuffed dolls each day to various shops. Dolls are purchased from the manufacturer in lots of 120 each at Rs. 1200 per lot. Every order incurs a handling charge of Rs 60 plus a freight charge of Rs 250 per lot. Multiple and fractional lots can also be ordered, and all orders are met the next day. The incremental cost is Rs 0.60 per year to store a doll in inventory. The wholesaler finances inventory investments by paying its holding company 2% monthly for borrowed funds.

How many dolls should be ordered at a time in order to minimize the total annual inventory cost? Assume that there are 250 week-days in a year. How frequently should he order?

5. What is simulation? Describe the simulation process. State the major two reasons for using simulation to solve a problem. What are the advantages and limitations of simulation?


MS - 52: Project Management

1. What are the phases of a project development cycle? Give the salient tasks under each phase. What are the outlines of opportunity studies in project management? How do there impact upon project feasibility studies?

2. “Doubled Project Report (DPR) forms the foundation on which the entire superstructure of the project is built – if it is weak, project cannot weather the turbulent times ahead.” Bring out the do‟s and don‟ts of a good DPR.

3. “Meticulous Management of activities on the critical path is crucial to completing projects on time.” How can we „beat‟ the critical path and improve our on-time performance?

4. A good tem-work speed up project implementation justify. Developing self directed project teams is the key to improving effectiveness in project management. Elucidate.

5. Explain the importance of „project review‟ in the context of control of a project. How are cybernetics concepts applied to project management?


MS - 53: Production/Operations Management

1. Over the years many variations on classical Delphi have been forwarded. Discuss these variants.

2. Capacity will be modified in response to demand. Demand will be modified in response to capacity. Which of these two statement is correct? Why?

3. (a) What is Line-Balancing of assembly operations? Illustrate with examples.

(b) What approach would you suggest for increasing throughput rate of assembly lines and why?

4. Inventory of materials provides operational flexibility. But, many flexible operational systems need little inventory. Explain this seeming contradiction.

5. Discuss preventive maintenance. In what ways is preventive maintenance absolutely necessary in JIT/ kanban/ pull manufacturing as opposed to push manufacturing.

6. Write short notes on any three of the following:

(a) Quality and profitability relationship.

(b) Stopwatch Time Study method.

(c) The KANBAN System

(d) Manufacturing Resource Planning (MRP II)

(c) Classification of manufacturing technology.


MS - 54: Management Information Systems

1. How the functional areas can be separated from MIS point of view. List down major subsystems and the typical generated within the functional area in your organization.

2. How much importance should be accorded to implementation phase as part of the total MIS development activity? Explain. Briefly discuss the various implementation strategies. Under what circumstances are they suitable?

3. What are expert systems and how do they help in decision-making? Can you give examples to illustrate the same? What kinds of decisions can be appropriately programmed on expert systems? Give examples.

4. Outline the basic sequence of steps to acquiring a DMBS. What steps are the mists important? Why should an organization be careful about placing over reliance on “benchmark” tests in selecting a DBMS?

5. Differentiate among Trojans, Worms and Viruses. Give one example for each. “Computer virus is a major threat to computer security”. Justify the statement.


MS – 61: Consumer Behaviour

1. What do you understand by the term ‘consumer behaviour’? Explain the scope of consumer behavior giving suitable examples.

2. With the help of examples discuss the characteristics that distinguish organizational buying from individual buying.

3. Explain the concept of learning and discuss its marketing implications.

4. What is a reference group? Name two reference groups that are important to you. In what ways do they influence you in your purchasing behaviour?

5. Explain the concept of culture and subculture. Discuss the relevance of subcultural segmentation in case of the following products:

(a) Ready to eat food products

(b) Apparels

6. As a marketer of consumer durables like refrigerators, washing machines etc., what strategies would you adopt for responding to post purchase feelings of your consumers? Discuss.


MS-62: Sales Management

1. (a) Discuss the role and responsibilities of a Sales Manager, associated with a fast moveing consumer goods firm with pan India operations.

(b) Why is Personal Selling method is still very much in vogue in the current market environment. Elaborate with suitable examples. Briefly discuss the various situations conductive for Personal selling other than the list mentioned in the study/ course material.

2. (a) Discuss the AIDAS theory of selling by taking a suitable example of your choice. What are its merits and drawbacks of this theory.

(b) What are Selling skills. List out and explain the various types of skills. How does these skills help a salesman in effectively discharging the responsibilities assigned to him.

3. (a) As a Sales Manager of a Publishing House what methods would you adopt in identifying training needs for the sales force. Discuss briefly the various steps in training process.

(b) What are the basic components of a compensation package? Why and how the compensation package differ between the companies selling similar and different types of products?

4. (a) Discuss the importance of Sales planning function in the following

(i) Single Product firm targeting North India Market.

(ii) Multi Product firm targeting all India Market.

What is territory Planning? What are the steps involved in territory Planning and its importance in achieving the sales objectives. Discuss.

(b) Discuss the meaning and importance of Sales Budgeting. What are the different methods of Sales Budgeting that are generally adopted by a firm.


MS – 63: Product Management

1. What is a product? Taking the example of T.V., explain the anatomy of the product i.e. the core benefits, tangible specifications, and augmented features. 2. Briefly explain the concept of Product Life Cycle (PLC). Do all the products follow the bell shaped curve of PLC? Discuss giving suitable examples. 3. What are the objectives of test marketing? How would you go about test marketing a new chocolate? Discuss. 4. Explain the stages involved in new product development process, giving suitable examples. 5. Indian toothpaste market is witnessing a lot of changes, with many FMCG companies, Indian as well as MNCs, launching ‘herbal’ toothpastes. This segment is growing fast and every player wants to corner a significant share of it. You are a product manager-incharge of toothpaste category-in a FMCG company which also intends to enter ‘herbal toothpaste’ segment. (a) How can you use ‘Attribute Analysis’ to generate new product ideas for the proposed herbal toothpaste? Discuss. (b) Suggest alternative basis for positioning of the new product. (c) Discuss the functions that packaging can perform in marketing of toothpaste.

(d) Suggest a brand name for the new product to be introduced by the company, giving reasons why your choice is a good one.


MS – 64: International Marketing

1. Describe the differences between ethnocentric, polycentric, regiocentric and geocentric orientations. How do these orientations affect international marketing practices? Explain with the help of examples.

2. Discuss the significance of letter of credit in international marketing. Explain the operations of a letter of credit.

3. Explain the scope of international marketing research. What are the advantages and limitations of online surveys?

4. How does culture influence international marketing decisions? Explain with the help of suitable examples.

5. You are the marketing executive in a food processing company producing and marketing fruit juices and frozen vegetables in India. The company is exploring the possibilities of entering international markets. The management has asked you to prepare a preliminary report covering the following five aspects:

(a) Advantages and challenges for the company in entering the international markets;

(b) Different modes of entering international markets and potential difficulties involved with each option;

(c) Whether making exercises for product adaptation for different markets is worth it;

(d) Physical distribution implications and

(e) Support the company can receive from the institutional framework for export available in India.


MS – 65: Marketing of Services

1. What are the implications of the services marketing triangle? Explain giving suitable examples.

2. What are the differences between ‘search’, ‘experience’ and ‘credence’ qualities? Explain with the help of examples.

3. Explain the importance of physical evidence for the following:

(a) A restaurant

(b) An insurance company.

4. As a customer relationship manager of a luxury resort, you have a received a mail from a guest who stayed with his family at your resort last week. He has complained that the quality of food served was not satisfactory. Also, he has criticized the staff members that they did not listen to his complaint properly. What steps would you take in response to this letter? Discuss.

5. Explain the role of non-monetary costs in pricing of services by taking the example of a service of your choice.

6. Identify and explain the product support services which a washing machine marketer can offer for gaining competitive advantage.


MS - 91: Advanced Strategic Management

1. Explain the role of Strategists in Corporate Management. Discuss with reference to any company of your choice.

2. Discuss how good Corporate Governance as a system of governance is essential from all points of view. Explain with reference to Corporate Governance at TISCO.

3. Briefly describe the main modes of entering a foreign market.

4. What are Web-based Business Models? Explain the impact of E-Business on organizations.

5. How do we relate strategic philanthropy and economic motivations? Discuss.

6. How do Lupin Human Welfare and Research Foundation built up long term supply arrangements and manufacturing capacity?


MS - 92: Management of Public Enterprises

1. How is Ownership and Management decided for Public Sector Enterprises? Why is co-ordination and control an important aspect of Public Enterprises? Explain.

2. Describe the three phases of development of Public Sector Enterprises in India. Explain in detail the reasons for disinvestment of Public Sector Undertakings (PSUs) with reference to any particular PSU of your choice.

3. What are the distinct modes and services of India’s transport system. Explain the role of Ministry of Road Transport and Highways in the development of Road Transport and Highways.

4. “Wage Policy is part of Compensation Management.” Trace the evolution of Wage Policy in India from Payment of Wages Act 1936 to Pay Commissions keeping in mind the institutions related to compensation for private sector and public sector.

5. What are the oldest and the traditional form of Public Enterprises and how does the government undertake and perform various economic and social strategic functions? Cite examples from any two of the PSUs.

(a) Hindustan Aeronautics Limited (HAL)

(b) Bharat Earth Movers Limited (BEML)

(c) Bharat Electronics Limited (BEL)


MS- 93: Management of New and Small Enterprises

1. Define Competence. What are the various components of entrepreneurial competencies? Explain any particular entrepreneurial competency which is most important for an entrepreneur.

2. Differentiate between Marketing and Selling? Explain the need for market assessment. Why is selling more important than marketing explain with reference to air travel?

3. What are the general financing schemes of the banks with respect to MSME? Briefly explain the financing programmes of SIDBI.

4. How do you explain productivity? Substantiate work measurement and work measurement techniques.

5. Explain Production Schedule as an evaluation and control tool.

6. Write short notes on any two of the following:-

(a) SEBI

(b) Manpower

(c) Partnership


MS - 95: Research Methodology for Management Decisions

1. How would you distinguish between a management decision problem and a management research problem? Do all decision problems require research? Explain and illustrate with examples.

2. ‘Majority of the researches make use of primary sources of data and secondary data sources do not really contribute to a scientific enquiry.’ Do you agree/ disagree with this statement. Explain.

3. Explain an itemized rating scale. What are the various issues involved in constructing an itemized rating scale?

4. A researcher conducts a survey to find out whether the inhabitants of a metro town are in favour of capital punishment (F) or against it (A). The sequence of responses to the question asked is given below. Use the run test at α = 0.05 to test whether the responses are random.





5. Explain the following concepts.

(a) Null and alternative hypothesis

(b) One and two-tailed test

(c) Type I and type II error

(d) Level of significance

(e) Power of test


MFP-1: Equity Markets

1. Take any Stock Exchange of your choice and discuss the services offered by it.

2. What do you understand by the term Green Shoe option? Explain the concept of Market Maker and the SEBI guidelines of Market Making.

3. Discuss the methods of grievance Redressal followed by the Stock Exchange while handling investor grievances against – listed companies, misleading advertisements, payment of interest on debentures, non-payment of dividends and trading members.

4. What are the popular Charting Techniques? Discuss the charting tools & techniques and analyse the methods to apply in real-time environment.

5. Taking a suitable example explain the Capital Asset Pricing Model and Arbitrage pricing theory.


MFP- 2: Equity Derivatives

1. (a)What do you mean by 'Derivative Markets'? Why are they needed? Discuss the different segments of Derivative Market. Discuss the criteria for scrip selection for Derivative Segment.

(b)What is 'Quarter Sigma'? Discuss the procedure adopted for calculating the Quarter Sigma order size.

2. Explain the different indicators of futures market. Discuss the significance of volume and open interest in understanding the dynamics of the future markets. Discuss the various strategies used for risk management in Futures trading.

3. What are the important dates that need to be taken care off while adjusting the stock prices when dividend is paid out? Explain the adjustment of derivative contract when company announces dividends.

4. Explain the different strategies that are applied for using hedging options.

5. What is Value at Risk? Explain the different kinds of margins on Futures positions that are required to be paid by the clients to the Exchange.


MFP-3: Commodity Markets

1. What do you mean by ‘Commodity Market Ecosystem’? How do different components of the commodity market ecosystem interact? Discuss the basic characteristics that entitle a commodity for Future Trading.

2. Discuss the role and significance of Commodity Futures Trading Commission (CFTC) of USA. What are the major operating divisions of this Commission?

3. Meet a Broker who deals in the commodities trading. Discuss the delivery and settlement procedure for trades in the commodity markets. Write a detailed note on your discussions.

4. What are ‘Warehouse Receipts’? Explain the advantages of dematerialised warehouse receipts over the physical ones. Discuss the procedure adopted for dematerialization and rematerialization of warehouse receipts.

5. Describe the methodology usually used for investments in commodity derivative markets and explain why are commodities an effective asset class for diversification of portfolio risk.



1. “Planning is needed, firstly for committing and allocating the organisation’s limited resources towards achieving its objectives in the possible manner and, secondly for anticipating the future opportunities and problems.”

Elaborate this statement and discuss the underlying concepts as you have experienced in organisational situation. Briefly describe the context, you are referring to.

2. Briefly referring to various models of Decision making process, explain the one/s you have experienced to be favourite in any organisational situation and why. Explain with context, and brief of the organization, you are referring to.

3. What are the major forces for change that confront an organisation? Briefly describe the process of organisational change, and relate it to the experience you have had, or you are aware of. Briefly explain the context and the organisation you are referring to.

4. “The term centralization and decentralization are meaningful only in a relative sense. Centralisation and decentralisation are extensions of delegation. Delegation refers mainly to entrustment of responsibility and authority from one person to another. Downward transfer of responsibility and authority at individual level is referred to as delegation and when the same is done organisation-wide in a systematic way it is known as decentralisation”.

Elaborate this statement and discuss the underlying concepts with reference to the organisational experience your have or are aware of. Please give a brief of the organisation and the context you are referring to.



1. Explain the process of job analysis. Describe how job analysis is carried out in the organisation you are working with or an organisation you are familiar with.

2. Discuss the concept of mentoring. Explain methods of mentoring that you are familiar with citing suitable organisational examples.

3. Discuss in detail the laws covering wages, welfare and benefits.

4. Describe industrial democracy in your own words with illustration.




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1. Explain the critical elements of politico- legal environment of business citing examples and examine the interaction between political environment and business management.

2. What is the rationale for private sector development? Critically examine the problems and prospects of privatization.

3. What are the factors responsible for industrial sickness? Discuss the measures and policies adopted by the government to tackle the problem of industrial sickness in both non- Small Scale Industries (SSI) and SSI sector.

4. Discuss India’s foreign investment policy in the post-reform period and highlight the major changes with relevant data.

5. Briefly review the impact of economic reforms in India in terms of their achievements and failures citing examples.

6. Write short notes on:

(i) Working of Public Sector

(ii) External Debt



1. Explain the meaning of Generally Accepted Accounting Principles? Discuss in brief about the Accounting Concepts that are being followed in your organisation. Give your suggestions if any.

2. Discuss the different methods of depreciation and how these methods differ from each other.

3. The sales and profit of ABC Ltd for two successive years is as follows:

Previous Year (Rs in lakhs)                        Current Year (Rs in lakhs)

Number of units sold                    15,000                                                                  20,500

Sales                                                      37,500                                                                     5,125

Profit/Loss                                              825                                                                     1,178.75

On the basis of the information given above you are required to determine:

(a) The amount of fixed costs incurred by the firm.

(b) The Break Even point for the firm (both in rupees & units).

(c) The amount of sales to earn a profit of Rs 25 crores.

(d) Margin of Safety if actual sales of ABC Ltd is 17.5 crores.

4. XYZ Ltd is a leading manufacturer of decorative and industrial paints in India. The income statement (Exhibit 1) and the balance sheet (Exhibit 2) for the current year are given. Its sales next year are estimated to be 25 per cent higher on account of increase in demand for paints from the housing and commercial real estate sectors. The variable costs as percentage to sale are likely to remain constant. An increase of 12.5 per cent is estimated in fixed costs.

XYZ Ltd is planning to launch two new brands of luxury emulsions-Supercoat and Luxurycoat. The Supercoat paint would generate an additional Rs 600 crore sales and require an extra Rs. 400 crore investment involving installation of manufacturing and packaging machinery. While the additional fixed costs requirement would be Rs 150 crore, variable cost to sales ratio would not change. For manufacturing the Luxurycoat paint the additional investment requirement and sales generated would amount to Rs 600 crore and Rs 800 crore respectively. The variable cost ratio would remain constant but the fixed cost are expected to increase by Rs 240 crore. The XYZ Ltd has four alternative financing plans to choose from (Exhibit 3). Its current debt-equity ration is 5:1.

XYZ Ltd has hired Amar as a financial consultant to carry out the following tasks:

(1) What would its operating, financial and total leverages be next year without the new proposal?

(2) Assuming that the XYZ Ltd finances the projects using financing plan (A), determine the three leverages for the two projects individually. Which new brand is better?

(3) Which financing option should XYZ Ltd choose to if only Supercoat is to be manufactured?

(4) Calculate the financial breakeven points of each plan.


EXHIBIT 1 Income Statement, Current Year and Market Data (Rs crore)

Sales                                                                      Rs 5,000

Variable costs (0.50)                                           2,500

Contribution                                                           2,500

Fixed costs                                                               1,000

EBIT                                                                           1,500

Interest                                                                         500

EBT                                                                             1,000

Tax (0.35)                                                                   350

EAT                                                                                650

Shares outstanding                                                    10

EPS (Rs)                                                                         65

P/E ratio                                                                        20

Market price per share (MPS) (Rs)               1,300


EXHIBIT 2 Balance Sheet As at March 31, Current Year (Rs crore)

Liabilities                                                                            Assets

Equity capital                                   Rs 100                  Fixed assets                       Rs 5,850

Reserve and Surpluses       900                  Current assets:

10% Debt                                              5,000                 Inventory           Rs 550

Current liabilities                                   950                 Receivables             300

Cash                            250       1,100

    6,950                                                                      6,950


EXHIBIT 3 Financing Options/Plans (Rs crore)

Plans                     Debentures                        Equity Shares                   Preference Shares                          P/E

       Coupon         Amount       Number       Face                  Rate             Amount

           rate                                      (crore)        value

  1.             (2)                   (3)                   (4)         (5)                         (6)                (7)                                  (8)

   A                    0.12             Rs 1,000              -              -                             -                    -                                         14

   B                      -                         -                       100        Rs 10                     -                    -                                         30

   C                    0.11                  400                      60              10                     -                    -                                         20

   D                      -                         -                          70              10                     0.11       Rs 300                                   28

5. In your organisation or any other organisation of your choice try to find out the factors that are taken into consideration while making the dividend decisions.




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1. (a) Enumerate the basic types of plant layouts. How does a cellular layout differ from a process layout?

(b) What are the different factors that should be considered for designing a plant layout?

2. What do you understand by work sampling technique? Highlight some uses of work sampling. What are the steps usually required in conducting a work sampling study.

3. (a) What is the distinctive feature of job production as compared to mass and batch production systems?

(b) Give three examples form your daily life of job production systems.

4. Describe the following, with illustrations

(a) Average Outgoing Quality (AOQ) Curve.

(b) FAST Diagrams

5. “Inventory management for slow moving expensive items should focus more on lead time reduction than anything else”. Critically examine the statement.




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1. a) Define Marketing and discuss its scope, prospects and challenges for Brick and Mortal marketers in the era of on-line/e- business marketer being successful.

b) Elaborate the key elements of marketing mix and explain their significance in strategy formulation by taking an example of a product and a service offering of your choice.

2. a) What do you understand by the term Market Planning? When and why the activity of planning emerges in an enterprise. Elaborate with an example.

b) Every product and service offering is faced with competition in the market place the level of competition varies with the product/ service category. In the light of the above what role can marketing research play in helping the firm to maintain and retain its position consistently. Discuss.

3. a) What do you understand by the term “Product”? Discuss at length with suitable illustrations.

b) As a Marketing Manager of a consistently growing FMCG company you are advised by the Top management to generate New Product Ideas for a line of wellness products. What methods you would adapt for generating new ideas and why? Discuss briefly the possible New Product Development Strategy for the proposed wellness product category.

4. a) In the above question pertaining to wellness product category and new product development strategy suggest the following and justify giving reasons

i) Brand name and packaging

ii) Pricing strategy

iii) Advertising and Publicity

b) Discuss briefly the various sales forecasting methods you are familiar with. Propose a suitable method/s for this following.

i) Wellness Products

ii) 100 C.C. gearless scooter


1. “An operating system performs allocation and assignment of system resources, schedules the use of computer resources, monitors the computer system activities etc.” Discuss briefly!

2. What impact does the implementation of programmed decision-making have on the management system of an organization?

3. Explain the concept of integrated software applications. Describe its advantages and business utility. Which of the business solutions offered by market leaders do you like the most? Why?

4. Briefly discuss the concept, fundamentals and vocabulary of a programming language from your course. Further, illustrate some important features of Visual Basic, Java.

5. What do you understand by competitiveness of ICT? Highlight the impact of ICT for the developing nations with respect to the economic activities.



1. What factors in modern society contribute to the increasing importance of quantitative approach to management? List one application of quantitative techniques in each functional area of management.

2. From the frequency distribution, find the standard deviation using the formula for the grouped data:

Class Interval                    Frequency

10-20                                                      9

20-30                                                    18

30-40                                                    31

40-50                                                    17

50-60                                                    16

60-70                                                       9

Total                                                     100

3. In a study to test whether there is a difference between the average height of adult females born in two different countries, random samples yielded the following results:

n1 = 120, x1 = 62.7, s1 = 2.50

n2 = 150, x2= 61.8, s2 = 2.62

where the measurements are in inches. Use 0.05 level of significance to test the difference between the average heights.

4. Write short notes on:

(a) The F- distribution

(b) Auto-Regressive (AR) models.

5. Find the area under the standard normal curve, which lies

(a) to the left of z = 0.94

(b) to the right of z = -0.65

(c) to the right of z = 1.76

(d) between z= - 0.34 and z= 0.62




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1. “The production possibility curve reflects the different combination of goods, which an economy can produce, given its state of technology and total resources.” With reference to statement given above explain the guns-versus-butter debate.

2. Explain the marketing approach to demand measurement. Briefly discuss the three important sources of data used in demand forecasting.

3. How is Accounting Costs different from Economic Costs? Explain with the help of an example how an income statement prepared by accountant is different from income statement prepared by economist?

4. Differentiate between Isocost and Isoquants. Analyse graphically how an optimal combination of inputs can be arrived in the long run using Isocost and Isoquants?

5. State how is pure bundling different from mixed bundling and typing? Explain giving examples.

6. Write short notes on the following-

(a) Value Maximization

(b) Returns to Scale

(c) Strategic barriers to entry

(d) Barometric Forecasting




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1) What is an organization? Describe various approaches to understand an organization and discuss their relevance in the present scenario.

2) Briefly discuss the evolutionary process of organization design. Discuss various approaches to understand organizing and analyzing work and their significance in the present day context.

3) Discuss the meaning and concept of quality of worklife. Briefly describe the techniques of improving quality of worklife with relevant examples.

4) Describe various perspectives on organizational analysis and the need to undertake organizational analysis. Discuss any two approaches to analyse an organization and their merits & demerits with examples.

5) Distinguish between organization and institution. Briefly describe the factors influencing institution building with examples.



1. Choose an organization of your choice from the aviation industry. Perform a SWOT analysis on the organization. Based on the SWOT analysis, list out the challenges the organization is facing. Explain how these challenges can be converted into opportunities.

2. Identify two organizations of your choice from the pharmaceutical industry. One which is a single business unit (SBU) and the other which has several related businesses. Analyze the corporate profile of each company from the published information available.

3. Select an organization of your choice, which has adopted a differentiation strategy. Analyze as to how the differentiation strategy has made an impact to the organization to build its competitive advantage.

4. Explain with the help of illustration, why portfolio analysis is necessary for multi-product organizations.

5. Why is strategic evaluation important for firms? Explain with the help of suitable examples.


MS-25: Managing Change in Organisations

1) Briefly discuss the triggers for change and the challenge of transformation change with an example.

2) Keeping in mind, mergers and acquisitions as present of order of the day, briefly discuss how culture change can take place with an example.

3) Describe the reasons for the process of change to occur in an organization with relevant examples.

4) Explain the concept of intervention and briefly describe various types of interventions and their use in bringing change in the organization.

5) Briefly describe the key roles performed by different agents and their functions in bringing change in the organization.




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MS-26: Organisational Dynamics

1. “The organizational requirement for group problem-solving rests primarily on two assumptions: 1. Information needed for most management decisions must come from a variety of sources whose functional interdependence requires its simultaneous consideration and evaluation by all concerned; and 2. The acceptance of such decisions by the persons affected is often more important than the objective quality of the decision, and acceptance is promoted by participation in decision-making.”

Elaborate this statement and discuss the underlying concepts with reference to the organizational experience you have or are aware of. Briefly describe the organisation, you are referring to.

2. What do you understand by „Role Systems‟? Applying the concepts, draw “Role Space‟ map and „Role Set‟ map with reference to your role in the organization.

Briefly describe the organisational structure of the organisation, you are referring to.

3. Critically explain and evaluate the relationship between power bases and managerial effectiveness. Support your answer with the organisational experience you have had or are aware of. Briefly describe the organisational and context, you are referring to.

4. What are the functions of organisational culture? Why is it so important for an organisation? Explain with the examples you have came across in organisational setup. Briefly describe the context and the organisational set up you are referring to.



1. What are the public policy considerations in wage policies? State the practical difficulties, if any, translating the lofty ideals into action.

2. Discuss the role played by the International Labour Organisation on the following:

(i) Wage Fixing Machinery

(ii) Protection of Wages

(iii) Equal pay for equal work.

3. (i)What do you understand by the concept of wages; explain the concept of basic wage through examples?

(ii)Why dearness allowance is an integral part of pay packet, explain how is it administered?

4. "Suppose your organisation's recently completed compensation survey showed that pay rates of several jobs were either less than what they should be. How do you bring these jobs "into line"?




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MS – 28: Labour Laws

1. Explain the concept of social justice in relation to industrial jurisprudence. Discuss the constitutional aspects of Industrial jurisprudence.

2. Describe the object, scope and applicability of the Factories Act, 1948. Discuss the provisions relating to employment of young persons in factories.

3. Explain the concept and nature of standing orders. Describe procedure for certification of standing orders. Discuss when do the standing orders operate.

4. Explain the provision for set-on and set-off in the payment of Bonus Act, 1965. Why has such a provision been made in the Act? Discuss the obligations of employers and rights of employees under this Act.

5. What is the object of the Employees Provident Funds and Miscellaneous Provisions Act, 1952? Explain the various modes in which the Central Provident Fund Commissioner can recover arrears of any amount due from any employer under Section 8 of the Act.


MS-29: International Human Resource Management

1) Briefly discuss the relevance of International Human Resource Management (IHRM) and its functions. Distinguish between domestic vs IHRM and the variables that moderate differences between Domestic and IHRM with examples.

2) Describe Hofstede’s framework of cultural difference and strategies for managing diversity with examples.

3) Briefly describe an expatriate and discuss the reasons for success and failures of an expatriate with examples.

4) Briefly discuss the characteristics of a Global Mind Set and describe the effective Training and Development Programmes for International assignments.

5) Discuss various barriers to cross-cultural communication and how to overcome them. Discuss with relevant examples.


MS-44: Security Analysis and Portfolio Management

1. Define Investment. Discuss the effect of changes in investment environment on investment decisions. Distinguish between Investment, Speculation and Gambling. What is the usefulness of a Sound Investment Plan?

2. What is efficient market hypothesis? Explain the different forms and anomalies of efficient market hypothesis.

3. What are oscillators? How are they different from moving averages? Would you recommend the usage of an oscillator? Explain.

4. Explain the Principle of Dominance. Define the Efficient Portfolio and Efficient Frontier.

5. What do you mean by Formula plans? Critically examine the formula plans and discuss their limitations.



1. What is International Financial Architecture? Compare and contrast the Comparative Advantage Theory and Comparative Cost Theory.

2. Explain the Purchasing Power Parity Theory with the help of an example. Can there be deviations also from Purchasing Power Parity relationship? If so, what factors are responsible for the same?

3. What do you understand by Exchange Rate Exposures? Describe different types of exchange rate exposures and the techniques used to manage them.

4. Why is Cost of Capital different across countries? Explain how does the Cost of Capital for MNCs differ from that for domestic firms.

5. Discuss the factors that stimulates FDI in a country. Explain the influence of taxation policy of host country on FDI.


MS- 46: Management of Financial Services

1. Discuss how technology has changed the face of Financial Services in India, in the past 5 years.

2. Explain the existing Depository System in India? Point out the short comings of this system and also give your suggestions, if any, to improve it.

3. Discuss the recent case of SBI merger in detail.

4. Discuss the concept of Venture Capital. Analyse the factors which the entrepreneur should take into account while selecting a Venture Capitalist.

5. There are a number of Mediclaim policies that are available for Individuals? Discuss any two Mediclaim policies that you would prefer as an Individual and why?




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MS – 55: Logistics And Supply Chain Management

1. How the chain relationship can contribute to the success of SCM. Is it necessary to extend this relationship beyond the chain, to further achieve the objectives of SCM?

2. What is Bullwhip effect? Explain the various permutations and combinations to reduce this effect in SCM.

3. “ Making changes in a manufacturing company is probably the hardest thing that civilized man has ever set out to achieve”- give your comment on this statement in context with the organization switching to supply chain management.

4. What is the need for Supply Chain Performance Measures? What are the factors that contribute to management’s need for new types of measures for managing the supply chain?

5. “Facility and their locations are major issues in an organisation’s logistics system efficiency and its ability to successfully implement its competitive advantage”. Comment!


MS – 56: Materials Management

1. Ethical conduct in purchasing depends, to a large extent, on the local culture to which the purchasing agents and suppliers belong. Get the information related to this aspect in Indian context.

2. Differentiate between independent and dependent demand. Dependent demand inventory items do not need to be forecasted. Why not? Explain with the help of examples.

3. How does JIT differ from MRPII? Briefly discuss the basic requirements and assumptions of JIT implementation.

4. What do you understand by the term codification? What type of information should be built into a code?

5. Write short notes on:

a. EPA

b. Obsolete and scrap

c. Stock verification




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MS – 57: Maintenance Management

1. What are the characteristics of planned maintenance? Explain the working of a planned maintenance management system? 2. Explain what is meant by cost absorption and cost apportionment? Illustrate each with two examples from maintenance department. Discuss the methods of cost absorption and state which method do you consider to be the best and why? 3. What are major components of safety and environmental issues of an enterprise? How do the maintenance goals and objectives take care of safety goals of an organization? 4. Explain the basis of identifying and analyzing a problem, while making use of wear debris monitoring technique? Name some of the instruments used for vibration monitoring? 5. Why are audits important for management systems? What is the main difference between audits for Safety and Maintenance? State reasons for your opinion as to whether Maintenance Audit should be mandated by law or not. 6. Write short notes on any four. (1) Autonomous Maintenance (2) Effective Planning Procedure (3) Zero Based Budgeting (4) Software Selection (5) Origin of TPM


MS-58: Management of R & D and Innovation

1. (a) Discuss the various measures for determining the benefits for technological innovation.

(b) In what R&D performs dual role? Explain with examples based on your experience/study.

2 (a) Elaborate your understanding about market oriented product development method. Compare it with the traditional method.

(b) How can the development process be reengineered? What elements are required to reengineer the process?

3. (a) What could be different types of approaches used for R& D budgeting? Which approach in your opinion would be most desirable?

(b) A technology subjected to portfolio analysis on technology portfolio falls under head ‘Hold’. What R&D inputs can shift this technology to ‘Build’?

4. (a) What do you understand by ‘organisation culture’? Is it possible to influence the culture of an organisation?

(b) Describe in detail organisations related with R&D under the Central Government.

5. (a) Discuss the salient features of the Technology Policy of India. What have been the achievement and failure of the technology policy?

(b) What are the shortcomings in our approach to commercialisation and technology transfer from laboratory to industry?

6. (a) What is intellectual property rights? What are TRIPS? Discuss major differences between Indian Laws and TRIPS.

(b) What is GATS? How can it facilitate access to technology and technical information for developing countries?


MS-66: Marketing Research

1. (a) Define and discuss the term Marketing Research. What are the stages in the Marketing Research Process? Take a hypothetical example and elaborate these stages and their importance in the entire process.

(b) What is Research Design? Briefly discuss the different types of research designs and their importance in the context of marketing research.

2. (a) Why Data collection is important and crucial in the research? Explain the various methods of data collection available to the researcher and bring out the merits and demerits of each of these methods.

(b) What is Sampling? Explain the key factors on which sample size for a survey is based. Discuss the steps through which the sample size for a survey is determined.

3(a) Distinguish Qualitative research with Quantitative research. Briefly describe the methods of conducting qualitative research and its application in marketing problems.

(b) Explain Data processing in marketing research. What are the various components of data processing you are familiar with? Briefly discuss the importance of each of these components.

4(a) Explain Multivariate analysis and briefly discuss the various multivariate techniques which can be used in Marketing Research.

(b) What are the techniques available to determine the association between two variables? What are their relative merits and demerits.




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MS-68: Management of Marketing Communication and Advertising

1(a) What do you understand by the term Marketing Communication? Discuss the concept of marketing communication as a tool for market development strategies.

(b) Why and how different set of people buy the same brand/ product for different reasons? Identify the buying motives for the following

(i) Expensive Smart Phones.

(ii) Wellness Products for Women and Men

2 (a) Discuss the concept of Promotion Strategy and Tactics with suitable illustration. Suggest a suitable planning framework for the below mentioned

(i) Chinese Smart Phone Brand for Indian market

(ii) Indian Railway Contemplating Introduction of Bullet Trains

(b) What is Media? How does the role of media impact a business? Discuss the rapid growth of Indian media and the media options available to the marketers thus making marketing communication decisions more complex. Explain with reference to electronic media.

3(a) Sales Promotion and Trade Promotion are conceived, developed and designed with a purpose. Discuss with suitable examples of your choice the main drivers for such promotions.

(b) Distinguish Publicity and Public relations in a manufacturing as well as a service enterprise by clearing elucidating the various tasks undertaken by each of these vehicles of communication.

4(a) Try and make a visit to an Advertising Agency in your location or you are familiar with and prepare a note on the structure, and the diverse functions that the agency undertakes in offering their services.

(b) How does marketing communications strategy vary with the different stages of Product Life Cycle? Explain with reference to introduction and decline stage of a FMCG and a consumer durable of your choice.





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1. Briefly describe the concept, meaning and scope of Corporate Policy. Select an organisation (name and describe the organisation) of your choice and discuss the policies it had adopted.

2. Go through the case study, Corporate Governance at TISCO given in Block- 2 of the course and answer the questions at the end.

3. Discuss the various approaches to global entry.

4. What are the major benefits, issues and challenges of implementing knowledge management in an organisation? Give examples.

5. What do you understand by corporate philanthropy? Comment on the relevance of strategic philanthropy for business organisations.

6. Write short notes on:

(i) Corporate Management in non business organisations.

(ii) Scope and Objectives of Social Audit.


MS-94: Technology Management

1. How has technology become an integral part of any business unit? Explain the role of technology in designing the business strategies of a firm. Illustrate your answer with the help of an example.

2. Explain the importance of generation, up gradation and improvement of technology. Illustrate with the help of suitable examples.

3. List out the benefits that an organization can have from effective absorption of imported technology? Illustrate with the help of suitable examples.

4. Explain the concept of ‘linkages’? How are they are essential for an organization having Technology Management Group? Discuss.

5. How can the technology information be procured? Discuss the merits and demerits of any two of the information sources.





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1. Explain how Government can create conducive environment to facilitate the functioning

of MSMEs.

2. How is technological process determined, once the decision to make the product has been


3. Discuss the common errors identified while formulating the business plan.

4. What are the key strategic decisions in the selection of product, its development and

design along with the development of prototype?

5. How do the entrepreneurs estimate their needs and plan their cash schedules? Explain.

6. Write short notes on the following :-

(a) Employment Creation

(b) Selection of Site

(c) Family Business




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1. Discuss the points that should be kept in mind while defining a research problem. Briefly mention advantages of considering these points.

2. The secondary data are to be scrutinized before they are compiled from the source. How does one examine the reliability, suitability, accuracy and adequacy of secondary data?

3. Describe, in brief, the importance of editing, coding, classification, tabulation and presentation of data in the context of research study.

4. The production manager in a large undertaking randomly paid 10 visits to a work site in a month. The number of workers who reported late for duty were found to be 2,4,5,1,6,3,2,1,7, and 8 respectively. Using the Wilcoxon signed rank test, verify the claim of the production superintendent at 0.05 level of significance that on an average not more than 3 workers report late for duty.

5. Discuss the various components of presentation skills. Your answer should include communication dimensions, presentation package, and use of audio-visual aids.





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MS-96: Total Quality Management

1. TQM application has its limitations. Do you agree with this statement? Justify your answer giving examples.

2. Discuss in brief the philosophies of Deming and Juran and do the comparative assessment of the two.

3. Explain giving examples as to how ISO standards can benefit the society.

4. List out the conventional seven quality control tools. Explain any two in brief.

5. Suppose that you are working in an organization, which wants to develop an effective implementation methodology for ISO 9000 Quality Management System. How will you help your organization in developing an effective implementation methodology?


MS-97: International Business

1. Discuss in detail the Heckscher–Ohlin model and examine how does it differ from the earlier trade models.

2. The decision of how much power should be delegated to a manager of a subsidiary is crucial and depends on several factors. Examine these factors with their importance in multinational corporations, in terms of improving the process of decision making.

3. Explain the need for control in international business. In what way ownership is related to control? Discuss.

4. “Severe Competition in the international arena has led to the development of innovative product techniques”. Discuss these production techniques in detail.

5. Discuss the objectives of multilateral negotiations and the major issues involved in the negotiations.

6. Write short notes on the following.

(a) Endogenous and Exogenous variables of performance in international business.

(b) Strategic Alliances.




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MS- 422: Bank Financial Management

1. Explain the role of financial analysis in the management of finances of a business. Discuss the DUPONT model of financial analysis in detail.

2. Try to find out the different elements that comprise Tier-I and Tier-II capital of your bank. Write a brief note on your findings.

3. What do you understand by Foreign Exchange Rate? Discuss the Operations of the Foreign Exchange Market.

4. In a bank of your choice try to find out the Policy and Strategy that is in place for managing the Credit risk? Give your suggestions, if any.

5. What are the existing Accounting Standards followed by Indian Banks? How could we make these Standards competitive to the International Standards.


MS-494: Risk Management in Banks

1. Meet the Manager of a Bank of your choice and discuss various types of Risks faced by the bank. Also discuss the crucial determinants of how much risk a bank can take.

2. What do you understand by Risk Regulation? Discuss the different measures taken by Reserve Bank of India (RBI) while devising the regulatory framework of banks.

3. Discuss the features of Credit Derivatives and explain the various types of Credit Derivatives.

4. What is Operational Risk? Explain the various approaches for computation of Operational Risk Capital under Basel Accord II.

5. What are the elements of Tier I and Tier II Capital and what are their limits? What are the deductions to be made from Capital under Tier I and Tier II? Discuss


MS- 495: Ethics and Corporate Governance in Banks

1. Why is task related values important in performance of duties? How does work ethics plays an important role in performance of duties?

2. Discuss the ethical issues related to marketing function. How does company’s address the issue of competition?

3. What are King Committee’s guidelines regarding Integrated Sustainability Reporting also explain guidelines related to relations with shareholders.

4. Discuss the alternative models of Corporate Citizenship and explain how does the four models differ in terms of beneficiaries of corporate action?

5. How is strategic framework developed to make Corporate Social Responsibility an integral part of the business strategy?

6. Write short notes on the following-

(a) OCTAPACE values

(b) RBI initiatives

(c) Social Audit

(d) Global Trust Bank




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MS - 611: Rural Marketing

1. What do you understand by the term rural markets? Discuss the marketing challenges presented by the rural markets taking the example of any Fast Moving Consumer Good (FMCG) of your choice.

2. Discuss the rural environment in terms of the infrastructure available for marketing. How does this environment affect the marketing decisions and opportunities? Explain with reference to marketing of any financial service of your choice.

3. Why do marketers require the knowledge of consumer behaviour? Describe the rural buying behaviour process in case of following products:

a) Tractor

b) Toothpaste

4. What are the major objectives of sales promotion? Suggest rural sales promotion methods for ‘Hair Oil’.

5. Discuss the specific packaging adaptations that are required to be made when consumer products are specifically targeted for the rural markets.

6. Explain the significance of symbols, pictorial representations, music and rhythm for rural communication, giving suitable examples.


MS - 612: Retail Management

1. (a) Trace the evolution of Retailing business from various secondary sources in the Indian context. Compare the structure of traditional retailing vis-a vis the contemporary retail business evolving in India and discuss the driving factors for its growth as a key contributor to the economy.

(b) Why it is essential to have a sound knowledge of the retail customer in the current market environment? Elaborate.

2(a) What do you understand by the term Locational Decisions in Retailing? If you were hired by an established multi brand men’s garment retailer to identify suitable locations for their new outlets in tier II cities across Pan India, how would you go about in choosing a store locator and the criteria for evaluating the location aspects for the same. Illustrate.

(b) “Atmospherics” constitute one of the key components for the success of a retail business. Discuss and explain with two leading retailer of your choice in the Indian context that atmospherics had largely contributed to their growth and sales.

3(a) Discuss the significance of sourcing as a crucial function of retailing by explaining the steps in sourcing process with a suitable example.

(b) Discuss and explain the concept of Customer Relationship Management (CRM) in today’s retailing environment. What role and responsibilities does employee have in building and maintaining customer relationships? Illustrate suitably.

4(a) What is the role of Technology in retailing? Discuss the application areas of technology adoption in retailing and its security issues that ought to be taken care off.

(b) What are the various ethical dimensions of retailing? Discuss the linkages between legal and ethical issues in retailing and the precautions preventive measures to be considered.




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1. Briefly explain the structure of the currency markets in India. Discuss the various theories of Exchange Rate Determination and elaborate on the major factors that influence currency volatility.

2. (a)What are Forward Rate Agreements (FRA)? Explain how FRA can be used to hedge currency risk.

(b) Explain the following:

(i) Delta Hedging

(ii) Black Scholes Model

3. What is Money Market? Describe the different types of money market instruments and briefly discuss the guidelines for the issuance of commercial paper.

4. What is meant by 'Duration of a bond? How is the duration and modified duration of a bond calculated.

5. What are 'Interest Rate Futures'? Explain the process of pricing of interest rate futures.



1. Meet a Broker of your choice and discuss the following with him/her:

 The role of Brokers in the securities market,

 The major activities undertaken by them, and

 The major changes that have taken place in the arena of Brokerage Houses after liberalization.

Write a detailed note on your discussion.

2. Explain briefly the main functions of a Merchant Banker in respect of Issue Management. Describe the steps involved in the life cycle of an Initial Public Offering (IPO) through the process of Book Building.

3. What is ‘Venture Capital’? What is its significance? How is it different from traditional corporate finance? Discuss the different stages of Venture Capital Funding.

4. What do you understand by Private Placement of Shares? Who are eligible to get allotment under it? Describe the procedure followed under private placement and its advantages.

5. Explain the relevance of ‘Financial Market Training’ as an employment opportunity and discuss the various kinds of training opportunities one may come across in the Financial Markets.





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APRIL 2017


1. Why are managers required to have / acquire different skills sets at various levels of their career? Explain the concept and its significance with suitable examples from the organisation you have served in, or you are familiar with.

2. State and explain the steps involved in MBO process. Also explain the pre-requisite for successful implementation of MBO quoting examples from the organisation you have worked in or you are aware of.

3. Briefly explain the sources of conflict and the impact it has on individuals, groups, and organisations. Cite examples from your organisational experience or the experience you are aware of.

4. What is control? What are the pre-requisite and characteristics of effective control system? Explain with the help of examples you have had in an organizational set up. Briefly describe the organisation you are referring to.



1. What are the primary objectives, focus, and purpose of Selection Tests and Interview in the whole process of Hiring in organisational set up? Critically examine their usefulness and importance in the short term and long term functioning and culture of the organisation. Draw from the experiences you are familiar with. Describe the organisation and the situation you are referring to.

2. What are the major „problems/errors‟ which came in the way of „Effective Performance Appraisal Systems‟ of any organization? Describe and explain with the help of your organizational experiences or the ones you are familiar with. Briefly explain the organization, situation and its fall out too support your reply.

3. Critically evaluate the state of workers‟ participation in Management in the present day business scenario. Explain with examples your answer giving due details of the organizations and the sources you are referring to.

4. What are the “Principles of Learning” which are followed in developing „Effective Training Programmes‟? Critically evaluate the „Training Environment‟ you are exposed to vis-à-vis the „Principles of learning‟ followed/not followed or the ones you are aware of. Briefly describe the situation and the organization to logically support your replies.



1. a) Explain the reasons why a business manager be concerned with business environment?

b) Discuss how non-economic environment affects business decisions giving examples.

2. What are the major factors of widespread sickness among the SSI units? How can sickness be identified? Suggest measures to enhance economic viability of the segment.

3. Examine the progress of Indian economy towards globalization in the post reform years. Comment on the slow pace of progress of globalization and identify the major reasons.

4. a) What are the major problems of fiscal policy? Describe.

a) Is the growth of public expenditure in India justified? Discuss.

5. Explain major trends in volume, composition and direction of India’s foreign trade in recent years. Do you think that these trends portray a favorable trade environment in the country?

6. Write short notes on the following:

a) Balance of Payments

b) Role of Public Sector

c) Economic Development and Economic Growth



1. “ Accountancy is an Information System” do you agree? Substantiate your answer with reasons. How does an Accountant help in planning and controlling a large commercial organisation? Explain.

2. Prepare Cash Budget for April-Oct. 2017 from the information relating to Shah Agencies, a trading concern:-

Balance Sheet as on 31st March, 2017

Liabilities Rs. Assets Rs.

Proprietor’s Capital 1,00,000 Cash 20,500

Outstanding Liabilities 17,000 Stock 50,500

Sundry debtors 26,000

Furniture 25,000

Dep. 5,000 20,000

----------- ----------- ---------

1,17,000 1,17,000

Sales and salaries for different months are expected to be as under:

Months Sales Salaries

April 80,000 3,000

May 52,000 2,500

June 50,000 35,000

July 75,000 4,000

August 90,000 4,000

September 35,000 3,000

October 25,000 3,000

The other expenses per month are: Rent Rs. 1,000, Depreciation Rs. 1,000, Misc. Expenses Rs. 500 and Commission 1% of sales.

Of the sales, 80% is on credit and 20% for cash. 70% of the credit sales are collected in one month and the balance in two months. Debtors on March 31, 2017 represent Rs. 6,000 in respect of sales of February and Rs. 20,000 in respect of sales of March. There are no debt losses. Gross profit on sales on an average is 30%. Purchases equal to the next month’s sales are made every month and they are paid during the month in which they are made. The firm maintains a minimum cash balance of Rs. 10,000. Cash deficiencies are made up bank loans which are repaid at the earliest available

opportunity and cash in excess of Rs. 15,000 is invested in securities (Interest on bank loans and securities is to be ignored). Outstanding liabilities remain unchanged.

3. Taking a suitable example and explain how the semi-variable costs will be segregated into fixed and variable using the Scattergraph Method.

4. Aditi Ltd. is considering the selection of one a pair of mutually exclusive investment projects. Both would involve purchase of machinery with a life of 5 years.

Project 1 would generate annual cash flows (receipts less payments) of Rs. 2,00,000; the machinery would cost Rs. 5,56,000 and have a scrap value of Rs. 56,000.

Project 2 would generate annual cash flows of Rs.5,00,000; the machinery would cost Rs. 16,16,000 and have a scrap value of Rs. 4,31,000.

Company use the straight line method for providing depreciation. Its cost of capital is 15% per annum. Assume that annual cash flows arise on the anniversaries of the initial outlay, that there will be no price changes over the project lives and that acceptance of one of the projects will not alter the required amount of working capital.

You are required to:

(a) Calculate for each project:

(i) the accounting rate or return (ratio, over project life, of average accounting profit to average book value of investment) to nearest 1%.

(ii) the net present value

(iii) the internal rate or return (D.C.F. yield) to nearest 1%, and

(iv) the pay back period to one decimal place, and

(b) State which project you would select for acceptance, if either, giving reasons for your choice of criterion to guide the decision. Ignore taxation.

5. “ Dividend can be paid only out of profits”. Explain this statement and also discuss your role as a Finance Management in matters of dividend policy?



1. “Product development and design is basically a research and development activity”. Elaborate the statement with suitable examples.

2. What is work sampling? Why is it called a fact-finding tool? Describe some uses of work sampling.

3. Practical job shops are much more complicated and may have hundreds of matching centres and thousands of jobs. Comment! Why do we resort to priority dispatching rules for sequencing jobs at each machine centre? Describe these rules.

4. How can FAST diagram act as a Value Engineering tool. Explain the basic methodology of FAST diagrams with the help of an example.

5. Write a brief note on need and role of classification, codification and standardization in the context of materials management from the viewpoint of planning, control, purchase and inventory management.



1. (a) Define Marketing and discuss its scope as an exchange process between the firm and its customers. Illustrate with two suitable examples of your choice.

(b) Scan various secondary data sources available to you and collect relevant data historically to discuss the importance of Marketing in an emerging economy like India.

2. (a) Explain the term Market Planning. Discuss the elements of Marketing Mix and their role in formulating suitable strategy in the following situations.

(i) Chain of Computer training centers

(ii) Premium Unisex Talcum powder.

(b) Define Market Segmentation and discuss its scope and the bases of segmentation that are relevant to the Indian Marketer.

3. (a) Who is a Consumer? Elaborate giving suitable examples. Why it is necessary for marketers to have a sound knowledge of the end user and their behavior. Discuss.

(b) Distinguish between New Product Development with Product Life Cycle with an example.

4. (a) What is pricing? What are the major objectives of pricing for a marketer? Explain with suitable example the various pricing methods available to the marketer.

(b) What make Distribution as one of the core function in a manufacturing concern? List out and discuss the major channels of distribution that you are familiar with suitable examples.



1. What is open source software? Where can one find Open Source software? Isn't it hard to get reliable support for open-source software? Explain the differences between commercial software, shareware, open source software, freeware, and public domain software.

2. What is change in the focus of operations management? Is this change in the focus is due to the increase of competitiveness in Business? Elaborate. Also illustrate, the capabilities expected of information systems in context of Operations Management.

3. Discuss the important features of Java. Describe the Java development tools and the six functional packages included in Java standard library.

4. What is the difference between a database and a data warehouse? Take a small representative database from any organization and try to convert it into a data warehouse. What are the visible advantages that you can make out?

5. Define Artificial Intelligence. Why is it said that some problems can only be solved through intuitive algorithms and thus are in the AI domain? Identify some latest managerial trends and issues related to applied AI technologies.



1. The net incomes of a sample of large importers of antiques were organized into the following table:

Net income Number of

($ millions) Importers

2 up to 6 1

6 up to 10 4

10 up to 14 10

14 up to 18 3

18 up to 22 2

(a) What is the table called?

(b) Based on the distribution, what is the estimate of the arithmetic mean net income?

(c) Based on the distribution, what is the estimate of the standard deviation?

2. The employees of Cartwright Manufacturing are awarded efficiency ratings based on such factors as monthly output, attitude, and attendance. The distribution of the ratings follows the normal probability distribution. The mean is 400, the standard deviation 50.

(a) What is the area under the normal curve between 400 and 482? Write this area in probability notation.

(b) What is the area under the normal curve for ratings greater than 482? Write this area in probability notation.

(c) Show the facets of this problem in a chart.

3. Advertisements by Star Fitness Center claim that completing its course will result in losing weight. A random sample of eight recent participants showed the following weights before and after completing the course. At the .01 significance level, can we conclude that the students lost weight?

Name Before After

Himmat 155 154

Chandan 228 207

Mohan 141 147

Meera 162 157

Cimola 211 196

Peterson 164 150

Reddy 184 170

Prakash 172 165

(a) State the null hypothesis and the alternate hypothesis.

(b) What is the critical value of t?

(c) What is the computed value of t?

(d) Interpret the result. What is the p-value?

(e) What assumption needs to be made about the distribution of the differences?

4. What is time series analysis? Decompose a time series into its various components and describe them.

5. What is a random variable? How is it used to define a probability distribution? Make the probability distribution of “scores facing up” in a throw of two dice.



1. Opportunity costs are the ‘costs of sacrificed alternatives.’ Discuss with the help of examples.

2. How are income effect and substitution effect important in explaining the negative slope of demand functions? Explain giving examples from real world.

3. When there are 2 inputs K, L, given the price of capital (PK)= 10 and price of labour (PL)=20. Total Expenditure C=100. Draw and explain the effect on the isocost curve in case of the following:-

(i) decrease in price of labour (PL)=10

(ii) increase in the price of capital (PK)= 20

(iii) decrease in the price of capital (PK)= 5

(iv) increase in the firms budget with no change in the price of labour and capital.

4. Explain the difficulty in sustaining collusion with the help of prisoner’s dilemma.

5. Briefly discuss the Chronology of Indian Telecom Deregulation from the year 2003 to present times.

6. Write short notes on the following:-

(a) Market Demand curve

(b) Optimal Input Combination

(c) Peak Load Pricing



1. Describe various approaches to understand organisations and their relevance in the present day context. Give examples.

2. Describe and discuss any three types of organizational structures and their advantages and disadvantages with examples.

3. Briefly discuss the concept and purpose of organizational diagnosis. Discuss interview as a diagnosistic tool and it’s limitations with relevant examples.

4. What are the different stages of organizational development? Discuss T- Group Training as an intervention for organizational Development with an example.

5. Describe and discuss the competencies required for a change agent.



1. Select a specific type of business that you may wish to start.

a) Develop a written mission statement for that business.

b) Formulate a set of goals for the business

c) Formulate specific and verifiable objectives in the lines of the goals.

d) Devise a statement of social responsibility for the business.

2. Explain the three generic strategies for a Small Business Unit (SBU). Also give an example of a business unit that competes with each strategy.

3. Assume that an airline company has changed its strategy from low-cost to low-cost-differentiation strategy. Describe an appropriate organization cultures for that company.

4. Differentiate between leadership and management. Support your answer with the help of examples.

5. Explain the concept of balanced scorecard (BSC)? As a strategist what challenges will you face while developing and implementing a BSC? Discuss.



1. Explain the concept of Human Resource forecasting. Describe the forecasting demand for employees in any organization you are familiar with. Discuss the issues in demand forecasting.

2. Explain the concept of job evaluation and objectives of job evaluation. Describe the various job evaluation methods with suitable examples from any organization you are familiar with.

3. Discuss the aims and objectives of career planning. Describe the process, structure and benefits of career planning. Explain at least two ways that career planning might benefit an individual.

4. Explain the concept, need and scope of HR Audit. Describe the essential steps involved in the auditing process being followed in any organization you are familiar with.

5. Discuss the role of human resource measures and audit in Human Resource Planning system. Describe the transformational process through social, economic, organizational and technological changes at work place.



1. Explain the historical perspective of Industrial relations in India. Discuss the issues and challenges facing by the organizations related to industrial relations in an organization you are familiar with.

2. Explain the meaning, origin and growth of trade unions in India. Describe the present trade union scenario of an industrial area with which you are familiar. What are your suggestions for strengthing the trade unions in India.

3. Explain the concept and objectives of Workers Participation in Management (WPM). Describe the structure, levels of participation, degrees and forms of participative management in an organization you are familiar with.

4. Explain the meaning and context of grievance. Describe various approaches of grievance resolution in your opinion which approach is most effective and why?

5. Describe the new perspectives of 1990s. Discuss the implications of post modernism for employment relations. Explain the latest developments in HRM for industrial relations issues with suitable examples.



1. As a Finance Manager describe the various factors that you would take into consideration before assessing the working capital requirements.

2. The Average Monthly Usage of a particular item in Reliable Industries Limited in the current year is expected to be 3000 units. The fixed cost per order is Rs. 1500/-. The purchase price is Rs. 2400 per box, containing a dozen units in each box. It, however, is not necessary to order for the full box of 12 units. The inventory carrying cost is 25% of the inventory value per annum. The quantity discount allowed per unit is 2%.

What will be the Optimum Order Quantity in each of the following three cases, on an Annual Usage Basis:

When the minimum order size required for quantity discount is:

(a) 1000 units

(b) 3000 units

(c) 10,000 units

Give reasons for your specific answers in each of three cases separately, duly supported by facts and figures.

3. “Trade credit is regarded as a spontaneous source of short term finance”, discuss and comment.

4. The management of Royal Industries has called for a statement showing the working capital to finance a level of activity of 1,80,000 units of output for the year. The cost structure for the company’s product for the above mentioned activity level is detailed below:

Cost per unit

Raw material Rs. 20

Direct labor 5

Overheads (including depreciation of Rs. 5 per unit) 15


Profit 40

Selling price 10




Additional information:

(a) Minimum desired cash balance is Rs. 20,000.

(b) Raw materials are held in stock, on an average, for two months.

(c) Work-in-progress (assume 50% completion stage) will approximate to half- a-month’s production.

(d) Finished goods remain in warehouse, on an average, for a month.

(e) Suppliers of materials extend a month’s credit and debtors are provided two month’s credit; cash sales are 25% of total sales.

(f) There is a time-lag in payment of wages of a month; and half-a-month in the case of overheads.

From the above facts, you are required to prepare a statement showing working capital requirements.

5. Discuss the critical decisions that you need to take in working capital management. Emphasize the important ways in which those decisions differ from those concerned with the management of the fixed capital of a business.



1. What is cost of Capital? How is it calculated for different sources of Capital? How is average weighted cost of Capital measured?

2. Discuss the various components of project planning. Explain the application of work breakdown structure in monitoring and controlling a project.

3. What are major global sources of financing? Distinguish between Foreign Direct Investment and Portfolio Investment.

4. What are the major factors that are taken into consideration for determining the dividend policy of a company? Compare Walter’s Model with Gordon’s Model and examine their rationality.

5. What is financial engineering? Briefly discuss the financial engineering process that you will follow while developing new products or solutions.



1. What are the implications of the ethical dimension in Management Control? Explain with the help of organisation of your choice. Give your suggestions on how the Management Control System could be made more effective?

2. ‘Every Responsibility Centre Manager in an organisation is an Expense Centre Manager also’. Do you agree with this statement and if so, try to demonstrate the same by giving examples.

3. Explain Performance Reporting in detail? What are the uses and limitations of Performance Reports?

4. What are the difficulties that you may face while designing the Management Control System for service organisations. You may select any service organisation of your choice.

5. Study the ‘Thana District co-operative Fisheries Project (B)’ case given in Block 5 of this course and answer the questions given at the end of the case.



1. Enumerate, with brief description, some of the techniques of O.R. Describe the various steps involved in O.R. study.

2. The final product of a firm has a requirement that it must weigh exactly 150 kg. The two raw materials used in the manufacture of this product are A with a cost of Rs. 2 per unit and B with a cost of Rs. 8 per unit. Each unit of A weighs 5 kg. and each unit of B weighs 10 kg. At least 14 units of B and no more than 20 units of A must be used. How much of each type of raw material should be used for each unit of the final product if cost is to be minimized?

3. Discuss briefly:

(a) The general similarities between dynamic programming and linear programming.

(b) How dynamic programming differs conceptually from linear programming?

4. What constitutes inventory ordering costs, carrying costs and stock out costs? Explain the behaviour and relationship of these costs.

5. One hundred unemployed people were found to arrive at a one-person state unemployment office to obtain their unemployment compensation cheque according to the following frequency distribution.

Inter- arrival Frequency Service Time Frequency

Time (min) (min)

2 10 2 10

3 20 3 20

4 40 4 40

5 20 5 20

6 10 6 10

The state office is interested in predicting the operating characteristics of this one-person state unemployment office during a typical operating day from 10:00 a.m. to 11:00 a.m. Use simulation to determine the average waiting time and total time in the system, and the maximum queue length.



1. What is the concept of concurrent engineering in project management and how can it be used to optimise project durations?

2. Economic analysis is done from societal point of view in contrast to financial analysis which is a private appraisal from the viewpoint of a producer. How does it bring about a change in the methods of evaluation? Describe with examples.

3. A project comprising of eight tasks (A to H) has the following characteristics:

Tasks Preceding Tasks Time Duration in Weeks

Optimistic Most Likely Pessimistic

A None 2 4 12

B None 10 12 26

C A 8 9 10

D A 10 15 20

E A 7 7.5 11

F B, C 9 9 9

G D 3 3.5 7

H E, F, G 5 5 5

(a) Draw an AOA network. Carry out all the calculations, determine the critical path and mark it in the network. What is the total project duration.

(b) What is the probability of achieving the project within the deadline of 30 weeks?

4. ‘Contract Planning’ phase of project is often compared with constructing the foundations of a building – building will be as strong or as weak as its foundation. Justify.

5. (a) Explain the use and advantages of squared networks in project management.

(b) What are network-based milestone charts and what are their advantages and disadvantage as compared to squared networks?



1. A principle feature of JIT and TQM is large-scale employee involvement and employee empowerment. What do these concepts mean? Explain with suitable examples.

2. What are the various methods of judgmental forecasting? Comment on possible errors that are associated with judgmental forecasting. Suggest some do’s and don’t for carrying out judgmental forecasting.

3. Capacity will be modified in response to demand. Demand will be modified in response to capacity. Which of these two statements is correct? Give reasons for your answer.

4. Discuss briefly the major differences between aggregate planning in manufacturing and aggregate planning in services. Give suitable examples.

5. Operations personnel usually have a large volume and variety of resources at their command- they should endeavor to make effective and efficient use of these resources to achieve the largest outputs. Comment! What are the approaches for enhancing the utilization of resources?

6. Discuss the impact of new technologies on the role of an Operations Manager in an organization? Give suitable examples.



1. What is the relevance of the Nolan’s Stage Growth Model for the study of information systems in today’s organisation?

2. What are the various stages of a system development life cycle and how are the efforts distributed over these phases?

3. What are the various ways in which serial transmission can be achieved? Explain each way in detail.

4. List the five problems which may motivate an organization to move toward the database approach. Explain the significance of each one to a manager to an organization.

5. (a) “Compute virus is a major threat to compute security.” Justify the statement.

(b) Why should there be law against benign computer virus maker? What harm can it cause to your computer?



1. Differentiate between organizational buying and individual buying. Taking any product of your choice for your personal purchase and for organizational purposes, explain the differences.

2. Briefly explain the concept of family life cycle. Which stage of the family life cycle could constitute a lucrative segment for the following? Giver reasons for your answer. Recommend a positioning strategy for each:

(a) Pizza (Takeaway and delivery only)

(b) Branded Gold Jewellery

3. ABC is a prominent company in the travel and vacation industry (both domestic and international).

(a) Describe how the company can use VALS

(b) Which segments should it target and why?

4. Explain the relevance of studying Howard Sheth Model of consumer behaviour for a marketer.

5. What is the need to study post purchase behaviour of consumers? Explain its implications for the marketers of consumer durables like refrigerators and washing machines.

6. Why is information search behaviour important to the marketers? Explain giving suitable examples.



1. (a) What are the major function of Sales Management in the following situations.

(i) Cement company with all India operations.

(ii) Leading automobile components manufactures.

(iii) Company assembling Desktop Computers Systems.

(b) Explain the interdependence of Sales function with the distribution function by taking two examples of your choice.

2. (a) What is Marketing Communication? Discuss, Explain the various elements in the communication process and their role in the whole communication process.

(b) What is a presentation? Describe the different types of Sales Presentations. Discuss why presentation skills are important for a Salesman.

3. (a) What is recruitment? Discuss the various sources of recruitment that a firm can adopt.

(b) Explain the process of identifying training needs in the following situations.

(i) Missionary Selling

(ii) Space Selling

(iii) Capital goods sales force.

4. (a) What are the major responsibilities of a Sales Manager? Discuss by taking an example of your choice the role and challenges of a Sales Manager.

(b) What are the objectives of Sales Planning? Pick up an example of any FMCG Company and elaborate its importance.



1. As a Brand Manager of a leading multi-speciality hospital with all India operations, what brand name would you suggest? Justify your choice.

2. Taking the example of toothpaste, explain how you can generate new product ideas using:

(a) Attribute analysis

(b) Focus groups

3. Explain the factors influencing product line decisions in respect of FMCG products.

4. Taking the example of a product of your choice, explain how a company’s marketing mix strategies may vary depending on different stages of its product life cycle.

5. Explain the various interpretations of the term ‘new product’ giving suitable examples.

6. What do you understand by the term ‘convenience products’ and ‘speciality products’? How does the buying behaviour differ for the two? Explain its implications for the marketers.



1. What do you understand by the term ‘International Marketing’? Explain the reasons for which firms enter international markets.

2. Explain the contents and significance of the following documents:

(a) Commercial Invoice

(b) Packing List.

3. ‘Cultural diversities across countries impact the marketing strategies of an international marketer’. Do you agree with the statement? Justify your answer giving suitable examples.

4. Differentiate between the following:

(a) ‘Free Trade Area’ and ‘Customs Union’

(b) ‘Pre-investment’ and ‘Post investment’ planning for management of political risk.

(c) ‘Ethnocentric’ and ‘Polycentric’ orientations.

5. What is the effect of ‘terms of delivery’ on the price to be quoted by an exporter? Explain giving an example.

6. With the help of an example explain how a marketing manager can use ‘country attractiveness/competitive strengths’ matrix to define the directions of growth for the organization.



1. How is information search behaviour different in case of services as compared to goods? Explain giving suitable examples.

2. Discuss the importance of non-monetary costs in pricing decisions for services, taking the example of health care services.

3. ‘Customer waiting can be managed only by operations management’. Do you agree with the statement? Justify your answer giving suitable examples.

4. Is physical evidence equally important for all kinds of services? Explain giving suitable examples.

5. Why do customers switch service providers? Can you do anything as a marketer to prevent the customers from switching? Discuss.

6. Explain the Gronroos Model of service quality, taking the example of a restaurant.



1. a) Discuss the nature and process of corporate planning.

b) Select a company of your choice and explain the behavioral implementation of corporate plan discussing details of the company.

2. Discuss the issues which result in bad Corporate Governance citing examples. What measures should be taken to correct such failures.

3. Discuss different market structures and their impact on competition.

4. What are the characteristics of innovative organizations? Giving the example of an organization, explain how creativity contributes to the success of the organization.

5. What are the various types of Social Audit? Illustrate and emphasize the need for social audit.

6. Write short notes on the following:

a) Product Life Cycle

b) Knowledge Management

c) Corporate Philanthropy



1. Briefly discuss the various organizational forms which a Public Sector Enterprise can take?

2. Explain the ideal way in which the Government should interact with Public Enterprises to facilitate their operations in public interest.

3. What is the need for setting up of State Level Public Enterprises (SLPEs)? Discuss in detail with reference to any SLPE of your choice.

4. Describe the Composition of the Board for the Management of Administration of Public Enterprises. Examine how does it enjoy wider responsibilities than the Boards of Private Sector Enterprises?

5. What are the benefits from privatization? Explain how change of ownership improves efficiency?

6. Write short notes on the following:-

(a) Navaratna Dispensation

(b) Performance of Ports

(c) Labour Redundancy



1. Explain how Government can create conducive environment to facilitate the functioning

of MSMEs.

2. How is technological process determined, once the decision to make the product has been


3. Discuss the common errors identified while formulating the business plan.

4. What are the key strategic decisions in the selection of product, its development and

design along with the development of prototype?

5. How do the entrepreneurs estimate their needs and plan their cash schedules? Explain.

6. Write short notes on the following :-

(a) Employment Creation

(b) Selection of Site

(c) Family Business



1. A social scientist sampled 140 people and classified them according to income level and whether or not they played a state lottery in the last month. The sample information is reported below. Is it reasonable to conclude that playing the lottery is related to income level? Use the .05 significance level.











Did not play










(a) What is this table called?

(b) State the null hypothesis and the alternate hypothesis.

(c) What is the decision rule?

(d) Determine the value of chi-square.

(e) Make a decision on the null hypothesis. Interpret the result.

2. What is of more value to the corporate world –basic, fundamental, or applied research? Justify your reasoning!

3. Distinguish between secondary and primary methods of data collection. Is it possible to use secondary data methods as substitutes of primary methods? Justify your answer with suitable illustrations.

4. What is a systematic sample? How is it selected? What are the advantages and disadvantages of a systematic sample?

5. Discuss the applications of rating scales in various functional areas of management.