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DRIVE- Fall 2014
PROGRAM-MBADS/ MBAFLEX/ MBAHCSN3/ MBAN2 SEM 3 PGDBMN/ PGDENMN/
PGDFMN/ PGDHRMN/ PGDHSMN/ PGDIB/ PGDISMN/ PGDMMN/ PGDOMN/ PGDPMN/
PGDROMN/ PGDSCMN/ PGDTQMN SEM 1
SUBJECT CODE & NAME- MB0050-RESEARCH METHODOLOGY
BK ID-B1700
CREDITS-4
MARKS-60


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

Answer:
Meaning of Research:
Research simply means a search for facts answers to questions and solutions to problems. It is a
purposive investigation. It is an organized inquiry. It seeks to find explanations to unexplained
phenomenon to clarify the doubtful facts and to correct the misconceived facts.
Q2. What are descriptive research designs? Explain the different kinds of descriptive research
designs. (Meaning of Descriptive Research designs, Kinds of Descriptive research designs)5, 5
Answer:
Descriptive Research Designs
As the name implies, the objective of descriptive research studies is to provide a comprehensive and
detailed explanation of the phenomena under study. The intended objective might be to give a detailed
sketch or profile of the respondent population being studied. For example, to design an advertising and
sales promotion campaign for high-end watches, a marketer would require a holistic profile of the
population that buys such luxury products. Thus a descriptive study, (which generates data on who, what,
when, where, why and how of luxury accessory brand


Q3. The procedure of testing hypothesis requires a researcher to adopt several steps. Describe in
brief all such steps.( Meaning of hypothesis, Steps in testing hypothesis) 4, 6
Ans. A hypothesis is a tentative statement about the relationship between two or more variables. A
hypothesis is a specific, testable prediction about what you expect to happen in your study. For example, a
study designed to look at the relationship between sleep deprivation and test performance might have a
hypothesis that states, "This study is designed to assess the hypothesis that sleep deprived people will
perform worse on a test than individuals who are not sleep deprived."
Q4. a. Distinguish between:
i. Schedules and Questionnaires
ii. Open ended and closed ended questions
b. Explain the questionnaire design process. (Differences, questionnaire design process) 4, 6(10
marks)
Answer.
a) Differences
i) Schedules and Questionnaires
S.No Questionnaire Schedule
1. Questionnaire is generally sent through mail to
informants to be answered as specified in a
covering letter, but otherwise without further
assistance from the sender.
A schedule is generally filled by the research
worker or enumerator, who can interpret the
questions when necessary.

Q5. a. What is the analysis of variance? What are the assumptions of the technique? Give a few
examples where the techniques could be used.
b. The following data represents the number of units produced by four operators during three
different shifts:

Perform a two-way analysis of variance and interpret the result.
(Meaning, Assumptions and examples, Formulas, Calculation, Solution and Interpretation to the
problem) 4, 6(10 marks)
Answer.
a) Meaning of analysis of variance
Suppose we know that the sales of a product is influenced by the price level. In this case, sales are a
dependent variable and the price is the independent variable. Let there be three levels of price, namely,
low, medium and high. We wish to determine the most effective price level i.e. at which price level the
sale is highest. Here, the test units are


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

Whatever the type of report, the reporting requires a structured format and by and large, the process is
standardized. As stated above, the major difference amongst the types of reports is that all the elements
that make a research report would be present only in a detailed technical report. Usage of theoretical and
technical jargon would be higher in the
DRIVE Fall 2014
PROGRAM/SEMESTER MBADS/ MBAFLEX/ MBAHCSN3/ MBAN2 SEM 3
SUBJECT CODE & NAME- MB0051-Legal Aspects of Business

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

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




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

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


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

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

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


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

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

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


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

Answer:
Procedure for filing a complaint
There is no fee for filing a complaint before any of the aforesaid bodies. The complainants or their
authorized agent can present the complaint in person.
The complaint can also be sent by post to the appropriate Forum/ Commission. The complaint should be
addressed to the President of the Forum/Commission. A complaint should contain the following
information:


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

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

DRIVE-Fall 2014
PROGRAMMBADS (SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)
SUBJECT CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management
BK ID-B1721
CREDIT & MARKS-4 Credits, 60 marks
Q1 When one member of distribution channel tries to maximize its profits at the expense of rest of
the members, it will create conflicts, resulting in the decline of profits. To avoid these conflicts, now
retail firms have started forming vertical Marketing systems (VMS). Explain the three types of
VMS through which goods and services are usually distributed to customers.
(Definition of VMS, Three types of VMS)2, 8
Answer.
Vertical Marketing systems (VMS)
A Vertical Marketing System (VMS) is a system in which almost all the members of distribution
channel such as manufacturers, wholesalers and retailers work together to satisfy human needs and wants
by facilitating the smooth flow of goods and services from manufacturer to the ultimate consumer. In
traditional marketing system,

Q2. Explain the recent trends in Sales Management. (Definition of sales management,
trends in sales management) 2, 8
Answer:
Definition of sales management
Goods were produced either only after receiving the sufficient orders or for which sufficient
demand existed. Further, there existed little or no competition in those days. But in the modern
days, sales and distribution system is a complex and technology driven. New and new
innovations are taking place and

Q3 An organization needs to be extremely cautious in making investments in various types of
inventories. The extent of control required to be maintained on all items is not the same. Explain
some important tools of Inventory management like ABC analysis, Just-In-Time & Economic order
quantity model.
(Definition of Inventory and Inventory Management, ABC analysis, Just-In-Time & Economic
Order Quantity Model) 3, 7
Answer.
Inventory and Inventory Management
Inventory
The term inventory means any stock of direct or indirect material (raw materials or finished items or
both) stocked in order to meet the expected and the unexpected demands in the future.

Invent

Q4 Explain the SCOR model with a diagrammatic representation.
(SCOR model, Focusing Aspects with diagram)5, 5
Answer.
SCOR model
The SCOR model is used to understand simple or complex supply chains through a common set of terms.
Consequently, different industries can be related to each other to interpret any supply chain. SCOR is
based on five unique management methods. These are: Plan, Source, Make, Deliver and Return.
(i) Plan: It includes methods required to balance collective demand and supply to devise a
strategy which meet =

Q5 Explain the challenges faced by International Sales Manager.
(Listing of challenges faced by International manager)10
Answer.
Challenges faced by International manager
The challenges faced by sales managers while doing business abroad are as follows:
(i) Language Barriers: One of the foremost challenges faced by international sales managers is
the language barrier. Every manager would like to go to abroad and serve organizations but
due to language differences, they are

Q6 Describe the supply chain Benchmarking Procedure.
(Definition of Benchmarking, Procedure for supply chain benchmarking)2, 8
Answer.
Benchmarking
Benchmarking has been used variedly to refer to several activities. Several definitions have described as
Master of Business Administration- MBA Semester 3, fall 2014
MK0011 Consumer Behaviour - 4 Credits
(Book ID: B 1722) Assignment (60 marks)

Q1. Explain the tri-component attitude model
(Cognitive component-4 marks, affective component-3 marks, conative component-3 marks) 10
marks
Answer.
Tri-component attitude model
According to this model, attitudes consist of three main components:
1. Cognitive component (knowledge, beliefs)
2. Affective component (emotions, feelings)
3. Conative component (behavioral aspect)


Q2. Describe the levels of consumer decision making while buying. 10 marks
Answer.
Levels of Consumer Decision Making
Researchers are realizing that consumers possess a repertoire of buying decision strategies. A consumer
evaluates the level of effort required to make a certain choice, then selects a strategy best suited for the
occasion. This sequence is referred to as constructive processing and means that consumers adjust their
degree of cognitive "effort" to the task at hand. The complexity and consumer involvement in a purchase
decision vary based on the nature of purchase and the b

Q3. Explain brand image and the dimensions of brand personality
(Explanation of brand image-3 marks, dimensions of brand personality-7 marks) 10 marks
Answer.
Brand Image
Brand image is the impression or idea evoked by exposure to a named brand. Like brand personality,
brand image is not something a brand has or it doesnt. A brand is unlikely to have one brand image, but
several, though one or two may predominate. The key in brand image research is to identify or develop
the most powerful images and reinforce them through subsequent brand communications. It is based on
the proposition that consumers buy not only a product (commodity), but also the image associations of the
product, such as power, wealth, sophistication, and most importantly, identification and association with
other users of the brand. Good brand images are instantly evoked, are positive, and are almost always
unique among competitive brands. Brand image can be reinforced by brand communications such as


Q4. Explain the VALS (Value and Lifestyle) framework with diagram.
(VALS Framework-8 marks, Diagram-2 marks) 10 marks
Answer.
Values and Lifestyles (VALS)
Stanford Research Institute (SRI) developed a popular approach to psychographic segmentation called
Values and Lifestyles (VALS). This approach segmented consumers according to their values and
lifestyles in the USA. Figure depicts the VALS framework.
According to the present classification scheme, VALS has two dimensions. The first dimension, primary
motivations, determines the type of goals that individuals will pursue and refers to the pattern of attitudes
and activities that help individuals reinforce, sustain or modify their social self image. This is a
fundamental human need. The second dimension, re

Q5. Explain the five categories of Adopters in innovation process. 10 marks
Answer.
Five categories of Adopters in innovation process
These are as follows:

Q6. Briefly discuss the decision-making models.
(Nicosia Model of Consumer Decision-Making-3 marks, Howard-Sheth Model-4 marks, Engel,
Blackwell, Miniard Model-3 marks) 10 marks
Answer.
1. Nicosia Model of Consumer Decision-Making (Conflict Model)
Francesco Nicosia was one of the first to develop consumer behavior model in the early 1960s and shift
focus from the act of purchase itself to the more complex decision process that consumers engage in
about products and services.

PROGRAM-MBADS (SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)
SUBJECT CODE & NAME-MK0012- Retail Marketing
BK ID-B1723
CREDIT & MARKS-4 Credits, 60 marks

Q1 Discuss the Retail pricing strategies.
(Explanation about pricing in retail, Retail Pricing Strategies)2,8
Answer.
Pricing
Pricing is one of the most important variables in retail decision-making. An integral part of the marketing
mix, price is the one that most easily elicits a response from consumers. Setting the right price can
influence the quantities of various products or services that consumers will buy, which, in turn,
determines the total revenue and profit of the retailer.

Q2. Describe the Retail Buying Process in brief. (Definition of retailing, retail buying
process) 2, 8

Answer:

Retail Buying Process
These basic psychological processes play an important role in understanding how consumers
actually make their buying decisions. Marketers must understand every facet of consumer
behaviour. Marketing scholars have developed a stage model of the buying-decision process.

Q3 Explain the Retail Merchandising Management (RMM) in brief.
(Definition of Retail Merchandising, Steps involved in RMM) 3,7
Answer.
Retail Merchandising
Retail merchandising refers to the process used to conduct retail sales. As part of the process, the
merchandiser pays close attention to the different types of products offered for sale, how to
present those

Q4 Define e-tailing. Explain the future of electronic retailing.
(Definition of e-tailing, Future of e-tailing)2,8
Answer.
E-tailing
Electronic retailing, also known as e-tailing, deals with selling products and services online via
the Worldwide Web. Internet retailing or e-tailing, as it is usually referred to, covers retailing
using a variety of different technologies or media. It may be broadly a combination of two
elements. One is combining new technologies with elements of traditional stores and direct mail
models and the second is using new technologies to replace elements of store or direct mail
retail.


Q5 Price is a highly sensitive and visible part of retail marketing mix. Retailers overall
profitability depends on Pricing. It plays an important role in strategic decision making
process. Explain various pricing strategies are adapted by the retailer according to the
situation.
(Explanation of pricing in Retail, Retail Pricing strategies)2,8
Answer.
Pricing in Retail
Price is a highly sensitive and visible part of retail marketing mix and has a bearing on the
retailers overall profitability. Further, pricing itself is an essential part of marketing mix and has
its own place in the strategic decision-making process. In subsequent sub-sections, you will learn
the various pricing

Q6 Describe any three Rural retail strategies in brief.
(Definition of Rural retail, Any three Rural retail strategies)2,8
Answer.
Rural retail
Rural retailing is the fast growing aspect of retail since retailers can feel comfortable in finding
suppliers and they also act as buyers. Retailing is the final phase of the distribution channel and it
is clear by now
Master of Business Administration- MBA Semester 3
Drive- fall 2014
(Book ID: B 1711) Assignment (60 marks)
MK0013- MARKET RESEARCH

Q1. Define Research and its characteristics. Also explain any seven types of research.
(Definition and characteristics of research, types of Research) 3, 7
Answer:
"Research and experimental development (R&D) comprise creative work undertaken on a
systematic basis in order to increase the stock of knowledge, including knowledge of man,
culture and society, and the use of this stock of knowledge to devise new applications." It is
used to establish or confirm facts, reaffirm the results of previous work, solve new or existing
problems, support theorems, or develop new theories. A research project may also be an
expansion on past work in the field. To test the validity of instruments, procedures, or
experiments, research may replicate elements of prior projects, or the project as a whole.


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

Types of
consumer
research Purpose





Q3. Discuss the various Techniques of Sales Analysis and forecasting in estimating the
current market demand. (Qualitative techniques, quantitative techniques) 5, 5

Answer:
Forecasting techniques used for estimating demand
An organisation can predict sales either by predicting market sales and by deciding what share
will be of the company or by forecasting the share of the company. Lets understand the process
of forecasting.
The process: In the forecasting process, we need a chain of procedures to forecast. It starts with
the objectives which are determined. For example, the demand objective of a company can be
met by estimating the demand of t

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

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


Q5. Explain the process of sampling and classification of non- probability sampling
techniques. (Definition of sampling, process of sampling, classification of non-probability
sampling) 1, 5, 4
Answer:
Definition of sampling
Sampling is the process of selecting a suitable sample, or a representative part of a population for
the purpose of determining characteristics of the whole population. The main aim of sampling is
to draw inferences about populations from samples, rather than a complete enumeration (a
census) of the population. To study a portion rather than the whole is cheaper and more
convenient.
A population is a group of persons, individuals, items or objects from which samples are taken
for measurement.


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