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Page No ... 1 MBA3Ml

ThirdSemester M.B.A Degree Examination, July/August 2002Master of Business Administration

Industrial MarketingTime: 3 hrs.]

Note: 1. Answer any FIVE full questions.2. All questions carry equal marks .[Max.Marks : 100

.1. (a) Define the term Industrial Marketing. (3. Marks)(b) Bring out the psychological factors influencing individual decision making andexplain the conflicts and its resolutions in joint decision making. (7Marks)(C ) Explain in detail the process of New Product Development for IndustrialProducts. (10 Marks)

2. (a) Identify the price determinants for Industrial Products. (3Marks)(b) Substantiate the statement that "Distributors are true middlemen" in thecontext of Seller and Buyer Benefits. (7Marks)(C ) Discuss in detail the phases in purchase decision process under differentsituations. (10 Marks)

3. (a) Explain briefly the components of an Industrial Product. (3Marks)(b) Bring out the meaning and context of "Expected payoff analysis" and "Breakeven analysis". Bring out the differences as well. (7Marks)(C ) Examine indetail the contribution ofmarketing logistics tothe fieldofindustrialmarketing. .

(10 Marks)4. (a) Explain the concept of vendor analysis and bring out the parameters foranalysing the vendors. (3Marks)

(b) Explain the term industrial promotion programme and chalk out the stepsinvolved in developing a message strategy. (7Marks)(C ) Discuss indetail the essentials oforganising sales force for industrial markets.

(10 Marks)5. (a) What is "Competitive intelligence"? (3Marks)

(b) Brieflydiscuss the various challenges that an industrial marketer has to facein the event ofglobalisation. (7Marks)(C ) Bring out in detail the constituents of a media plan for industrial products.

(10Marks)6. (a) Explain the role of 'Value-Added Resellers' in the industrial marketing envi-ronment.

(3Marks)(b) How does Government purchasing differ from purchasing by CommercialOrganisations? (7Mark,)

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Page No... 2 MBA3Ml(c) Examine the characterstics of organtsational procurement. (10 Marks)

7. (a) What are buy grtds? Explain. (3Marb)(b) Bring out the differences between industrial goods and consumer goods.

(7Marks)(C ) Evaluate various prtcing strategies adopted by industrial marketers. (10 Marks)

8. (a) Distinguish between consumer marketing and industrial marketing. (3 Marks)(b) Analyse in detail the industrial product lifecycle.(c) Explain in detail the segmentation of industrial market.

(7 Marks)(10 Marks)

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MBA302Reg. No. ~~~~~~~~~~

rdSemesterM.B.ADegree Examination, July/August 2002Master ofBusiness AdministrationInternational Business Management

[Max.Marks : 100Note: 1. Answer any FIVE full questions.

1. (a)What is globalisation? Also explain globalisation production and marketing.(3Marks)

(b)Explain the role ofMini-Multinationals in globalization with examples.(7Marks)

(e) Is globalization a prosperity or impoverishment? Discuss. (10 Marks)2. (a) Distinguish between command economy and market economy. (3Marks)

(b) "Free market 'economics stimulate greater growth. where as state-directed. stiple g~owth"-Discuss. (7Marks)(e)What are the modes of participation of companies in international business?

(10 Marks)3 . (a) Differentiate between patent and copy rights. (3Marks)

(b)Discuss the forces driving companies towards globalization. (7Marks)(e) Explain the theory of comparttive cost advantage with an example. (10 Marks)

4. (a)What are the determinants of culture? (3 Marks)(b)Brieflyexplain the Gurt Hofstede's model ofcultural relationship at work place.

(7Marks)(e) Discuss the Porter's theory of National competitive advantage. (10 Marks)

5. (a) Bring out the differences between FOI and FPI. (3 Marks)(b)What are the benefits of FDI to host countries? (7Marks)(e) What are the political arguments for and against FDI. .(10 Marks)

6. (a) What is a free trade area? (3Marks)(b)What are the benefits of economic union? (7Marks)( C ) Discuss the objectives and achievements of NAFfA. (10 Marks)

7. (al What is global strategic management? (3Marks)(b) Explain the nature and functions of foreign exchange market. (7Marks)(e)Which are the factors tobe considered foracompany tolocate its manufacturingactivity so as to minimize the costs and improve the product quality so that

the company can be globally competitive. (10 Marks)8 . Write short notes on:-

1) Leontiffparadox2) Balance of payment3) Currency convertibility4) European monetary union.** * **

(4XS 20 Marks)

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MBA301

~!JlIlination, Julyl August 2002Total Quality Mailagement

ilm e : 3 hrs.]Note: Answer any FIVE full questions ..

All questions carry equal marks.

[Max.Marks : 100

1. (a) Define the term ',!otal Quality Management".(b) Distinguish between "Quality Control"&"QualityAssurance".

(3Marks)

(7Marks)

(e) Explain Fourteen Deming's principles forTQM. (10 Marks)2. (a)What is Quality Improvement Team? (3Marks)

(b) Brielfyexplain about quality functions deployment. (7Marks)(e) Discuss in detail about "KAIZEN"Howit is useful in Quality Management.

(10 Marks)

3. (a) Describe quality policywith a suitable example. (3Marks)(b) Brielfyexplain about quality manual. Howis it helpful to managers?

(7Marks)(e) Explain the Six-sigma Motorola systems of quality control as an effective tool

towards reducing defects in manufacturing.' (10 Marks)4. (a) What is "Quality Circle"? (3Marks)

( b ) Explain the statistical tools used in process control. (7Marks)(e) Describe in detail about Juran's Triolgy. (10 Marks)

5 . (a) Distinguish between ISO-9000 & ISO-14000. (3Marks)(b) Elucidate "ISOCertification alone does not ensure quality products". (7Marks)(e) Explain the genesis & system standards prescribed under: ISO-14000 series.

(10 Marks)

6. (a).What is Zero-defect? (3Marks)(b)What are the steps tobe followedin institutionalization ofTotal Quality Culture

in an Indian Company? (7Marks)(e) Write notes on any lWO.i) Pareto analysis.

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Page No... 2 MBA3ii) Suggestions schemes.iii) Roleofmanagement representative. . (10MI

7. (a) What is benchmarking?(b) Describe the legal aspects of the benchmarking.

(3MI

(7MI

(c) Discuss various parameters which can be considered while benchmarkihospital. (10 M

8. (a) What is S-S's principles of house-keeping? (3Ma(b) Explain the various steps involved in business process re-engmeertng.

(7M Il(c) .Discuss the role of benchmarking & business process re-engineertng int

quality management. (10 M

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N o . . . 1 MBA3Flis)hat dSemester M.B.A Degree Examination, July/August 2002ecrl e rdeberd : 3 hrs.]

Master of Business Administrationergers and Acquisitions

[Max.Marks :. 100c : t Note: Answer any FIVE full questions.

, (a ) Explain acquisition or takeover. Mention its types. (3Marks)(b) Discuss the motives behind mergers and acquisitions. (7Marks)(e)Howdoes industry life cycle influence restructuring activities? (10 Marks)

2,(a)What do you mean by valuation of a firm? (3Marks)(b) Write a note on each of the following1) Market value of listed stock.

11) Book value.ili) Dividend approach. (7Marks)

(e) Explain the difference between managerial synergy, operating and financialsynergy and their relationship to different types ofmergers. (10 Marks)What do you mean by mergers? (3Marks)What are conglomerate mergers? Distinguish between the various types ofconglomerate mergers. (7Marks)

(e) Brieflyexplain various forms of corporate restructuring. (10 Marks), .4. (a) Give six reasons. for firms to engage inJoint ventures. (3Marks)(b) Explain the different rationals for gains from sell-offs. (7Marks)(e) What is LBO?Explain the different stages of an LBOoperation. (10 Marks)

5. (a) What is spin-off? (3Marks)(b) What are the human and cultural aspects that one should consider when M& Aactivity is increased? . (7Marks)

(e) Explain the nature ofMLPs.What are the different MLPs identtftedvu oMarks)6. (a) What do you mean by ESOP?What are its benefits? (3Marks)

(b) Write a note on SEBI takeover code. (7Marks)( C ) Explain the different methods of takeover defence under the following cate-gories.

i) Advance preventive measures for defence.t) Defence in the face of takeover bid. (10 Marks)

s

7. (a) Define the term Divestiture. (3Marks)(b) Explain free cash flowhypothesis and information and signalling theory ofmergers. (7Marks)(c) Sun Industries is being acquired by Raj Industries on a share exchange basis.Their selected data are as follows.

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Page No ... 2Sun Raj

Profit after tax(Rs. lakhs) 56 21Number of shares (lakhs) 10 8.4

EPS (Rs.) 5.6 2.5Price Earnings Ratio 12.5 7.5

MBAS f

Determinea) Pre-merger market value per share.b) Maximum exchange ratio Raj industries should offerwithout the diluof

i) EPS and ii) Market value per share. (10M'8. Two companies, Moon Ltd. and Pleasant Ltd., carrying a similar busin

decide to amalgamate as on and from 1st June 2002. Their respective agrbalance sheets were as followsLiabilities Moon Pleasant Assests Moon Pleasant(Rs.) (Rs.) (Rc;.) (Rs.)Share Capital :Shares of Rs.100Reserves andsurplusGeneral ReservesP & LAicSecured loansUnsecured lonasCurrent liabilitiesCreditorsDep. ProvisionTotal

FixedAssests75,000 50,000 Goodwill 30,000Freehold land 12,0005,500 Plant &Machinery 19,500

2,000 2,500 Investments

15,000

25,000

Current AssetsStock 15,000 12,0003,500 3,500 Debtors 8,000 6,000,- 2,500 Cash in hand&at Bank 1,500 500

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -86,000 58,500 Total 86,000 58,500- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

In case ofMoonLtd., which has been in existence for several years, the plantmachinery has been regularly depreciated. But in case ofPleasant Ltd.,w h idcommenced its business only on 1st January 2001, the plant & Machtnestood at cost and depreciation has been provided by means of depreciateprovision. It is agreed that the combined company called Honey-MoonU d .shall take over the assets (including Goodwill)and discharge the liabilitieseach company on the basis of amounts in their respective balance sheetsa!shown above.The capital of Honey-Moon Ltd. is Rs. 2,00,000 divided into 10,000 ordinaIshares of Rs.10 each and 10,000. 6% cumulative preference shares ofR s . li jeach.The Honey-Moon Ltd. issued 1500 shares for cash and agreed to allot toeacshare holder in MoonLtd. and Pleasant Ltd. fiveordinary and fivepreferenshares of Rs.10 each fully paid, in exchange for each Rs.100 share held~them and to discharge the balance in cash.Draw the balance sheet ofHoney-MoonLtd., after the above transactions havbeen completed and show what each shareholder in Moon Ltd. & PleasaLtd. would receive in the form of shares in the new company and in the f o n nof cash. (20 MariJ l

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