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Q1) ABC Ltd. Produces room coolers. The company is considering whether it should continue to

manufacture air circulating fans itself or purchase them from outside. Its annual requirement is

25000 units. An outsider vendor is prepared to supply fans for Rs 285 each. In addition, ABC Ltd

will have to incur costs of Rs 1.50 per unit for freight and Rs 10,000 per year for quality inspection,

storing etc of the product.

In the most recent year ABC Ltd. Produced 25000 fans at the following total cost :

Material Rs. 50,00,000

Labour Rs. 20,00,000

Supervision & other indirect labour Rs. 2,00,000

Power and Light Rs. 50,000

Depreciation Rs. 20,000

Factory Rent Rs. 5,000

Supplies Rs. 75,000

Power and light includes Rs 20,000 for general heating and lighting, which is an allocation based on

the light points. Indirect labour is attributed mainly to the manufacturing of fans. About 75% of it

can be dispensed with along with direct labour if manufacturing is discontinued. However, the

supervisor who receives annual salary of Rs 75,000 will have to be retained. The machines used for

manufacturing fans which have a book value of Rs 3,00,000 can be sold for Rs 1,25,000 and the

amount realized can be invested at 15% return. Factory rent is allocated on the basis of area, and the

company is not able to see an alternative use for the space which would be released. Should ABC

Ltd. Manufacture the fans or buy them

VENKY’S OF VENKATESHWARA HATCHERIES

Venkateshwara Hatcheries which went public recently is one of the most modern plants in poultry business

in Asia. They have 60 p.c. market share of chicken marketed in the country. Dr. B.V. Rao of Venkateshwara

Hatcheries expired in 1996. His daughter Anuradha Desai is now the Chairperson and M.D. of VHL. In the

beginning they had an Executive Director Gulam Harjanwalla who professionalized chicken marketing.

Sajid Peerbhoy’s Speer ad agency was chosen. The brief given to Speer was “to market raw chicken in the

form of a full bird. Further, to market legs. To market legs and breast. To market curried pieces. And halfbird.”

The company also planned to market ready-to-fly pre-spiced chi

Questions (A)

(a) Comment on the advertising strategy adopted previously and currently.

(b) Comment on branding of food products, and their promotion.

(c) Can you think of a different creative strategy for a product like chicken?

Lip-sticks with permitted colours can also damage the lips since the stainers are tetra-bromo-fluorosine.

When rubbed against the palm, darkness of the stain will indicate the quantity of stainer present.

Darkening of lip colour also depends upon the bio-chemistry of individual’s lips.

Questions (B)

(a) The complete product knowledge is given in the above write-up. What do you think should be the copy

platform for these products? Indicate the theme, the appeal and the buying motives.

(b) Indicate a suitable media mix for advertising these products. Give your reasoning.

CASE -1 (20 Marks)

Joan, an employee of Great American Market, was warned about her excessive absenteeism several

times, both verbally and in writing. The written warning included notice that "further violations will

result in disciplinary actions," including suspension or discharge.

A short time after the written warning was issued, Joan called work to say she was not going to be in

because her babysitter had called in sick and she had to stay home and care for her young child. Joan's

supervisor, Sylvia, told her that she had already exceeded the allowed number of absences and warned

that if she did not report to work, she could be suspended. When Joan did not report for her shift,

Sylvia suspended her for fifteen days.

In a subsequent hearing, Joan argued that it was not her fault that the babysitter had canceled, and

protested that she had no other choice but to stay home. Sylvia pointed out that Joan had not made a

good faith effort to find an alternate babysitter, nor had she tried to swap shifts with a co-worker.

Furthermore, Sylvia said that the lack of a babysitter was not a justifiable excuse for being absent.

Questions:

1. Was the suspension fair?

2. Did Joan act responsibly?

3. Should she be fired?

CASE 1 (20 Marks)

Sports marketing strategy: A consumer behavior case analysis in China. Marketing research that

targets consumers' influences and financial implications is a worthwhile sports marketing effort. To

implement effective marketing strategies in a specific country, it is pertinent to understand consumer

behavior in that country. In this paper, 11 major findings related to the unique behavior, attitudes, and

buying patterns of Chinese sports consumers are highlighted. From the results of questionnaires

administered to 2,155 mainland Chinese consumers in 10 selected cities, different economic, social,

and personal factors in the China's environment are determined. The marketing implications of the

Chinese culture and lifestyle are also discussed.

With a quarter of the world's population and a fast-growing economy, China is rapidly turning into

one of the busiest market centers in the world. Sports marketing has the potential to emerge not only

as an effective vehicle in imitating the development of the Chinese economy, it also affects the

Chinese culture and lifestyle.

Since sports marketing in China has not been analyzed or researched, it is appropriate to study the

consumer as well as general financial implications. A look at American success in sports marketing

will be helpful. However, implementing such strategies in China creates special considerations

because of the existence of cultural and economic differences between the two countries. This study

attempts to identify the proper marketing strategies in China through an analysis of Chinese

consumers' behavior, attitudes, and buying patterns.

1. Discuss the various factor which influences consumer behavior in china?

2. What should be the target market and what can be the marketing strategy?

CASE STUDY : 1

A policy is a plan of action. It is a statement of intention committing the management to a general course of

action. When the management drafts a policy statement to cover some features of its personnel programmes,

the statement may often contain an expression of philosophy and principle as well. Although it is perfectly

legitimate for an organization to include its philosophy, principles and policy in one policy expression.

Q1) Why organizations adopt personnel policies explain the benefits?

Q2) What are the sources and content of personnel policies?

Q3) Explain few personnel policies?

Q4) Explain principles of personnel policies?

CASE 1 (20 Marks)

Kodak started selling photographic equipment on Japan 1889 and by the 1930s it had a dominant position in

the Japanese market. But after World War II, U.S occupation forces persuaded most U.S companies including

Kodak to leave Japan to give the war torn local industry a chance to recover. Kodak was effectively priced out

of the market by tariff barriers; over the next 35 years Fuji gained 70% share of the market while Kodak saw

its share slip to miserable 5%. During this period Kodak limited much of its activities in Japan.

This situation persisted until early 1980s when Fuji launched an aggressive export drive, attacking Kodak in

the north American and European markets. Deciding that a good offence is the best defense, in 1984 and the

next six year, Kodak outspent Fuji in Japan by a ratio of more than 3 to 1. It erected mammoth $ 1 million near

signs as land marks in many of the Japan’s big cities and also sponsored Sumo wrestling, Judo, and tennis

tournaments and even the Japanese team at the 1988 Seoul Olympics. Thus Kodak has put Fuji on defensive,

forcing it to divert resources from overseas to defend itself at home. By 1990’s, some of Fuji’s best executives

had been pulled back to Tokyo.

All this success, however , was apparently not enough for Kodak. In may 1995, Kodak filed a petition with the

US trade office, that accured the Japanese government and Fuji of “Unfair trading practices”. According to the

petition, the Japanese government helped to create a ‘ profile sanctuary’ for Fuji in Japan by systematically

denying Kodak access to Japanese distribution channels for consumer film and paper. Kodak claims Fuji has

effectively shut Kodak products out of four distributors that have a 70% share of the photo distribution market.

Fuji has an equity position in two of the distributors, gives large year –end relates and cash payments to all

four distributors as a reward for their loyalty to Fuji, and owns stakes in the banks that finance them. Kodak

also claims that Fuji uses similar tactics to control 430 wholesale photo furnishing labs in Japan to which it is

the exclusive supplier. Moreover Kodak’s petition claims that the Japanese government has actively

encourages these practices.

But Fuji a similar counter arguments relating to Kodak in U.S. and states bluntly that Kodak’s charges are a

clear case of the pot calling the kettle back.

(a) What was the critical catalyst that led Kodak to start taking the Japanese market seriously?

(b) From the evidence given in the case do you think Kodak’s charges of unfair trading practices against Fuji

are valid? Support your answer.

Case-1 : The use of the marketing mix in product launch

Introduction

NIVEA® is an established name in high quality skin and beauty care products. It is part of a range of

brands produced and sold by Beiersdorf. Beiersdorf, founded in 1882, has grown to be a global company

specialising in skin and beauty care.

In the UK, Beiersdorf’s continuing goal is to have its products as close as possible to its consumers,

regardless of where they live. Its aims are to understand its consumers in its many different markets and

delight them with innovative products for their skin and beauty care needs. This strengthens the trust and

appeal of Beiersdorf brands. The business prides itself on being consumer-led and this focus has helped

it to grow NIVEA into one of the largest skin care brands in the world.

Beiersdorf’s continuing programme of market research showed a gap in the

Answer the following questions:

1. Describe what is meant by a business being ‘consumer led’.

2. What are the key parts of the marketing mix? Explain how each works with the others.

3. Explain why the balance of the marketing mix is as important as any single element.

4. Analyse the marketing mix for NIVEA VISAGE Young. What are its strongest points? Explain why

you think this is so.

CASE-1 (16 Marks)

Bloomsday Outfitters produces T-shirts for road races. They need to acquire some new stamping

machines to produce 30,000 good T-shirts per month. Their plant operates 200 hours per month, but

the new machines will be used for T-shirts only 60 percent of the time and the output usually includes

5 percent that are "seconds" and unusable. The stamping operation takes 1 minute per T-shirt, and the

stamping machines are expected to have 90 percent efficiency considering adjustments, changeover of

patterns, and unavoidable downtime. How many stamping machines are required?

biggest global competitor is the big French retailer Carretour, a firm that has hypermarkets, big

stores offering a variety of goods. It has made large investments around the globe in Latin America and China.

But not all is well as competitors taking market share its home market, for instance. There has been even

speculation of a takeover by Wal-Mart or Tesco, an English chain. Mr. Barnard has been ousted after heading

the company for 12 years; he was replaced by Jose Luis Durant who is of German-Spanish descent. Although

the global expansion is cited by some as success, it may be even a big mistake. It withdrew from Japan and

sold 29 hypermarkets in Mexico. Carrefour also had problems competing with Tesco in Slovakia and the

Czech Republic. In Germany, the company faced tough competition from Aldi and Lidle, two successful

discounters. On the other hand, it bought stores in Poland, Italy, Turkey, and opened new stores in China,

South Korea, and Columbia. Carrefour has become more careful in selecting markets. But. the company is

eager to enter the Indian market, but found out in late 2006 that Wal-Mart will do so as well.

In France, where Carrefour is well established, the company made the big mistake in its pricing policy. It

probably started with the 1999 merger with Promodes, the French discount chain. Carrefour confused the

French clientele by losing its low-cost image; whether the image can be changed remains to be seen. Mr.

Durant, the new CEO since 2005, embarked on the new strategy by offering 15 percent new products in its

hypermarkets and 10 percent in its supermarkets. Moreover, he wants to employ more staff, extend the

operating hours in certain hypermarkets, cutting prices, trying small stores, and pushing down decision

making. Mr. Durant aims to stay only in countries where Carrefour is among the top retailers.

Questions:

1. How should Mr. Durant assess the opportunities in various countries around the world?

2. Should Carrefour adopt Wal-Mart's strategy of "low prices everyday"? What would be the advantage or

disadvantage of such a strategy?

3. How could Carrefour differentiate itself from Wal-Mart?

4. Identify cultures in selected countries that need to be considered in order to be successful?

PROJECT MANAGEMENT

Attempt all questions

1. Give a detailed description on “Detailed Project Report”. Indicate the Pros and Cons of it also.

(10 Marks)

2. What is Project Management Information System? Why is a Project Management Information

System considered to be of immense importance in a project? In designing a Project Management

Information System what parameters are to be spelt out clearly in line with the objectives of the

Project management Information System? (20 Mark)

SUBJECT:- INDUSTRIAL MANAGEMENT

MARKS :100

1. Write short note on : { 10 Mark }

a) Programmed instruction

b) Computer-assisted instruction

2.Explain the Ranking and Job grading methods of job evaluation. {10 Mark }

3.Define Accident. What you can do to prevent the causes of industrial

accidents?{10 Mark }

4.Define job enrichment. Discuss core dimensions of job enrichment. {10 Mark }

5.Explain price elasticity of demand and determinants of price elasticity of

demand. { 10 Mark }

CASE 2 (20 Marks)

Two Senior executives of world’s largest firms with extensive holdings outside the home country speak.

Company A : “We are a multinational firm. We distribute our products in about 100 countries. We

manufacture in over 17 countries and do research and development in three countries. We look at all new

investment projects both domestic and overseas using exactly the same criteria”.

The execution from company A continues, “ of course the most of the key ports in our subsidiaries are held by

home country nationals. Whenever replacements for these men are sought, it is the practice, if not the policy,

to look next to you at the lead office and pick some one (usually a home country national) you know and

trust”.

Company B : “ We are multinational firm. Our product division executives have worldwide profit

responsibility. As our organisational chart shows, the united states is just one region on a par with Europe,

Latin America, Africa etc, in each division”.

The executive from Company B goes on to explain, “the worldwide Product division concept is rather difficult

to implement. The senior executives incharge of this divisions have little overseas experience. They have been

3 | P a g e

promoted from domestic ports and tend to view foreign consumers needs as really basically the same as ours.

Also, product division executives tend to focus on domestic market, because it generates more revenue than

foreign market. The rewards are for global performance, but strategy is to focus on domestic. Most of the

senior executives simply do not understand what happens overseas and really do not trust foreign executives,

even those in key portions?

Questions :

1 Which company is truly Multinational ? Why?

2 List three differences between Company , Multi National company and Trans Multi National Company ?

CASE-1 (20 Marks)

Nestle has launched quality street ,lion and after 8 choclates imported from Europe. Qualtty Street is an

assortment of chocolates priced at Rs. 7 5 for 218 gm. After Eight is a popular adult chocolate priced at Rs.25

for 20 gm and Lion is a caramel wafer bar priced at Rs. 20 for a 45 gm bar. (Kit Kat )is priced at Rs. 6 for a 17

gm bar and has a chocolaty taste while Lion has a crunchy taste). The brands have different tastes and will

appeal to different target segments (though the target segment is one which may have already been exposed to

these brands during visits abroad). These brands have been introduced in metros in upmarket stores which sell

brands bears the label "lmported by Nestle India Ltd." indicating that they may be better than smuggled ones

(which may be stale).

Question :

1 Suggest suitable media /media vehicles for promoting these brands. Give reasons in support of your answer

2 What business communication media you will utilize if you have to launch a soap in rural India?

CASE STUDY 1 (Marks 20)

Downloaded Data of Bank of Baroda and HDFC Bank from www.nseindia.com of last 11 years has

been summarized as follows. You are required to analyze the data using appropriate statistical tools,

interpret the results and provide necessary advice to the investors as research analyst.

Sr.No Date Symbol

Close

Price Symbol Sr.No Date

Close

Price

1 1-Apr-97 BANKBARODA 56.75 HDFCBANK 1 1-Apr-97 46.45

2 1-Apr-98 BANKBARODA 108.35 HDFCBANK 2 1-Apr-98 72.8

3 1-Apr-99 BANKBARODA 45 HDFCBANK 3 1-Apr-99 67.6

4 3-Apr-00 BANKBARODA 47.4 HDFCBANK 4 3-Apr-00 247.15

5 30-Mar-01 BANKBARODA 60.45 HDFCBANK 5 2-Apr-01 223.15

6 1-Apr-02 BANKBARODA 50.45 HDFCBANK 6 1-Apr-02 233.65

7 1-Apr-03 BANKBARODA 86.45 HDFCBANK 7 1-Apr-03 234.3

8 1-Apr-04 BANKBARODA 250.45 HDFCBANK 8 1-Apr-04 384.35

9 1-Apr-05 BANKBARODA 221.85 HDFCBANK 9 1-Apr-05 551.55

10 3-Apr-06 BANKBARODA 232.95 HDFCBANK 10 3-Apr-06 773.85

11 30-Mar-07 BANKBARODA 215.05 HDFCBANK 11 30-Mar-07 954.15

CASE STUDY -1 (20 Marks)

Introduction: XYZ -An Organizational Perspective

The Pre-OD Scenario: Our Strengths and Areas of Concern

In the years 1990-91 XYZ had grown into the largest Indian HARDWARE company with revenues

of over Rs. 1100 crores and racing towards achieving its vision of being global top ten. As pioneers in

the industry, XYZ’s strengths included on time delivery, premier position in the industry in terms of

revenues, focus on training programs, quality initiatives, use of good technical tools and procedures

and encouragement of individual excellence in performance.However, XYZ’s was also, at that point in

time, grappling with a few areas of concern with regard to its operational paradigm.

Mounting revenue pressures: The pressure to retain its strong premier position led the organization to

tend towards short-term revenues, and relatively lesser efforts were being put into medium and longterm

markets and activities (such as products and building up knowledge). Though XYZ’s built

relationships with individual customers, Relationship Managers largely tended to focus on obtaining

short-term projects – there was lesser investment on aligning to long-term objectives of customers. The

approach, by and large, was of reactive project management and we were yet to espouse the approach

of architecting proactive solutions for the customer.

Selectivity in projects: There was a tangible tension at,

Questions

1 List the various reasons in Organization xyz , which lead to its development?

2 If the organization had not invested in its employee, would they have developed?

3 Site few examples of Indian companies, similar to XYZ mentioned above?

4 What would have been the drawback of the XYZ Company prior to 1991?

Q1) Write short notes (any two) (10 Marks)

a) Void Contracts and Void able Contracts

b) Standard Terms and Freedom of Contract

c) Banking Law

d) Negotiable Instruments

Q2) Explain the procedure of Incorporation of Companies, issuance of

Prospectus and Rising of Capital? (10 Marks)

Q3) Explain the law of Contract and discuss the term Offer, Acceptance and

Agreement? (10 Marks)

Q4) Discuss the Fundamental Rights of the Business? (10 Marks)

is into manufacturing cars in the small car (800 cc) segment. It was set up 15

years back and since its establishment it has seen a phenomenal growth in both its market and profitability.

Its financial statements are shown in Exhibits 1 and 2 respectively.

The company enjoys the confidence of its shareholders who have been rewarded with growing

dividends year after year. Last year, the company had announced 20 per cent dividend, which was the

highest in the automobile sector. The company has never defaulted on its loan payments and enjoys a

favourable face with its lenders, which include financial institutions, commercial banks and debenture

holders.

The competition in the car industry has increased in the past few years and the company foresees

further intensification of competition with the entry of several foreign car manufactures many of them being

market leaders in their respective countries. The small car segment especially, will witness entry of foreign

majors in the near future, with latest technology being offered to the Indian customer. The Zip Zap Zoom’s

senior management realizes the need for large scale investment in up gradation of technology and

improvement of manufacturing facilities to pre-empt competition.

Whereas on the one hand, the competition in the car industry has been intensifying, on the other

hand, there has been a slowdown in the Indian economy, which has not only reduced the demand for cars,

but has also led to adoption of price cutting strategies by

crore.

Keeping in mind the looming recession and the uncertainty of the recession behaviour, Mr.

Arthashastra feels that the firm should factor a risk of cash inadequacy of around 5 per cent even in the most

adverse industry conditions. Thus, the firm should take up only that amount of additional debt that it can

service 95 per cent of the times, while maintaining cash adequacy.

To maintain an annual dividend of 10 per cent, an additional Rs. 35 crore has to be kept aside.

Hence, the expected available net cash inflow is Rs. 185.27 crore (i.e. Rs. 220.27 – Rs. 35 crore) Analyse

the debt capacity of the company.

DETERMINATION OF WORKING CAPTIAL

Introduction

Cooking LPG Ltd, Gurgaon, is a private sector firm dealing in the bottling and supply of domestic LPG for

household consumption since 1995. The firm has a network of distributors in the districts of Gurgaon and

Faridabad. The bottling plant of the firm is located on National Highway – 8 (New Delhi – Jaipur), approx.

12 kms from Gurgaon. The firm has been consistently performing we.” and plans to expand its market to

include the whole National Capital Region.

The production process of the plant consists of receipt of the bulk LPG through tank trucks, storage

in tanks, bottling operations and distribution to dealers. During the bottling process, the cylinders are

subjected to pressurized filling of LPG followed by quality control and safety checks such as weight,

leakage and other defects. The cylinders passing through this process are sealed and dispatched to dealers

through trucks. The supply and di

COMPANY PROFILE

ALTANA Pharma is the pharmaceutical division of ALTANA AG. The company concentrates on innovative

pharmaceutical products in therapeutics, imaging (contrast media) and OTC medication. Therapeutics, the most

important business area, is based on prescription drugs for gastrointestinal and respiratory diseases.

INTRODUCTION

A new method has been developed for diagnosing gastro-oesophageal reflux disease and assessing treatment

progress.

Until now, assessing the progress of treatment for Gastro-Oesaphageal Reflux Disease (GORD) has relied

primarily on an assessment of oesophageal healing. Documenting GORD therapy success is a difficult task, as

mucosal damage does not always correspond with the severity of symptoms.1 In addition, 70% of all patients with

GORD symptoms have endoscopic-negative GORD.

To further complicate the GORD picture, Endoscopy-Negative Reflux Disease (ENRD), Non-Erosive Reflux

Disease (NERD), functional heartburn or reflux-like dyspepsia is often diagnosed, and most patients with

heartburn do not have mucosal breaks. Moreover, diagnostic approaches vary between primary and secondary

ISSUES TO BE DISCUSSED

1. Discuss the salient features put up in the case.

2. Evaluate the new approach based on your understanding of the case.

3. The case indicates two research studies. Give your insights based on these two studies.

HOSPITAL ADMINISTRATION

1. Hospital waste causing environmental pollution and leading

to negative recycling with serious medical and health

consequences- Discuss at length.

2. Keeping the Hospital staff equipped with latest knowledge

in the new millennium in clinical, technical and managerial

competence is the need of the hour. Identify some new

methods to achieve the objective.

3. List out the various areas of Hospital Administration. Review

them in your own style.

4. What do you understand by the term MBO? Apply the

concept to the Hospitals with appropriate examples.

5. Based on your study, establish certain Management

techniques for the administrative Improvement and

Administrative Reforms of Hospitals.

Case –1 ( 20 Marks)

The reality of software development is a huge company like Microsoft-it employs more than

48,000 people- is that a substantial portion of your work involves days of boredom punctuated by

hours of tedium. You basically spend your time in an isolated office writing code and sitting in

meetings during which you participate in looking for and evaluating hundreds of current employees

and potential employees. Microsoft has no problem in finding and retaining software programmers.

Their programmers work for very long hours and obsess on the goal of shipping product.

From the day new employees begin at Microsoft, they know they are special. New hires all

have one thing in common-they are smart. The company prides itself on putting all recruits through a

grueling “interviewing loop”, during which they confront a barrage (an overwhelming number of

questions or complaints) of brain-teasers by future colleagues to see how well they think. Only the

best and the brightest survive to become employees. The company does this because Microsofties

truly believe that their company is special. For example, it has high tolerance for non-conformity,

would you believe that one software tester comes to work everyday dressed in extravagant Victorian

outfits? . But the underlying theme that unites Microsofties is the belief that the firm has a manifest

destiny to change the world.

The least important decision as programmer can have a

Questions

1. If you were the programmer, would you want to work at Microsoft? Why or Why not?

2. How many activities in this case can you tie into specific motivation theories? List the

activities; list the motivation theories, and how they apply.

3. As Microsoft continues to get larger and its growth rate flattens do you think Management

will have to modify any of its motivation practices? Elaborate.

3. Can money act as a motivator? Explai