MKT404 - International Marketing

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Master of Business Administration - MBA Semester 4

MKT404 - International Marketing

Set – 1

Q1. Differentiate between GATT and WTO

GATT

WTO

Answer. GATT is a multilateral treaty among the member countries that lays down certain agreed rules for conducting international trade. The member countries contribute together to four-fifth of the total world trade. It is interesting to note that underdeveloped countries form a sizable majority.

Q2. Write short notes on the following:

A. International franchising

B. International contract manufacturing

Answer. a) Franchising is basically a specialized form of licensing in which the franchiser not only sells intangible property to the franchisee, but also insists that the franchisee agree to abide by strict rules as how it does business. The franchiser will also often assist the franchisee to run the business

Q3. What are the stages in which international markets are screened and analysed?

4 Stages

Answer. Step One – Country Identification

The World is your oyster. You can choose any country to go into. So you conduct country identification – which means that you undertake a general overview of potential new markets. There might be a simple match – for example two countries might share a similar heritage e.g. the United

Set - 2

Q1. What is counter-trade? Describe the various types of counter-trade.

Explanation of the concepts

Types

Answer. Counter trade constitutes an estimated 5-30 percent of total world trade. Counter-trade greatly proliferated in the 80s. Counter-trade is one of the oldest forms of trade in the government mandate to pay for goods and services with something other than cash. It is a practice that requires a seller as a

Q2. Discuss the role of sales promotion and personal selling in international marketing.

Sales promotion

Personal Selling

Answer. Sales promotion is one of the most important aspects of marketing. Selling is as important as producing. Every manufacturer has to sell his product in the market – domestic or international. Selling products in the international market is more difficult than selling them in the domestic

Q3. Write short notes on the following:

a. Bill of Exchange

b. Packing list

c. Air way bill

d. Certificate of origin

e. Consular invoice

Answer. a) When a draft bill is drawn on a foreign firm, it is termed as a foreign draft or bill of exchange. It is prepared either in an international currency or Indian rupee depending on the terms of contract. Accordingly, the bill

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MKT403 - E-Marketing

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Master of Business Administration - MBA Semester 4

MKT403 - E-Marketing

Set – 1

Q1. Discuss the history of e-marketing. What are the benefits of e-marketing?

History of e-marketing.             5

Benefits of e-marketing.           5

Answer. History of e-Marketing

E-Marketing1 can be defined as 'Achieving marketing objectives through use of electronic communications technology'. It can be described as an act of trying to achieve marketing objectives through electronic or digital means. It

Q2. What is an e-storefront? Explain its importance in an e-business.

e-storefront.                                                              5

Importance of e-storefront in an e-business.        5

Answer. An electronic storefront is an e-commerce solution for merchants who want to host a website that advertises their products or services and for which consumer transactions are generated online. Various software applications are available to merchants, which range from electronic shopping carts to secure payment gateways.

Q3. Explain why situational analysis is important while formulating an e-marketing plan.

Importance of situational analysis while formulating an e-marketing plan.     10

Answer. This is the first step of the traditional seven-step marketing plan. Some of the following items will apply more or less to various companies, industries, and brands. Conducting an environmental scan is an important step in any marketing plan, e-business or otherwise. It helps to set the context within which to

Set - 2

Q1. Explain the advertising media commonly used by businesses to implement their e-marketing    plans.

Advertising media commonly used by businesses to implement their e-marketing plans.     10

Answer. There are many different types of advertising media that marketing managers can choose from in order to create a successful marketing strategy. This lesson covers some of those options, including printed media, television and outdoor

Q2. What are the word-of-mouth marketing techniques?      10

Answer. Word-of-mouth can be an effective way of gaining new clients without investing too much in new marketing programs. According to the Word of Mouth Marketing Association, word-of-mouth marketing happens as the result of a positive customer experience. Focus on exceeding your clients' expectations and you are on your way to using

Q3. Define patent & trade secrets in Digital Property. Differentiate between patents and trade secrets.

Patent in Digital Property                                             3

Trade secrets in Digital Property.                                 3

Difference between patents and trade secrets.             4

Answer. Patent in Digital Property                                            

Creativity and invention are highly valued within the United States as reflected by patent laws dating back to 1790, with mention of intellectual property even included in the U.S. Constitution. Protecting these ideals was seen as key to promoting an innovative spirit within American society and encouraging the creation of new

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MKT402 - Advertising Management and Sales Promotion

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Master of Business Administration - MBA Semester 4

MKT402 - Advertising Management and Sales Promotion

Set – 1

Q1. What are the major factors that affect marketing and advertising in India?

Answer. There are some factors which deeply influence our thinking about advertising in India. These factors are entirely different from the last century and perhaps from other developing countries. These should be monitored constantly, even when one is not directly dealing

Q2. Write short notes on DAGMAR and Communication Process.

Answer. Defining Advertising Goals for Measured Advertising Results (DAGMAR) is a model devised

Q3. What are the various factors that need to be considered while setting advertising budget?

Answer. Various factors, such as the following, have to be considered while setting the budget:

Set - 2

Q1. What are the various evolving consumer segments?

Answer. Demographic changes are just the basic factors that influence advertising. The influences of consumer groups or segments, the type of segments, their behaviour, attitude changes, buying patterns, consumption style, aspirations, the amount of disposable income in hand, their choices – all these factors

Q2. Write short notes on The Advertising Standards Council of India (ASCI) and The Monopolies and Restrictive Trade Practices Act, 1969

Answer. The Advertising Standards Council of India (ASCI)

The advertising community of India is by and large responsible and keeps out of blatant malpractices. Like most service industries, advertising too has its own Code of Ethics. Set up in 1985, ASCI, the

Q3. What do you mean by Sales Promotion? What are the various Tools and Techniques of Consumer Sales Promotion?

Answer. Sales promotion is a collection of tools that stimulate quicker or greater purchase of products by consumers or trade in the short run. The American Marketing Association defines sales promotion as “media and non-media marketing pressure applied to a pre-

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MKT401 - Services Marketing and Customer Relationship Management

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Master of Business Administration - MBA Semester 4

MKT401 - Services Marketing and Customer Relationship Management

Set - 1

Q1. Write Short Notes on 7Ps of service marketing mix and Characteristics of service.

Answer. Service Marketing Mix: 7Ps

You must be familiar with the 4Ps of the marketing mix, that is, product, place, price and promotion. These are the four key elements that an organization uses in order to communicate

Q2. Write short notes on:

a. Frontal Attack

b. Flanking Attack

c. Bypass Attack

d. Guerrilla Attack

Answer. a. Frontal Attack

This involves the challenger taking on the defender head on. The challenger attacks the main market of the market leader by launching a product with a similar or superior marketing mix. The

Q3.  Explain Customer Relationship Management (CRM). What are the various types of CRM?

Answer. Customer relationship management (CRM) has to be focused on aligning the business processes with customer strategies employed by the firm. Customer relationship management can be

Set - 2

Q1. What are the various opportunities and benefits of e-CRM? What are the various ways in which e-CRM can be leveraged as a source of competitive advantage?

Answer.  Opportunities and benefits

e-CRM is the effective use of the internet as well as various touch-points as well other means of using telecommunications to better manage and initiate ties with existing and potential customers. Today

Q2. What do you mean by Customer Life Cycle? What are the various challenges faced by an organisation in implementing CRM?

Answer. Customer life cycle focuses on understanding the different stages of life of a customer and the value attached to each stage for delivery of need-based products and services at his doorstep.

It is a market-

Q3. What are the various steps that should be taken to avoid the challenges and pitfalls in e-CRM?

Answer. The execution of effective e-CRM holds many challenges. First and foremost there are issues of cost that normally append such intricate installations. In addition to this, there are other issues

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HRM404 - Change Management

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Master of Business Administration - MBA Semester 4

HRM404 - Change Management

Set - 1

Q1. Describe Kotter’s Eight Step Change Model.

Answer. Kotter introduced an 8-step change model for helping managers deal with transformational change which is summarised in Kotter’s 8-step change model.

Q2. What are OD interventions? How are they useful to the organizations?

Answer. An OD intervention can be defined as “the set of structured activities in which selected organization units engage with a task or a sequence of tasks where the task goals are related directly or indirectly to organizational improvement in an od intervention the entire process of diagnosis, alternative generation and making action choices are jointly conducted and od will also examine the process of such diagnosis, action planning and implementation.

Q3. Discuss the reasons for employees’ resistance to change.

Answer. Meaning of resistance to change - Resistance to change is the action taken by individuals and groups when they perceive that a change that is occurring as a threat to them. Key words here are 'perceive' and 'threat'. The threat need not be real or large for resistance to occur.

Reasons for employee’s resistance –

1. Misunderstanding about the need for change/when the reason for the change is unclear — If staff do not understand the need for change you can expect resistance. Especially from those who strongly believe the current way of doing things works well…and has done for twenty years!

Set - 2

Q1. What do you mean by Organizational Effectiveness? Explain the approaches involved in achieving Organizational Effectiveness.

Answer. Organizational Effectiveness:

Organizational effectiveness is the concept of how effective an organization is in achieving its goals. Every employee in a company contributes to organizational effectiveness. Taking into account skills, experience, motivation and rank, some employees play a bigger role than others. These are the people who contribute

Q2. What do you mean by Change Agent? Describe the characteristics of successful Change Agents.

Answer. Change agents are people who usually have specialized training in organizational behaviour and can help guide and advice the change process. They strive to ‘alter human capability or organizational systems to achieve a higher degree of output or self actualization.’ Their objective is to make goals that stick. They have a clear vision as to how the process of change will begin and culminate, and the activities

Q3. Write a brief note on the following:

a) Herzberg’s Motivation Theory

b) Kurt Lewin’s Model of change

Answer. a. Herzberg’s Motivation Theory

According to Herzberg, there are some job factors that result in satisfaction while there are other job factors that prevent dissatisfaction. According to Herzberg, the opposite of “Satisfaction” is “No satisfaction” and the opposite of “Dissatisfaction” is “No Dissatisfaction”.

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HRM403 - Talent Management and Employee Retention

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Master of Business Administration - MBA Semester 4

HRM403 - Talent Management and Employee Retention

Set - 1

Q1. What are competency characteristics? Describe some of them.

Answer. A competency is a reliably measurable, relatively stable and enduring characteristic of a person, team or an organisation that causes and statistically predicts a criterion level of performance

Q2.  Define Talent Management. Discuss the Talent management Approaches.

Answer. Talent management is defined as a conscious and systematic approach taken up to attract, identify, develop and retain productive and engaged employees with aptitude and abilities to meet current and future organisational needs by fulfilling the business/operation critical roles. The

Q3. Briefly describe the different Talent Management Processes?

Answer. Key Processes of Talent Management

Organisations are made up of people who in turn create value through proven business processes, innovation, customer service, and many other important activities.

In order to meet its

Set - 2

Q1. Explain the key Compensation principles. What do you mean by Total rewards?

Answer. There are few key compensation principles. They are:

• Consider the unique characteristics and specific needs of organisation: The unique characteristics and specific needs of the organisation need to be considered for the formulation of compensation plans. An understanding of compensation plans among

Q2. Explain the role of IT in Talent Management Systems.

Answer. The globalization and advancement in information technology (IT), in which developing countries play a major role, has caused a “war for talent.” To meet challenging growth targets, service providers find that recruitment and retention are of key importance. For developing

Q3. Write short notes on:

a) Promoting ethics in workplace

b) Talent Review

Answer. a) Promoting ethics in workplace- Ethics is study of values or principles relating to right or wrong behaviour, also known as morality. Ethics is very important for the sustenance of an organization. If the organization and its people practice ethics in their day to day business

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HRM402 - Performance Management and Appraisal

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Master of Business Administration - MBA Semester 4

HRM402 - Performance Management and Appraisal

Set - 1

Q1. Discuss the principles and dimensions of Performance Management.

Answer. Principles of Performance Management:

1. Be honest and open – good performance management relies on a good relationship.

2. Keep it simple – keep the emphasis on development and performance, and keep the paper work and process simple.

3. Keep in touch – use mini-reviews to build towards a performance review.

Q2. What do you mean by feedback? Explain its Role, Types and Principles.

Answer. The observation of the receiver’s response is called feedback. In other words, the part of the receiver’s response communicated back to the sender is called feedback. Actually it is the amount of response of the receiver that reaches to the sender. It enables the sender to evaluate the effectiveness of the message.

Q3.  Assume that you have joined as an HR in an organization. The first task assigned to you is to conduct the Performance Appraisal Process. What according to you is its purpose? Describe the entire Performance Appraisal process.

Answer. Organization uses performance appraisals for Evaluation and Developmental purposes to improve the human resources of an organization by human resources of an organization.

The purpose of performance appraisal:

Q1. Discuss the skills that a line manager requires for effective Performance Management.

Answer. Some managers inspire, some motivate, and others fail miserably to engage their employees. The entertainment industry seems to have created the ultimate formula for the “bad manager” character, so why can’t real managers understand how to be effective? When employees choose to leave a position, it’s often because of their manager or relationships with people in their working environment.

5 skills that your line managers must have:

Q2. Define the term ‘Ethics’. Discuss the key factors involved in ensuring Ethics in Performance Management.

Answer. Importance of ethics in PM

When it comes to project management, ethics are extremely important in gaining the support of the project team. Ethics are defined as the moral values, beliefs, and rules that one upholds in their life on the job and personally to ensure right from wrong.

Ethical Issues

Q3. Write short notes on the following:

(a) MBO

(b) Behaviorally Anchored Rating Scales Method (BARS)

Answer. a. Management by Objectives (MBO) is the most widely accepted philosophy of management today. It is a demanding and rewarding style of management. It concentrates attention on the accomplishment of objectives through participation of all concerned persons, i.e., through team spirit. MBO is based on the assumption that people perform better when they know what is expected of them and can relate their personal goals to organizational objectives. Superior subordinate participation, joint goal setting and support and encouragement from superior to subordinates are the basic features of MBO. It is a result-oriented philosophy and offers many advantages such as employee motivation, high morale,

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HRM401 - Compensation and Benefits

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Master of Business Administration - MBA Semester 4

HRM401 - Compensation and Benefits

Set - 1

Note: Answer all questions must be written within 300 to 400 words each. Each Question carries 10 marks 6 X 10=60.

Q1. Discuss the contents of Job evaluation. Describe the process of Job evaluation.

Answer. Contents of Job Evaluation

The contents of job evaluation are as follows:

1. Job Analysis

It is a process through which required information about various aspects of jobs can be obtained. Job analysis involves two dimensions:

i. Job description

Under job description, a profile of job information is prepared indicating the duties, responsibilities and working condition of work. It explains about what the job entails.

ii. Job specification

Job specification indicates preparation of a specification statement which explains the necessary skills, knowledge and abilities required to perform the job.

Q2. Suppose you are a HR Manager and you are asked to develop an effective Incentive Scheme for your organization. What are the pre-requisites you will consider while developing an Effective Incentive Scheme? Discuss the merits of Incentives.

Answer. Pre-requisites of Effective Incentive Schemes

You can conclude by now that for all firms a well-designed system of wage payment can yield a number of advantages.  But it is also true that to realize these advantages there must be some safeguards known as pre-requistions of effective incentive plans.

Q3. Discuss the types of managerial remuneration. Explain the elements of a managerial remuneration

Answer. Managerial remuneration is compensation for services provided to a company in a managerial capacity. This can include cash payments, along with benefits like stock options, health insurance, and bonuses. Managers are typically paid more than the people they supervise, although they tend to make less than the executives at the head of the company. Some pay structures are transparent, making it easy to determine how much money managers make, while others may be confidential.

Set - 2

Q1. Define Pay Structure. What are its objectives? Explain the major decisions involved in designing and setting competitive pay structures.

Answer. A pay structure is a collection of pay rates or pay ranges. Structure setting and adjustment is the process of developing, adjusting, and maintaining a pay structure.

Q2. Explain the criterion’s considered for rewarding the employees for their good service.

Answer. In a business world where fewer workers are doing more, employers have "fallen way short of giving employees the recognition deserved and expected for a job well done,” Guld says. Providing that recognition requires developing award criteria.

Q3. Write a short note on the following:

A) Wage Policy Plan in India

B) Voluntary Retirement Scheme (VRS)

(Wage Policy Plan in India, Voluntary Retirement scheme)

Answer. a) Wage Policy Plan in India

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