Saturday, 19 August 2017

INVESTMENT ANALYSIS MANAGEMENT ISBM ANSWER SHEET PROVIDED MOB/WHATSAPP 91 9924764558


ISBM EXAM ANSWER SHEETS PROVIDED.  MBA EMBA BMS DMS ANSWERS PROVIDED.  DR. PRASANTH MBA PH.D. DME MOBILE / WHATSAPP: +91 9924764558 OR +91 9447965521 EMAIL: prasanththampi1975@gmail.com WEBSITE: www.casestudyandprojectreports.com

Investment Analysis Management ISBM ANSWER SHEET PROVIDED
Note : All Questions are Compulsory
Each Question Carries Equal Marks
MARKS: 80
COURSE
Q1. Case 1 : MRPL and RPL
Introduction
Mangalore Refinery and Petrochemicals Limited (MRPL) and Reliance
Petroleum Limited (RPL) were the first two refineries established by the
private sector in India. In March 1992, MRPL brought out a public issue
of shares, and in September 1993, RPL did the same. Both these
refineries were established at a time when the administered pricing
mechanism (APM)1 was in force. APM involved full government control
over the oil and natural gas sector, where only four major government
owned oil companies (IOC, HPCL, BPCL and IBP) had the right to directly
market petroleum products (Refer Exhibit 1). The government refineries
were rot able to meet the increasing demand for petroleum products.
Hence, opening up of the oil and natural gas sector to private
companies and dismantling APM were considered as methods for
reducing the demand-supply gap of petroleum products When the
Government of India (GOl) approved private sector participation in the
oil refining and petroleum industry, a new investment opportunity was
made available to Indian investors.
Those who invested in MRPL and RPL were optimistic about the returns
on shares of both these companies since reputed leading business
houses such as the Aditya Birla Group (ABG) 2 and the Reliance Group3
promoted these refinery projects. Due to the dearth of oil company
stocks promoted by the private sector, the shares of both public
investors and financial institutions lapped up these companies. Both the
public issues were heavily oversubscribed. However, few investment
analysts expressed their reservations about investing in stand-alone
refineries like MRPL and RPL since they felt that the financial
performance of companies in the refining industry was completely
dependant on the crude oil prices.
Background Note
MRPL
MRPL was the first grass root refinery set up by the private sector in
India. The company, which was incorporated in March 1988, had
received government approval in April 1991 for setting up a refinery in
Mangalore in tie state of Karnataka.
MRPL was set up as a joint venture between Hindustan Petroleum
Corporation Limited(HPCL) and Indian Rayon and Industries Limited
(IRIL), a part of the ABG. HPCL and IRIL each held a 37.8% equity stake in
the joint venture while the rest was offered to the public The MRPL
project was planned to be set up in 1992 with a refining capacity of three
million (mn) metric tonnes per annum (MMTPA) at an estimated cost of
Rs.11.62 billion (bn). The project was partly financed through a public
issue of 16°/b secured redeemable partly convertible debentures (PCDs)
of Rs135 amounting to Rs.5.82 bn and 17.5% secured redeemable nonconvertible
debentures of Rs.200 (with detachable equity warrants)
amounting to Rs.5.60 bn.
The project ran into cost escalations and the plant was finally
commissioned in March 1996 at a revised cost of Rs. 25.93 bn. In
September 1999, MRPL increased the refining capacity of the plant to
nine MMTPA.
The capacity expansion involved an additional cost of Rs. 37 bn. To
ensure the continuous supply of crude for the refinery, MRPL entered
into contracts with domestic as well as international crude oil producers.
Initially, the sole rights for marketing MRPLs products were with
HPCL,but in 2001, MRPL started direct marketing of its products by
exporting fuel oil, aviation turbine fuel, motor spirit and naphtha.
RPL
RPL was the second grassroot refinery set up by the private sector in
India after MRPL. RPL’s plant was set up at Jamnagar in the state of
Gujarat. It was promoted by the Reliance Group and was completely
privately owned...
Financial Performance
MRPL
MRPL completed its first full year of operations in the financial year
1996-1997. The refinery operated at a capacity utilization of 93.5%
during this period.
The company earned a net profit of Rs. 905 mn in the very first year of
its operations. However, during the financial years 1999-2000, 2000-
2001 and 2001-2002, MRPL suffered significant losses. The company’s
debt to net worth ratio rose from 5.61 in the financial year 1999-00 to
7.88 in 2000-01, to as high as 16.13 in 2001-02. MRPL also witnessed an
increase in the expenditure on raw materials mainly due to the increase
in crude oil prices. This increase in cost resulted in a reduction in the
company’s margins. According to analysts, the dismantling of
administered pricing mechanism was also expected to affect MRPL
adversely, since its average cost of production was higher than that of
other refineries...
The Stock Market Perspective
According to stock market analysts, the share price of a company
usually provided a true reflection of the company’s present and
expected financial performance.
The stock price usually reflected various risks associated with the
company, which could be broadly categorized as systematic and
unsystematic risks.
An analysis of the stock price performance of MRPL and RPL would
help investors analyze the quantum of returns offered to them and
identify the extent of risks associated with these companies over a
specified period of time.
The quarterly share prices of MRPL and RPL between 1996 and 2002 are
provided in Table III to help measure the risks and returns of these two
companies...
The Future Prospects
In August 2002, ABG announced that it would exit MRPL by selling its
entire stake to the Oil and Natural Gas Corporation (ONGC) at a price of
Rs. 2 per share.
According to Kumara Mangalam Birla, the chairman of ABG, one of the
main reasons for exiting the joint venture was the poor financial
performance of MRPL. According to analysts, purchasing an equity stake
in MRPL would be a forward integration move for ONGC, which was in the
business of oil exploration and production.
They also felt that by investing in the lucrative oil refining and marketing
sector, ONGC would diversify risks in the oil exploration sector.
Moreover, by investing Rs. 6 bn as equity as part of the financial
restructuring of MRPL, ONGC would reduce its tax liability. In early 2002,
RPL announced plans to merge with Reliance groups flagship company
Reliance Industries Limited (RI)...
Issues:
1. Study the financial performance of MRPL and RPL with a view to
study the reasons behind the contrasting financial results
2. Analyze the average returns and risk on the shares of MRPL and RPL
during the period 1996-2002
Q2. Case -2 Derivatives Trading in India
Introducti on
On June 9, 2000, the Bombay Stock Exchange (BSE) introduced India’s
first derivative instrument - the BSE-30(Sensex) index futures. It was
introduced with three month trading cycle - the near month (one), the
next month (two) and the far month (three).
The National Stock Exchange (NSE) followed a few days later, by
launching the S&P CNX Nifty3 index futures on June 12, 2000. The plan to
introduce derivatives in India was initiaIly mooted by the National Stock
Exchange (NSE) in 1995. The main purpose of this plan was to encourage
greater participation of foreign institutional investors (FIIs) in the Indian
stock exchanges. Their involvement had been very low due to the
absence of derivatives for hedging risk. However, there was no
consensus of opinion on the issue among industry analysts and the
media, The pros and cons of introducing derivatives trading were
debated intensely. The lack of transparency and inadequate
infrastructure of the Indian stock markets were cited as reasons to avoid
derivatives trading.
Derivatives were also considered risky for retail investors because of
their poor knowledge about their operation. In spite of the opposition,
the path for derivatives trading was cleared with the introduction of
Securities Laws (Amendment) Bill in Parliament in 1998.
The introduction of derivatives was delayed for some more time as the
infrastructure for it had to be set up. Derivatives trading required a
computer-based trading system, a depository4 and a clearing house5
facility. In addition, problems such as low market capitalization of the
Indian stock markets, the small number of institutional players and the
absence of a regulatory framework caused further delays. Derivatives
trading eventually started in June 2000. The introduction of derivatives
was well received by stock market players. Trading in derivatives gained
substantial popularity, and soon the turnover of the NSE and BSE
derivatives markets exceeded the turnover of the NSE and BSE cash
markets...
For instance, in the month of January 2004, the value of the NSE and BSE
derivatives markets was Rs.3278.5 billion (bn) whereas the value of the
NSE and BSE cash markets was only Rs.1998.89 bn. In spite of these
encouraging developments, industry analysts felt that the derivatives
market had not yet realized its full potential. Analysts pointed out that
the equity derivative markets on the BSE and NSE had been limited to
only four products - index futures, index options and individual stock
futures and options which were limited to certain select stocks...
Background Note
The initial steps to launch derivatives were taken in 1995 with the
introduction of the Securities Laws (Amendment) Ordinance, 1995 that
withdrew the prohibition on trading in options on securities in the Indian
stock market.
In November 1996, a 24-member committee was set up by the
Securities Exchange Board of India (SEBI) under the chairmanship of LC
Gupta to develop an appropriate regulatory framework for derivatives
trading.
The committee recommended that the regulatory framework applicable
to the trading of securities would also govern the trading of derivatives.
Following the committee’s recommendations, the Securities Contract
Regulation Act (SCRA) was amended in 1999 to include derivatives
within the scope of securities, and a regulatory framework for
administering derivatives trading was laid out.
The act granted legality to exchange-traded derivatives, but not OTC
(over the counter) derivatives. It allowed derivatives trading either on a
separate and independent derivatives exchange or on a separate
segment of an existing stock exchange. The derivatives exchange had
to function as a self-regulatory organization (SRO) and SEBI acted as its
regulator.
The responsibility of clearing and settlement of all trades on the
exchange was given to the clearinghouse, which was to be governed
independently. Derivatives were introduced in a phased manner, Initially,
trading was restricted to index futures contracts based on the S&P CNX
Nifty Index and BSE-30 (Sensex) Index...
The Debate and The Result
Those who opposed the introduction of derivatives argued that
these instruments would significantly increase speculation in the
market.
They said that derivatives could be used for speculation by investors
by taking large price positions in the stock market while committing
only a small amount of capital as margin.
For instance, instead of an investor buying stocks worth Rs.1 million
(mn), he could buy futures contracts on Rs.1 mn of stocks by investing a
few thousand rupees as margin. Thus, trading in derivatives encouraged
investors to speculate - taking on more risk while putting forward less
investment. They were quick to point out some of the disasters of the
past that had occurred due to the mismanagement of trading in
derivatives.
A Few Issues Remain
By January 2004, more than three and a half years of derivatives trading
had been completed. However, according to several analysts and
media reports, SEBI, NSE and BSE had still to resolve many issues so
that the derivatives market could realize its full potential.
For instance, the issue of imposing taxes on income arising from
derivatives trading still remained to be sorted out. The income Tax Act of
India did not have any specific provision regarding taxability of
derivatives income. The tax authorities were still undecided on the issue,
and in the absence of any provision, derivatives transactions were held
on par with transactions of a speculative nature (in particular, the index
futures/options which were essentially cash settled, were treated this
way). Therefore, the loss, if any, arising from derivatives transactions,
was treated as a speculative loss and was eligible to be set off only
against speculative income upto a maximum period of eight years...
The New Initiatives
As of early 2004, derivatives trading in India had been restricted to
a limited range of products including index futures, index options
and individual stock futures and options limited to certain select
stocks.
Analysts felt that index futures/options could be extended to other
popular indices such as the CNX Nifty Junior. Similarly, stock
futures/options could be extended to all active securities. Efforts were
also on to encourage participation from domestic institutional investors.
SEBI had authorized mutual funds to trade in derivatives, subject to
appropriate disclosures. A broader product rollout for institutional
investors was also on the cards. Steps were taken to strengthen the
financial infrastructure. These included developing adequate trading
mechanisms and systems, and establishing proper clearing and
settlement procedures. Regulations hampering the growth of derivative
markets were being reviewed.
Issues
1 Discuss on the main objectives and reasons for the introduction
of derivatives trading in India
2. Identify the factors that can accelerate/suppress the growth of
the derivatives market in a country and comment on them.
Q 3. Case 3 - The Apple ITV Project
Apple Computer has had a very good run, both in terms of accounting
profits and stock prices. Based largely on the success of the iPod, the
company has reported double digit growth in revenues and earnings
over the last four years (see exhibit 1) and its stock price have reflected
this success (see exhibit 2). It has a substantial cash balance and a
strong balance sheet (see exhibit 3 for balance sheet information).
However. Steve Jobs, CEO of Apple. is concerned that the halcyon days
of the iPod are past and that potential challengers loom on the horizon
(Sony, Zune etc.).
Apple is considering entering the television market with an innovatively
designed and technologically state-of-the art LCD television, called the
iTV, aimed at the upper end of the market. You have been asked to
collect the data to make the assessment and have come back with the
following information:
1. R&D Expenses: Apple has already spent (and expensed) $ 200 million
on research on the television technology and development of the
commercial design. None of that money can be recouped at this stage, if
Apple decides not to go ahead with the TV.
2. Introductory Costs; If Apple decides to go ahead with the iTV, it will
have to spend S 2 billion up front (right now) to tie up suppliers,
distributors and retailers and as investment in infrastructure. The cost
is depreciable over 10 years down to a salvage value of $ 200 million,
and Apple expects to use straight-line depreciation.
3. Market Potential and Share: There were 30 million televisions sold in
the United States in the most recent year and the market is expected to
grow approximately 4% a year in the long term. Apple expects to gain a
2.5% market share next year if the iTV is introduced and increase that
market share by 0.5% a year (3% in the second year, 3.5% in the third
year etc.) to reach a target market share of 5% of the overall market by
the sixth year. It expects to maintain that market share beyond year 6.
4. Pricing and Unit Costs: Apple expects to price its displays at $ 1,000 a
unit next year and the price will keep pace with inflation after that.
Based upon the costs of the material used in the ITV currently, Apple
expects the production cost per unit to be $ 400 next year and grow at
the inflation rate thereafter.
5. Marketing Options and Costs: Apple plans to use two different retailing
options. In the first, it will sell the iTV through electronic retailers such as
Best Buy and pay the 3 retailers a commission of 10% of the price per
unit sold (The retailers will have to follow Apple’s fixed price schedule —
no discounting allowed). In the second. it will sell the iTV through the
Apple Stores around the country. To do the latter, it will have to spend
$200 million up front in expanding and remodeling the stores: this
expense will be depreciated straight line over the next 10 years to a
salvage value of zero. It also will pay its sales people a commission of 5%
of the price per unit for every unit sold at the Apple Stores. Apple
expects to generate 80% of its revenues from specialty retailers and 20%
from Apple Store sales over the next 10 years.
6. Production Facilities and Costs: Apple currently uses a manufacturing
facility in Singapore to make computer displays. This facility has
production capacity of 2 million units but it is under utilized, since Apple
produced only 600,000 computer displays in the most .recent year.
While the computer display market is expected to grow 15% a year for
the next
10 years, Apple plans to use the excess capacity in the facility to
produce the iTV. If the capacity limit is reached, Apple will have to invest
a substantial amount to create a new facility of equivalent capacity (2
million units). The current estimate of the cost of expansion is $ 500
million, but this cost will grow at the inflation rate.
7. G&A expenses: Apple will allocate 10% of its existing general and
administrative costs to the new division. These costs now total $ 500
million for the entire firm and are expected to grow 5% a year for the
next 10 years. In addition, it is expected that Apple will have an increase
of $ 50 million in general and administrative costs next year when Apple
iTV is introduced, and this amount will grow with the new division’s
dollar revenues after that. The latter cost is directly related to the new
iTV division and will be charged to them fully unlike the corporate G&A
costs.
10 Advertising Expenses: Apple spent $ 1 billion on advertising in
the most recent year and expects this cost to increase 5% a year for
the next 10 years. even if it does not invest in iTV. If the iTV is
introduced, total advertising expenses are expected to be 12% higher
than they would have been without the iTV division, each year from
year I to year 10.
9. The iTV will create working capital needs, which you have estimated
as follows:
The sale of iTVs to retailers will create accounts receivable amounting to
5% of revenues each year.
Inventory (of both the input material and finished iTVs) will be
approximately 10% of the variable production cost (not including
depreciation, marketing costs. allocations or advertising
expenses).
The credit offered by suppliers will be 6% of the variable
production cost (not including
depreciation, marketing costs, allocations or advertising expenses).
All of these working capital investments will have to be made at the
beginning of each year in which goods are sold. Thus, the working
capital investment for the first year will have to be made at the
beginning of the first year.
10. The beta for Apple is 1.63, calculated using monthly returns over the
last 5 years and against the S&P 500 Index. Apple currently gets about
70% of its revenues from computers and 30% from electronics. The
details of the beta calculation are included in Exhibit 4. Apple is currently
rated A+, and A+ rated bonds trade at a default spread of 1% over the
long-term treasury bond rate. The current stock price for the firm is $ 90
and there are 900 million shares outstanding.
11. Apple expects to finance this apparel division using the same mix of
debt and equity (in market value terms) as it is using currently in the
rest of its business. Apple’s has no interest bearing debt but it has lease
commitments for the future.
Year Lease commitment
2007 $ 134 million
2008 $ 134 million
2009 $ 134 million
2010 $ 132 million
2011 $ l22million
Beyond $ 498 million
The lease payment for the current year is $138 million.
12. Apples effective tax rate is 29%. but its marginal tax rate is 40%.
13. The current long-term bond rate is 4.7%, and the expected
inflation rate is 2%. You can use the historical risk premium of 4.9% as
your equity risk premium.
14. You have collected information on other companies that are primarily
or only in electronics in Exhibit 5. The data includes the betas of these
companies and relevant information on both market values of debt and
equity. You can assume a 40% tax rate for these firms, as well. (You can
also assume that the debt includes the present value of operating
leases).
Questions
1. Estimate the operating income from the proposed iTV investment
to Apple over the next 10 years.
2. Estimate the after-tax return on capital for the investment over the
10-year period.
3.Based upon the after-tax return on capital, would you accept or
reject this project?
(This will require you to make some assumptions about allocation and
expensing. Make your assumptions as consistent as you can and
estimate the return on capital.)
4. Estimate the after-tax incremental cash flows from the proposed iTV
investment to Apple over the next 10 years.
5. If the project is terminated at the end of the 10th year, and both
working capital and investment in other assets can be sold for book
value at the end of that year, estimate the net present value of this
project to Apple. Develop a net present value profile and estimate the
internal rate of return for this project.
FOR Q3 CASE
Exhibit 1 : Apple’s Income Statements

Exhibit 5: Electronics Firms
Company Name
Ticker Market Total
Cash Beta
Symbol cap Debt
M-WAVE Inc MWAVD $3.90 $3.60 $0.20 0.25
Solitron Devices inc. SODI $4.10 $0.00 $3.20 0.25
Merrimac Inds Inc. MRM $31.50 $3.00 $4.10 0.35
Affinity Tech Group AFFI $8.10 $1.30 $0.00 0.35
Espey Mfg. &
ESP $38.30 $0.00 $11.00 0.4
Electronics Corp.
Bogcn
Communications Intl BOGN $30.70 $4.60 $6.40 0.4
Sense 1-loldings Inc SEHO $4.00 $0.60 $0.00 0.4
c.Digital Corp EDIG $34.50 $1.40 $1.10 0.45
True Product ID Inc TPDI $30.60 $0.00 $0.00 0.45
Trans Lux Corp. TLX $9.90 $62.50 $14.00 0.5
TB Woods Corp TBWC $64.10 $29.90 $3.40 0.5
QSound Labs Inc. QSND $40.70 $0.00 $1.30 0.5
TransAct Tech Inc TACT $77.50 $0.00 $4.60 0.5
Servotronics Inc SVT $19.70 $5A0 $4.60 0.55
VOS International
VOSI $3.80 $0.80 $0. 10 0.55
Inc
Rockford
ROFO $23.40 $15.30 $0.00 0.6
Corporation
LOUD Technologies LTEC $68.50 $53.80 $0.50 0.6
Inc
Bairnco Corp. BZ $88.40 $9.50 $5.30 0.6
Quahnark Corp QMRK $13.10 $4.20 $0.50 0.6
Simclar Inc SIMC $40.40 $9.20 $0.80 0.6
lnPlav Technologies NPLA $16.70 $0.20 $4.00 0.6
Inc
Bell Inds. BI $31.70 $0.10 $7.30 0.65
Cobra Electronics COBR $64.50 $0.00 $6.70 0.65
Spatializer Audio
SPAZ $1.00 $0.00 $0.60 0.65
Labs Inc
Hickok Inc HICKA $9.10 $0.80 $2.30 0.65
Giga-Tronics Inc. GIGA $9.70 $0.00 $3.40 0.65
Synergx Systems Inc SYNX $9.20 $1.50 $0.60 0.65
Transcat Inc. TRNS $38.00 $4.40 $0.10 0.7
Trans-Industries Inc TRNIQ $0.20 $7.80 $0.00 0.7
Vicon Inds Inc VII $16.40 $2.50 $5.90 0.75
SRS Labs Inc SRSL $158.20 $0.00 $8.80 0.75
VERSUSTECHNOL VSTI $4.10 $3.00 $1.70 0.75
Valpey Fisher Corp. VPF $14.50 $0.00 $7.90 0.8
LaBarge Inc. LB $205.70 $41.70 $0.90 0.8
DAC Technologies
DAAT $14.70 $0.20 $0. 10 0.8
Group Interna
Universal
UEIC $298.70 $0.00 $43.60 0.85
Electronics
Spectrum Control
SPEC $127.30 $1.70 $8.40 0.85
Inc.
Nortech Systems Inc NSYS $20.50 $9.30 $0.80 0.85
Wells-Gardner
WGA $31.30 $8.20 $0.30 0.85
Electronics Corp
Hauppaguc Digital HAUP $72.00 $0.00 $7.60 0.85
Nani Iai
NTE $665.60 $12.20 $227.20 0.9
EleCtroniCS Inc.
Plantronics Inc.
PLT $1,039.20 $0.00 $76.70 0.9
PLT
American
ATCO $95.50 $1.60 $10.40 0.9
Technology
Microncttcs Inc. NOIZ $35.60 $6.70 $5.80 0.95
Emerson Radio Corp MSN $85.30 $2.50 $17.50 0.95
White Electronic —
$136.50 — $0.00 $55.80 0.95
Designs Corp WEDC
Herley Inds. FIRLY $232.20 $6i0 $22.30 0.95
Creative Technology CREAF $543.80 $196.70 — 0.95
Ltd. $214.00
Richardson Elec. RELL $163.40 $126.80 $1 7.00 0.95
ValcnceTechnology VLNC $170.10 $57.10 $0.60 0.95
MDI Inc MDII $9.30 $0.00 $2.10 0.95
Arotech Corporation ARTX $23.50 $22.70 $6.20 I
NLI Horizons
NUHC $183.50 $50.60 $10.90 I
Electronics Corp.
HarrisCorp. HRS $6,212.30 $701.10 $293.90 I
Interlink Electronics LINK $41.50 $0.40 $13.90 I
Inc
LaserCard Corp. LCRD $130.30 $0.00 $23.50 I
Technoloc’. Resh TRCI $24.60 $3.00 $3.10 I
Ampes Corp. AMPX $80.10 $25.80 $13.10 I
PaxarCor:. PXR $947.10 $i00:70 $420 1.05
Intl Electronics Inc I EIB $4.30 $0.80 $0.90 1.05
Agilysvs Inc. AGYS $512.50 $59.70 $147.90 .05
MiIIcnniu: Cell Inc MCEL $43.90 $2.40 $11 .‘O .05
HEI Inc HEll — $14.70 $9.80 — $0.70 1.05
Thrcc-D S stems TDSC $292.30 $26.30 $24. 10 1. 1
Daktronics Inc DAKT $1,455.40 $0.20 $35.20 1.1
RF Monohthics Inc RFMI $35.80 $0.00 $5.80 1.1
Methode Elec. METH $408.50 $0.00 $81.60 1.15
Rogers Corp. ROG $1,018.70 $0.00 $4c40 1.15
SyprisSolutions SYPR $127.60 $80.00 $12.10 1.2
ParkerVision Inc PRKR $270.60 $0.00 $10.60 I .2
NT Media Corp of
NTMM $0.60 $1.60 $0.00 1.2
California
ExarCorp. EXAR $480.40 $0.00 $329.50 1.25
Molex Inc A MOLXA
$5.1
14.80 $12.10 $485.50 1.25
SMTC Corp SMTX $34.40 $30.10 $0.00 1.3
Molexinc. MOLX $5,891.80 $15.80 $497.60 1.3
Teclmitrol Inc. TNL $976.10 $86.70 $173.70 1.35
phenol Corp A New APH
$5.48
$781.00 $38.70 1.35
1.60
Pemsiar Inc PMTR $175.40 $103.70 $17.90 1.35
EMS Technolocics
ELMG $3 11.30 $43.40 $13.00 1.35
Inc
Planar S stems Inc PLNR $161.90 $1.50 $48.30 1.35
Anaren mo. ANEN $315.90 $0.00 $82.50 1.35
Arrow Electronics ARW $3,915.20 $1,407.70 $580.70 1.4
Diodes Inc. DIOD $929.80 $9.60 $113.60 1.45
Aclriuni Inc ATRM $35.20 $0.10 $4.10 1.45
vnet Inc. AVT $3,813.30 $1,244.50 $637.90 1.45
Cohu inc. COHU $455.70 $0.00 $138.90 1.45
JDS
.JDSU $3,546.20 $900.00 $ .222.20 1.45
Uniphase________
Jabil Circuit JBL $5,162.80 $327.30 $796.10 1.5
AVX Corp. AVX $2,543.80 $0.00 $664.30 1.5
CTS Corp. CTS $576.50 $81.80 $12.00 1.55
Sonic Solutions SNIC $438.20 $30.00 $61.10 1.55
IEC Electrs Corp. IECE $12.40 $4.20 $0.00 1.79
Microscrni
MSCC $1,395.70 $4.00 $165.40 2.75
Corporation
Sanmina-SCI Corp. SANM $1,855.30 $1,646.10 $1,125.30 3.19
Plexus Corp. PLXS $1,130.00 $26.70 $l94.9() 1.86
Flextronics Intl FLEX $6,661.60 $1,595.10 $942.90 2.1
‘PPM Tcchno1ooe’
TIMI $476.70 $0.00 $82.40 2.13
Inc
KEMET Corp. KEM $637.90 $100.00
—
3.77
$I68.70
MEMC Electr Math
WFR $8,709.90 $53.10 $153.60 3.26
Inc
Celestica Inc. CLS $1,764.40 $751.40 $969.00 1.52
Solectron Corp. SLR $2,943.90 $708.90 $1,126.00 2.78
Vishay 1ntcrtechncv \SH $2,525.20 $756.60 $632.50 3.18
Genesis Microch::
GNSS $373.60 $0.00 $185.40 2.8
Inc
Micrelinc. MCRL $857.00 $0.10 5I36.60 2.43
Microtimc Inc. TUNE $252.10 $0.00 — $82.20
4.1-
I
Ivanced ID Cerp. AIDO $10.80 $0.10 $(L20 4.25
Q4. Read the Problem and answer the questions provided below.
M/s Champak Chemical Company is taking over M/s Grewal
Petrochemical company. The share holders of Grewal would receive 0.8
shares of Champak for each share held by them. The merger is not
expected to yield in economics of scale and operating synergy. The
relevant data for the two companies is as follows:
Nomenclature
M/s
M/s Grewal
Champak
Net Sales (Rs Crore) 335 118
Profit after Tax (Rs Crore) 58 12
Number of Shares (Crore) 12 03
Earning per share (Rs) — 4.83 4.00
Market Value per Share 30 20
Price earning Ratio 6.21 5.00
You are required to calculate
(a) EPS
(b) P/E Ratio
(c) Market value per share
(d) Number of Share
(e) Total Market Capitalisation for the combined company after
Merger.

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BUSINESS COMMUNICATION ISBM ANSWER SHEET PROVIDED

1. Define Public Speaking & Determine the purpose of topic Selection
2. What is media of mass Communication & Explain the modes of Communication
3. Explain the methods of Oral Communication in Terms of
a) Among Individuals b)Among Group
4. List the different Electronic modes of Communication & Explain the mode of
Communication
5. Explain 7 phases of negotiating tactics
6. What is group discussion? How is it Evaluated? And what is the techniques of GD
7. What are the techniques for writing Successful job application
8. Explain the relationship of non-verbal message with verbal message?


 Business Ethics ISBM ANSWER SHEET PROVIDED
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. Write short note on value education & consumerism
2. Give SWOT analysis in Indian scenario.
3. Explain need for a check on quackery.
4. Give measures to control pollution
5. Discuss unethical practices vis-à-vis cheating.
6. Give benefits of ISO 9000 quality systems & Give importance and use of ISO 9000 standard.
7. Discuss seven points of mahatma Gandhi & Discuss social justice according to gandhiji.
8. Give characteristic of quality leadership.



Corporate Law ISBM ANSWER SHEET PROVIDED
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. What are the functions of controller?
2. Distinguish cheque and bill of exchange.
3. Discuss power to impose lesser penalty.
4. State the miscellaneous provisions as regards charges.
5. How to convert public company in to a private company?
6. How to employ a controller and other officers?
7. What are the liability of members?
8. Differentiate between Management Accounting and Financial Accounting.


Financial & Cost Accounting ISBM ANSWER SHEET PROVIDED
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. What are the objectives of cost accounting and what is the relation with
Management accounting department?
2. Define costing. Discuss briefly the objectives and advantages of costing.
3. Differentiate between idle cost and standard cost?
4. Explain the significance of cost accounting in a manufacturing company.
5. Which ratios will help in determining the long term solvency of a
business and how?
6. Differentiate between Management Accounting and Financial
Accounting.
7. Discuss the limitations of financial accounting and explain the
importance of cost accounting.
8. How cost accounting is superior over financial accounting? Explain the
techniques of costing and their application and suitability.


General Management ISBM ANSWER SHEET PROVIDED
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. What are the methods of gathering job information?
2. What are the direction of communication?
3. What are the characteristics of the integrating leadership style?
4. Explain quality control
5. Explain some of the management games
6. What are the methods of performance appraisal?
7. What is the significance of HRM?
8. What are the models of effectiveness?


International Business ISBM ANSWER SHEET PROVIDED
Total Marks: 80
Note : All Questions are Compulsory
Each Question Carries Equal Marks 10 Marks
1. List out agencies/funds noticed by government of India for the purpose of
deemed export benefits.
2. What is the problem of International Liquidity? In what manner this
problem has been solved by IMF?
3. What are the different dimensions of economic environment? What are the
steps taken by government to improve FDI?
4. What are the benefits to customer/ vendors derived from IT projects by
BPCL?
5. What are duty payables of soft bonded IT unit (S-BIT)
6. Short note on free trade & warehousing zones (FTWZ)
7. Explain exports of goods services in foreign exchange management act-
1999.
8. What do you understand by fundamental disequilibrium in the balance of
payments? What remedies do you suggest to correct it?

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 Management Information Systems IIBM ANSWER SHEETS PROVIDED
Section A: Objective Type & Short Questions (30 marks)
 This section consists of multiple choice questions and Short Note type questions.
 Answer all the questions.
 Part one questions carry 1 mark each & Part two questions carry 5 marks each.
Part one:
Multiple choices:
1. Management Information System is mainly dependent upon:
a. Accounting
b. Information
c. Both „a‟ and „b‟
d. None of the above
2. The most important attribute of information quality that a manager requires is:
a. Presentation
b. Relevance
c. Timeliness
d. None of the above
3. Human Resource Information Systems are designed to:
a. Produce pay checks and payrolls reports
b. Maintain personnel records
c. Analyze the use of personnel in business operations
d. Development of employees to their full potential
4. Operational Accounting System include:
a. Inventory control
b. Cost accounting reports
c. Development of financial budgets and projected financial statements
d. None of the above
5. EIS stands for:
a. Executive Information System
b. Excellent Info System
c. Excessive Information System
d. None of the above
6. Intranet provide a rich set of tools for those people:

a. Who are members of the different company or organization
b. Who are members of the same company or organization
c. Both „a‟ and „b‟
d. None of the above
7. Which one is not the future of wireless technology?
a. E-mail
b. VOIP
c. RFID
d. Telegram
8. OLTP stands for:
a. Online Transactional Processing
b. Online Transmission Processing
c. Online Transactional Process
d. None of the above
9. Which one of the following is not considered as future of m-commerce:
a. Ubiquity
b. Localization
c. Simple authentication
d. Common operation
10. Which of the following is not the level of decision making:
a. Management control
b. Activity control
c. Operational control
d. Strategic decision making
Part Two:
1. What are the „Strategic Information Systems‟?
2. Write down the various business model of internet.
3. What is „Network Bandwidth‟?
4. Differentiate between OLTP and OLPP.
END OF SECTION A
Section B: Caselets (40 marks)
Examination Paper of Management Information Systems

 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks
 Detailed information should form the part of your answer (Word limit 150 to 200 words).
Caselet 1
Overview of our Client’s Strategy
Our client had an online store. They were spending $15,000 each month on pay per click
advertising. This resulted in about $225,000 per month in sales. They didn‟t know which clicks
were leading to sales because they didn‟t track the clicks. There rankings in the natural listings was
minimal because they hadn‟t done keywords research on what visitors were using to try to find a
site like there‟s. They weren‟t able to quantity results because their we statistics program only
showed very general traffic information. They were also doing an irregular email newsletter even
though they had more than 32,000 e-mails in their database.
Analysis of the situation
In the natural listings we suspected they were being penalized by the search enines for duplicate
content. The search engines frown on this because they feel this is trying to fool them. Google will
often give a site like this something called “Supplement Results”, which means that the search
engines know the page exists but doesn‟t have any content in their database. We also suspected
their email newsletter was being blocked by many spam blockers because the names of the products
they sold were often on used in spam e-mails.
Implementation of a Solution
For the pay per click advertising we started tracking the clicks down to the individual terms and the
actual results that came from them. We were able to delete terms that were not getting enough sales
and increase the bids on ones that brought sales. For the natural listings we did keywords research
and focused on the main keywords on the content for the home page and in the META tags. We
also found that visitors search on product names rather than manufactures, so in the title tag for the
page we switched and put the product name before the manufacturer. With the newsletter, we used
a good mix of graphics and content to appease the spam blockers, as well as put the product names
in graphics so they wouldn‟t be blocked. In order to analyze of the site‟s traffic, we implemented a
powerful web statistics program.
Results of our work
Through our tactics, our clients were able to move up to #4 on Google for their main search term,
which got a lot of traffic. With pay per click, they went from $.43. They decrease their budget to
$10,000 per month, yet were able to increase their traffic by 33 percent. Through our optimization
of their pay per click, their cost per conversion to sale decreased by at least 45 percent. The
deliverability of their newsletter increased as well. Within a year, their sales increased to over
$600,000 per month.
Questions:
1. Discuss the client strategy for the success of store.
2. Suppose if you are the client maker what would you suggest for the client.
Caselet 2
Examination Paper of Management Information Systems

Data Warehouse is a massive independent business database system that is populated with data that
has been extracted from a range of sources. The data is held separately from its origin and is used to
help to improve the decision-making process.
Many traditional Databases are involved in recording day to day operational activities of the
business, called Online Transaction Processing (OLTP), COMMONLY IMPLEMENTED IN
Airline Bookings and Banking Systems, for faster‟s response and better control over data.
After establishment of OLTP Systems, reports and summaries can be drawn for giving inputs to
decision-making process and this process is called Online Analytical Processing (OLAP).
For better customer relationships management strategy, the call centre‟s and data Warehouse works
as a strategic tool for decision-support which requires lot of time for establishment, and needs to be
updated with operational information on daily weekly or monthly basis.
Data Warehouse is used for proactive strategies formulation strategies formulation in critical and
complex situations. A number of CRM vendors are advocating for single integrated customer
database which includes call centre, web sites, branches and direct mail, but it lacks in analytical
functioning of data warehouse. This Database can‟t be expanded also, and carry decision support
operations on call centre Database becomes slow & the query processing and inquiries andling
operations also become slow & inefficient for agents dealing with customers.
Data Warehouse is must for identifying most profitable & loyal customers and those customers can
be offered better customized services which increase the chances of additional profits.
Although call centre system & data warehouse are altogether different systems yet dependent on
each other to fully exploit their potential respectively.
Questions:
1. Explain the role of data warehousing in the functioning of a call centre.
2. How the response time in performing OLAP queries can be improved?
END OF SECTION B
Section C: Applied Theory (30 marks)
 This section consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer. (Word limit 200 to 250 words).
1. Explain the term e-commerce. Also explain the history and limitations of e-commerce.
2. What do you understand by the term “Database”? Explain the various database models in
detail.



Production and Operations Management IIBM ANSWER SHEET PROVIDED

MM.100
Subject Code-B107 Section A: Objective Type & Short Questions (30 marks)
 This section consists of multiple choice & Short Notes type questions.
 Answer all the questions.
 Part one questions carry 1 mark each & Part two questions carry 5 marks each.
Part One:
Multiple choices:
1. Production and Operations Management concerns itself with the conversion of:
a. Outputs in to inputs
b. Inputs in to outputs
c. Outputs in to outputs
d. None of the above
2. Continuous Production is
a. The last operation to the finished product
b. The first operation to the finished product
c. The mid operation to the finished product
d. None of the above
3. Independent demand is
a. Demand that is controlled by the company
b. Demand that is controlled by the customer
c. Demand that is not controlled by the company
d. All of the above
4. Enterprise Resource Planning (ERP) has been defined as a
a. Complete Enterprise wide business solution
b. Complete Enterprise narrow business solution
c. a & b
d. None of the above
5. CAD stands for
a. Computer Architecture Design
b. Computer Aided Design
c. Computer Aided Drafting
d. All of the above
6. Delphi method is the most widely used and accurate method of
a. Demand forecasts
b. Exponential forecasts

c. Technological forecasts
d. All of the above
7. JIT/Kanban systems help eliminate __________
a. Increase the number of products
b. Increase the amount of raw materials
c. Increase the amount of energy
d. All of the above
8. PPSCS stands for
a. Project Planning Scheduling & Control System
b. Project Planning Sequencing & Control System
c. Production Planning Scheduling & Control System
d. None of the above
9. Process layout is also known as.
a. Group layout
b. Line layout
c. Product layout
d. Functional layout
10. Time study is a ______ technique for recording the times and rate of working
a. Standard times
b. Work measurement
c. Allowances
d. None of the above
Part Two:
1. Define Job Shop Production.
2. What do you understand by „Quality Control‟?
3. What do you mean by materiel handling?
4. Define ABC analysis.
END OF SECTION A
Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150 to 200 words).

Caselet 1
Company Background
The Bronson Insurance Group was originally founded in 1900 in Auxvasse, Missouri, by James Bronson.
The Bronson Group owns a variety of companies that underwrite personal and commercial insurance
policies. Annual sales of the Bronson Group are $100 million. In recent years, the company has suffered
operating losses. In 1990, the company was heavily invested in computer hardware and software. One of
the problems the Bronson Group faced (as well as many insurance companies) was a conflict between
established manual procedures and the relatively recent (within the past 20 years) introduction of
computer equipment. This conflict was illustrated by the fact that much information was captured on
computer but paper files were still kept for practical and legal reasons.
File Clerks
The file department employed 20 file clerks who pulled files from stacks, refilled used files, and delivered
files to various departments including commercial lines, personal lines, and claims. Once a file clerk
received the file. Clerks delivered files to underwriters on an hourly basis throughout the day. The average
file clerk was paid $8,300 per year. One special file clerk was used full time to search for requested files
that another file clerk had not been able to find in the expected place. It was estimated that 40 percent of
the requested files were these “no hit” files requiring a search. Often these “no hit” files were eventually
found stacked in the requester‟s office. The primary “customers” of the file clerks were underwriters and
claims attorneys.
Underwriting
Company management and operations analysts were consistently told that the greatest problem in the
company was the inability of file clerks to supply files in a speedy fashion. The entire company from top to
bottom viewed the productivity and effectiveness of the department as unacceptable. An underwriter used
20-50 files per day. Because of their distrust of the files department, underwriters tended to hoard often
used files. A count by operations analysts found that each underwriter kept from 100-200 files in his or her
office at any one time. An underwriter would request a file by computer and work on other business until
the file was received. Benson employed 25 underwriters.
Management Information System
Upper management was deeply concerned about this problem. The MIS department had suggested using
video disks as a possible solution. A video disk system was found that would be sufficient for the
companies needs at a cost of about $12 million. It was estimated that the system would take two years to
install and make compatible with existing information systems. Another, less attractive was using
microfilm. A microfilm system would require underwriters to go to a single keyboard to request paper
copies of files. The cost of a microfilm system was $5 million.
Questions:
1. What do you recommend? Should the company implement one of the new technologies, if yes,
why?
Examination Paper of Production and Operations Management

2. An operations analyst suggested that company employees shared a “dump on the clerks”
mentality. Explain.
Caselet 2
Harrison T. Wenk III is 43, married, and has two children, ages 10 and 14. He has a master‟s degree
in education and teachers junior high school music in a small town in Ohio. Harrison‟s father passed
away two months ago, leaving his only child an unusual business opportunity. According to his
father‟s will, Harrison has 12 months to become active in the family food-catering business, Kare-
Full Katering, Inc., or it will be sold to two key employees for a reasonable and fair price. If Harrison
becomes involved, the two employees have the option to purchase a significant, but less than
majority, interest in the firm. Harrison‟s only involvement with this business, which his grandfather
established, was as an hourly employee during high school and college summers. He is confident that
he could learn and perhaps enjoy the marketing side of the business, and that he could retain the longtime
head of accounting/finance. But he would never really enjoy day-to-day operations. In fact, he
doesn‟t understand what operations management really involves. In 1991 Kare-Full Katering, Inc. had
$3.75 million in sales in central Ohio. Net profit after taxes was $ 105,000, the eleventh consecutive
year of profitable operations and the seventeenth in the last 20 years. There are 210 employees in this
labor-intense business. Institutional contracts account for over 70 percent of sales and include partial
food services for three colleges, six commercial establishments) primarily manufacturing plants and
banks), two long -term care facilities, and five grade schools. Some customer location employs a
permanent operations manager; others are served from the main kitchens of Kare-Full Katering.
Harrison believes that if he becomes active in the business, one of the two key employees, the vice
president of operations, will leave the firm. Harrison has decided to complete the final two months of
this school year and then spend the summer around Kare-Full Katering – as well as institutions with
their own food services – to assess whether he wants to become involved in the business. He is
particularly interested in finding out as much as possible about operations. Harrison believes he owes
it to his wife and children to fairly evaluate this opportunity.
Questions:
1. Prepare a worksheet of operations activities that Harrison should inquire about this summer.
2. If you were Harrison, what would you do? Why?
END OF SECTION B
Section C: Applied Theory (30 marks)
 This Section Consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 200 to 250 words).
Examination Paper of Production and Operations Management
5
IIBM Institute of Business Management
1. What do you mean by Tactical Planning? What are the mathematical approaches to aggregate
planning?
2. What is the concept of forecasting in operation? List the different types of forecasting methods.
END OF SECTION C

BUSINESS COMMUNICATION IIBM EXAM ANSWER SHEET PROVIDED MOB/WHATSAPP 91 9924764558

 IIBM EXAM ANSWER SHEETS PROVIDED.  MBA EMBA BMS DMS ANSWERS PROVIDED.  DR. PRASANTH MBA PH.D. DME MOBILE / WHATSAPP: +91 9924764558 OR +91 9447965521 EMAIL: prasanththampi1975@gmail.com WEBSITE: www.casestudyandprojectreports.com


Business Communication IIBM ANSWER SHEET PROVIDED

Section A: Objective Type & Short Questions (30 marks)
 This section consists of multiple choices and Short Notes type questions.
 Answer all the questions.
 Part one questions carry 1 mark each & Part Two questions carry 4 marks each.
Part one:
Multiple choice:
1. __________is an essential function of Business Organizations:
a. Information
b. Communication
c. Power
d. None of the above
2. Physiological Barriers of listening are:
a. Hearing impairment
b. Physical conditions
c. Prejudices
d. All of the above
3. Which presentation tend to make you speak more quickly than usual:
a. Electronic
b. Oral
c. Both „a‟ and „b‟
d. None of the above
4. What is the main function of Business Communication:
a. Sincerity
b. Positive language
c. Persuasion
d. Ethical standard
5. The responsibilities of the office manager in a firm that produces electronics spares is:
a. Everything in the office runs efficiently
b. Furniture and other equipment in the office is adequate
c. Processing all the incoming official mail and responding to some
d. All of the above
Examination Paper of Business Communication

6. Labov‟s Storytelling Model based on:
a. Communication through speech
b. Language learning
c. Group Discussions
d. None of the above
7. Diagonal Communication is basically the:
a. Communication across boundaries
b. Communication between the CEO and the managers
c. Communication through body language
d. Communication within a department
8. How to make Oral Communication Effective?
a. By Clarity
b. By Brevity
c. By Right words
d. All of the above
9. Direct Eye contact of more than 10 seconds can create:
a. Discomfort & Anxiety
b. Emotional relationship between listeners and speakers
c. Excitement
d. None of the above
10. Encoding means:
a. Transmission
b. Perception
c. Ideation
d. None of the above
Part Two:
1. Define 7C‟s of effective communication.
2. Explain „Space Language‟.
3. Differentiate between good listeners and bad listeners.
4. List the different types of business report.
5. Define „Kinesics‟.
END OF SECTION A
Examination Paper of Business Communication

Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150 to 200
words).
Caselet 1
Mr. and Mrs. Sharma went to Woodlands Apparel to buy a shirt. Mr. Sharma did not read the
price tag on the piece selected by him. At the counter, while making the payment he asked for
the price. Rs. 950 was the answer.
Meanwhile, Mrs. Sharma, who was still shopping came back and joined her husband. She was
glad that he had selected a nice black shirt for himself. She pointed out that there was a 25%
discount on that item. The counter person nodded in agreement.
Mr. Sharma was thrilled to hear that “It means the price of this shirt is just Rs. 712. That‟s
fantastic”, said Mr. Sharma.
He decided to buy one more shirt in blue color.
In no time, he returned with the second shirt and asked them to be packed. When he received the
cash memo for payment, he was astonished to find that he had to pay Rs. 1,900 and Rs. 1,424.
Mr. Sharma could hardly reconcile himself to the fact that the counter person had quoted the
discounted price which was Rs. 950. The original price printed on the price tag was Rs. 1,266.
Questions
1. What should Mr. Sharma have done to avoid the misunderstanding?
2. Discuss the main features involved in this case.
Caselet 2
I don‟t want to speak to you. Connect me to your boss in the US,” hissed the American on the
phone. The young girl at a Bangalore call centre tried to be as polite as she could. At another call
centre, another day, another young girl had a Londoner unleashing himself on her, “Young lady,
do you know that because of you Indians we are losing jobs?”
The outsourcing backlash is getting ugly. Handling irate callers is the new brief for the young
men and women taking calls at these outsourced job centres. Supervisors tell them to be „cool‟.
Avinash Vashistha, managing partner of NEOIT, a leading US-based consultancy firm says,
“Companies involved in outsourcing both in the US and India are already getting a lot of hate
mail against outsourcing and it is hardly surprising that some people should behave like this on
the telephone.” Vashistha says Indian call centre‟s should train their operators how to handle
such calls. Indeed, the furor raised by the Western media over job losses because of outsourcing
Examination Paper of Business Communication

has made ordinary citizens there sensitive to the fact that their calls are being taken not from
their midst, but in countries such as India and the Philippines.
The angry outbursts the operators face border on the racist and sexist, says the manager of a call
centre in Hyderabad. But operators and senior executives of call centres refuse to go on record
for fear of kicking up a controversy that might result in their companies‟ losing clients overseas.
“It‟s happening often enough and so let‟s face it,” says a senior executive of a Gurgaon call
centre, adding, “This doesn‟t have any impact on business.”
Questions
1. Suppose you are working as an operator in a call centre in India and receiving calls
from Americans and Londoners. How would you handle such calls?
2. Do you agree with the view such abusive happenings on the telephone do not have any
impact on business?
END OF SECTION B
Section C: Applied Theory (30 marks)
 This section consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 200 to 250
words).
`
1. What do you by Communication Barriers? How and why do they occur? What can be
done to overcome the Barriers to Communication?
2. Define and explain the term Negotiation and also briefly explain the phases of
Negotiation.



Global Marketing Management
Section A: Objective Type & Short Questions (30 Marks)
 This section consists of Multi Choice & Short Note type questions.
 Answer all the questions.
 Part One carries 1 mark each & Part Two carries 5 marks each.
Part One:
1. All the ethnocentric orientations are collectively called______________
2. Which of the following comes under benefits of Global marketing?
a. Endurance
b. Sales Promotion
c. Diversification
d. All of the above
3. The Polycentric orientation is the opposite of ethnocentrism. (T/F)
4. NAFTA stands for____________
5. ______________refers to the ability of the product and the company from that of the competitors
a. Positioning
b. Differentiation
c. Customer value
d. None
6. CAT stands for _______________
7. Cave dwellers are______________
8. LIFO stands for life in fire option.(T/F)
9. Starbursts are _______________
10. _____________is an advantage over competitors gained by offering consumers greater value
Part Two:
1. What are the implications of tariffs in the Global Marketing?
2. Write a short note on “Diffusion Theory”.
3. Discuss the concept of competitive marketing strategies.
Examination Paper of International Business Management

4. Discuss the importance of marketing mix.
END OF SECTION A
Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 200 to 250 words).
Caselet 1
The competitive advantage of nations and the competitiveness of locations have become important
topics in economic policy. Competitiveness is productivity; competitiveness is what the world
economic forum defines as the set of institutions and policies that determine the level of
productivity. There is no single determinant of competitiveness, there‟s no single determinant of
productivity.
Things that matter for example are the macroeconomic stability of a country, the soundness of
institutions whether the judiciary for example is independent or favors particular sectors or
businesses, whether the government acts in efficient ways or in sectarian ways, other determinants of
competitiveness involve market efficiency, labour market flexibility, and financial market flexibility.
The whole growth competitiveness index that is the index that has been used over the least five or
six years by the world economic forum captures the three big concepts: macroeconomic stability,
government institutions and innovations.
1. What are the indicators of global competitiveness? Discuss the new tools to determine global
competitiveness.
Caselet 2
In this new millennium, few business houses can afford a turn a blind eye to global business
opportunities. According to the latest Mckinsey Global Survey, top global executives believe that the
growing number of consumers in emerging markets will be the most important trend for global
business during the next five years. On 15th April 1994, trade ministers of 123 countries signed the
final Act of the GATT Uruguay Round of negotiations at Marrakech, bringing the WTO into being
on 1st January 1995.
The object of the Act is the liberalization of world trade. By it member countries undertake to apply
fair trade rules covering commodities, services and intellectual property. It provides for the lowering
of tariffs on industrial goods and tropical products; the abolition of import duties on a variety of
items; the progressive abolition of quotas on garments and textiles; the gradual reduction of trade
distorting subsidies and import barriers, and agreements on intellectual property and trade in
services.
1. Discuss the provisions of world Trade Organization (WTO). What are implications of WTO,
agreements on international business?
Examination Paper of International Business Management

END OF SECTION B
Section C: Applied Theory (30 marks)
 This section consists of Long Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 150 to 200 words).
1. By marketing in a foreign country must a firm automatically utilize geographic segmentation or
some other segmentation basis discuss.
2. Distinguish between direct and indirect selling channels. What are the advantages and
disadvantages of each?
END OF SECTION C
S-2-300813

ORGANIZATION BEHAVIOUR IIBM EXAM ANSWER SHEET PROVIDED MOB/WHATSAPP 91 9924764558

 IIBM EXAM ANSWER SHEETS PROVIDED.  MBA EMBA BMS DMS ANSWERS PROVIDED.  DR. PRASANTH MBA PH.D. DME MOBILE / WHATSAPP: +91 9924764558 OR +91 9447965521 EMAIL: prasanththampi1975@gmail.com WEBSITE: www.casestudyandprojectreports.com


Organizational Behaviour IIBM ANSWER SHEETS PROVIDED
Section A: Objective Type & Short Questions (30 marks)
 This section consists of Multiple Choice and short notes type questions
 Answer all the questions.
 Part one carries 1 mark each and part two carries 5 marks each.
Part A:-
Multiple Choices:-
1. Which of the following is not comes under Maslow‟s needs theory?
1. Social needs
2. Affiliation needs
3. Physiological needs
4. Specification needs
2. Collegial model is an extension of:
a. Supportive model
b. Autocratic model
c. Custodial model
d. None of the above
3. Sigmund Freud‟s theory on personality is:
a. Related with moral values
b. Related with sexual values
c. Related with social values
d. Related with parental values
4. A person who moves fast, talk rapidly, usually impatient, measures success by quantity is a person
of:
a. Class A personality type
b. Class B personality type
c. Class C personality type
d. Class AB personality type
5. According to Maslow‟s need hierarchy theory esteem need comes at__________ position from
bottom:
a. 2nd
b. 3rd
c. 4th
d. 5th
Examination Paper of Organizational Behaviour

6. Informal communication is also called:
a. Grapevine
b. Red vine
c. Adams communication
d. Dead communication
7. Needs related to hunger, thirst, sleep etc. are considered as:
a. Safety needs
b. Physiological needs
c. Social needs
d. Self actualization needs
8. Horizontal expansion of a job that involves the addition of tasks at same level of skills:
a. Job enrichment
b. Job rotation
c. Job enlargement
d. Management by objectives
9. Path goal theory of leadership is developed by:
a. Robert R. Blake
b. Charles Bird
c. Fred fielder
d. Robert House
10. Potential or ability to influence others in a delivered direction is called:
a. Politics
b. Power
c. Motivation
d. Leadership
Part B:-
1. Define Bureaucracy.
2. State the concept of „Span of Control‟.
3. Wright a short note on classical conditioning learning theory of Ivan Pavlov.
4. What are the various stages of group development?
END OF SECTION A

Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150 to 200 words).
Caselet 1
M/s. ABC Ltd is a medium-sized engineering company producing a large-range of product lines
according to customer requirements. It has earned a good reputation as a quick and reliable supplier to
its customers because of which its volume of business kept on increasing. However, over the past one
year, the Managing Director of the company has been receiving customer complaints due to delays in
dispatch of products and at times the company has to pay substantial penalty for not meeting the
schedule in time. The Managing Director convened an urgent meeting of various functional managers
to discuss the issue. The marketing manager questioned the arbitrary manner of giving priority to
products in manufacturing line, causing delays in wanted products and over-stocking of products
which are not required immediately. Production Control Manager complained that he does not have
adequate staff to plan and control the production function; and whatever little planning he does, is
generally overlooked by shop floor manager. Shop floor managers complained of unrealistic
planning, excessive machine breakdowns, power failure, and shortage of materials for scheduled
products because of which it is impossible to stick to the schedule. Maintenance manager says that he
does not get important spares required for equipment maintenance because of which he cannot repair
machines at a faster rate. Inventory control manager says that on one hand the company often accuses
him of carrying too much stock and on other hand people are grumbling over shortages. Fed up by
mutual mud-slinging, the Managing Director decided to appoint you, a bright management consultant
with training in business management to suggest ways and means to put his “house in order”.
Questions:-
1. What would you suggest to avoid delays in dispatch of products?
2. What action should be taken by various functional managers to meet the scheduled dates?
Caselet 2
Rajender Kumar was a production worker at competent Motors Limited (CML) which made
components and accessories for the automotive industry. He had worked at CML for almost seven
years as a welder, along with fifteen other men in the plant. All had received training in welding both
on the job and through company sponsored external programmes. They had friendly relations and got
along very well with one another. They played Volleyball in the playground regularly before retiring
to the quarters allotted by the company. They work together in the company canteen, cutting Jokes on
each other and making fun of everyone who dared to step into their privacy during lunch hour. Most
of the fellows had been there for some length of time, except for two men who had joined the ranks
only two months back. Rajender was generally considered to be the leader of the group, so it was no
surprise that when the foreman of the new was transferred and his job was posted, Rajender applied
for the job and got it.
Examination Paper of Organizational Behaviour

There were only four other applicants for the job, two from mechanical section and two from outside,
when there was a formal announcement of the appointment on a Friday afternoon, everyone in the
group congratulated Rajender. They literally carried him on their shoulders, and bought him snacks
and celebrated. On Monday morning, Rajender joined duty as Foreman. It was company practice for
all foremen to wear blue jacket and a white shirt. Each man‟s coat had his name badge sewn onto the
left side pocket. The company had given two pairs to Rajender. He was proud to wear the coat to
work on Monday. People who saw him from a distance went up to him and admired the new blue
coat. There was a lot of kidding around calling Rajender as „Hero‟, „Raja Babu‟ and „Officer‟ etc.
One of the guys went back to his locker and returned with a long brush and acted as though he were
removing dust particles on the new coat. After about five minutes of horseplay, all the men went back
to work. Rajender went to his office to familiarize himself with the new job and environment. At
noon, all the men broke for Lunch and went to the canteen to eat and take a break as usual. Rajender
was busy when they left but followed after them a few minutes later. He bought the food coupon,
took the snacks and tea and turned to face the open canteen. On the left-side corner of the room was
his old work group; on the right-hand side of the canteen sat the other entire foreman in the plant—all
in their smart blue coats.
At that point of time, silence descended on the canteen. Both groups looked at Rajender anxiously,
waiting to see which group he would choose to eat with.
Questions:
1. Whom do you think Rajender will eat with? Why?
2. If you were one of the other foremen, what could you do to make Rajinder‟s transition easier?
END OF SECTION B
Section C: Applied Theory (30 Marks)
 This section consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 200 to 250 words).
1. What are Psychological games & why people play these games?
2. A good leader is not necessarily a good manager.” Discuss this statement & compare leadership
with management.



Principles and Practices of Management IIBM ANSWER SHEET
Subject Code-B101
Section A: Objective Type & Short Questions (30 marks)
 This section consists of multiples choice and short notes type questions
 Part one carries 1 mark each & part two carries 5 marks each.
 Attempt all questions
Part One
Multiple Choices:
1. A plan is a trap laid to capture the ________
a. Future
b. Past
c. Policy
d. Procedure
2. Which of the following is the function for employing suitable person for the enterprise?
a. Organizing
b. Staffing
c. Directing
d. Controlling
3. ___________ means “ group of activities & employees into departments”:
a. Orientation
b. Standardization
c. Process
d. Departmentation
4. This theory states that authority is the power that is accepted by others:
a. Acceptance theory
b. Competence theory
c. Formal authority theory
d. Informal authority theory
5. Which of the following means dispersal of decision-making power to the lower levels of the
organization?
a. Decentralization
b. Centralization
c. Dispersion
d. Delegation
6. This chart is the basic document of the organizational structure:
a. Functional chart
b. Posts chart
Principles and Practices of Management

c. Master chart
d. Departmental chart
7. Communication which flow from the superiors to subordinates with the help of scalar chain is
known as:
a. Informal communication
b. Downward communication
c. Upward communication
d. Oral communication
8. Needs for belongingness, friendship, love, affection, attention & social acceptance are comes
under___________
a. Physiological needs
b. Safety needs
c. Ego needs
d. Social needs
9. A management function which ensures “jobs to be filled with the right people, with the right
knowledge, skill & attitude” is comes under__________
a. Staffing defined
b. Job analysis
c. Manpower planning
d. Recruitment
10. It is a process that enables a person to sort out issues and reach to a decisions affecting their life:
a. Selection
b. Raining
c. Reward
d. Counseling
Part Two:-
1. What do you understand by Maslow‟s Theory of Motivation?
2. Define Management By Objective.
3. Differentiate between co- ordination and co-operation.
4. Write a short note on „Acceptance theory‟.
END OF SECTION A
Principles and Practices of Management

Section B: Caselets (40 marks)
Caselet 1
Mr. Vincent, the Manager of a large supermarket, was taking a management course in the evening
programme at the local college. The Professor had given an interesting but disturbing lecture the
previous night on the various approaches to management. Vincent had always thought that
management involved just planning, organizing and controlling. Now this Professor was saying that
management could also be thought of as quantitative models, systems theory and analysis, and even
something called contingency relationships. Vincent had always considered himself a good manager,
and his record with the supermarket chain had proved it. He thought of himself, “I have never used
operations research models, thought of my store as an open system, or developed or utilized any
contingency relationship. By doing a little planning ahead, organizing the store, and making some
things got done, I have been a successful manager. That other stuff just does not make sense. All the
professor was trying to do was complicate things. I guess I will have to know it for the test, but I am
sticking with my old plan, organize and control approach to managing my store.”
Questions:
1. Critically analyze Mr. Vincent‟s reasoning.
2. If you were the professor and you knew what was going through Vincent‟s mind, what would you say
to Vincent?
Caselet 2
The Regional Administration Office of a company was hastily set up. Victor D‟Cuhna a young
executive was directly recruited to take charge of Data Processing Cell of this office. The data
processing was to help the administrative office in planning and monitoring. The officer cadre of the
administrative office was a mix of directly recruited officers and promote officers (promotion from
within the organization).
Females dominated the junior clerical cadre. This cadre was not formally trained. The administrative
office had decided to give these fresh recruits on-the-job training because when results were not upto
the expectations blame was brought on the Data Processing Cell. Victor D‟Cuhna realized that the
administrative office was heading for trouble. He knew that his task would not be easy and that he had
been selected because of his experience, background and abilities. He also realized that certain
functional aspects of the administrative office were not clearly understood by various functionaries,
and systems and procedures were blindly and randomly followed. Feedback was random, scanty and
controversial, and Data Processing Cell had to verify every item of feedback. Delays were inevitable.
D‟Cuhna sought the permission of senior management to conduct a seminar on communication and
feedback of which he was an expert. The permission was grudgingly given by the senior management.
Everyone appreciated the seminar. Following the first seminar, D‟Cuhna conducted a one week
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150-200 words).
Principles and Practices of Management

training course for the clerical cadre, especially for the junior, freshly recruited clerks. Amongst other
topics, D‟Cuhna laid emphasis on
Questions:
1. Diagnose the problem and enumerate the reasons for the failure of D‟Cuhna?
2. What could D‟Cuhna have done to avoid the situation in which he found himself?
Section C: Applied Theory (30 marks)
1. What are the common drawbacks in classical and Neo classical theories of management?
2. What is Training? Explain the different methods of training.
S-2-250613
 This section consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 200-250 words).
END OF SECTION C
END OF SECTION B

HUMAN RESOURCE MANAGEMENT IIBM ANSWER SHEET MOB/WHATSAPP 91 9924764558

IIBM EXAM ANSWER SHEETS PROVIDED.  MBA EMBA BMS DMS ANSWERS PROVIDED.  DR. PRASANTH MBA PH.D. DME MOBILE / WHATSAPP: +91 9924764558 OR +91 9447965521 EMAIL: prasanththampi1975@gmail.com WEBSITE: www.casestudyandprojectreports.com


Human Resource Management IIBM ANSWER SHEETS PROVIDED
Subject Code-B102
Section A: Objective Type & Short Questions (30 marks)
 This section consists of Multiple Choice and Short Answer type questions.
 Answer all the questions.
 Objective Question carries 1 mark each &Short Question carries 5 marks each.
Part One
Multiple Choices:
1. It is a cultural attitude marked by the tendency to regard one’s own culture as superior to others
a. Geocentrism
b. Polycentrism
c. Ethnocentrism
d. Egocentrism
2. It is the systemic study of job requirements & those factors that influence the performance of
those job requirements
a. Job analysis
b. Job rotation
c. Job circulation
d. Job description
3. This Act provides an assistance for minimum statutory wages for scheduled employment
a. Payment of Wages Act, 1936
b. Minimum Wages Act, 1948
c. Factories Act, 1948
d. Payment of Gratuity act, 1972
4. __________ is the actual posting of an employee to a specific job
a. Induction
b. Placement
c. Attrition
d. None
5. Broadening an individual’s knowledge, skills & abilities for future responsibilities is known as
a. Training
b. Development
c. Education
d. Mentoring

6. Change that is designed and implemented in an orderly and timely fashion in anticipation of
future events
a. Planned change
b. Technology change
c. Structural change
d. None
7. It is a process for setting goals and monitoring progress towards achieving those goals
a. Performance appraisal
b. Performance gap
c. Performance factor
d. Performance management system
8. A method which requires the rates to provide a subjective performance evaluation along a scale
from low to high
a. Assessment centre
b. Checklist
c. Rating scale
d. Monitoring
9. It is the sum of knowledge, skills, attitudes, commitment, values and the liking of the people in an
organization
a. Human resources
b. Personal management
c. Human resource management
d. Productivity
10. A learning exercise representing a real-life situation where trainees compete with each other to
achieve specific objectives
a. Executive development
b. Management game
c. Programmed learning
d. Understudy
Part Two:
1. What is the importance of Career Planning in industry?
2. List the various features of HRM.
3. How can you explain the concept of Performance Appraisal?
4. Differentiate between on- the- job and off- the- job training.
END OF SECTION A


Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150-200 words).
Caselet 1
Uptron Electronics Limited, is a pioneering and internationally reputed firm in the electronics
industry. It is one of the largest firm in the country. It attracted employees from internationallyreputed
institute and industries by offering high salaries, perks, etc. It has advertized for the position
of an electronic engineer recently. Nearly 150 candidates applied for the jobMr. Sashidhar, an
electronics Engineering Graduate from the Indian Institute Of Technology with 5 years working
experience in a medium sized electronics firm, was selected from among the 130 candidates who took
tests and interview. The interview board recommended an enhancement in his salary by Rs 5,000
more than his present salary at his request. Mr Sashidhar was very happy to achieve this and he was
congratulated by a number of people including his previous employer for his brilliant interview
performance, and wished him good luck.
Mr Sashidhar joined Uptyron Electronics Ltd., on 21st January, 2002, with greater enthusiasm. He
also found his job to be quite comfortable and a challenging one and he felt it was prestigious to work
with this company during the formative years of his career. He found his superiors as well as
subordinates to be friendly and cooperative. But this climate did not live long. After one year of his
service, he slowly learnt about a number of unpleasant stories about the company, management, the
superior subordinate relations, rate of employee turnover, especially at higher level But he decided to
stay on as he has promised several things to the management in the interview. He wanted to please
and change the attitude of management through his diligent performance, firm commitment and
dedication. He started maximizing his contributions and the management got the impression that Mr.
Sashidhar had settled down and will remain in the company.
After some time, the superiors started riding rough- shod over Mr Sashidhar. He was overloaded with
multifarious jobs. His freedom in deciding and executing was cut down. He was ill treated on a
number of occasions before his subordinates. His colleagues also started assigning their
responsibilities to Mr Sashidhar. Consequently there were imbalances in his family life and
organizational life. But he seemed to be calm and contented. Management felt that Mr Sashidhar had
the potential to bear with many more organizational responsibilities.
So the general manager was quite surprised to see the resignation letter of Mr Sashidhar along with a
cheque equivalent to a month’s salary one fine morning on 18th January, 2004. The General Manager
failed to convince Mr Sashidhar to withdraw his resignation. The General Manager relieved him on
25th January, 2004. The General Manager wanted to appoint a committee to go into the matter
immediately, but dropped the idea later.
Questions:
1. What is wrong with the recruitment policy of the company?
2. Why did Mr. Sashidhar’s resignation surprise the General Manager?
Examination Paper of Human Resource Management

Caselet 2
The contexts in which human resources are managed in today's organizations are constantly,
changing. No longer do firms utilize one set of manufacturing processes, employ a homogeneous
group of loyal employees for long periods of time or develop one set way of structuring how work is
done and supervisory responsibility is assigned. Continuous changes in who organizations employ
and what these employees do require HR practices and systems that are well conceived and
effectively implemented to ensure high performance and continued success.
1. Automated technologies nowadays require more technically trained employees possessing
multifarious skills to repair, adjust or improve existing processes. The firms can't expect these
employees (Gen X employees, possessing superior technical knowledge and skills, whose attitudes
and perceptions toward work are significantly different from those of their predecessor organizations:
like greater self control, less interest in job security; no expectations of long term employment;
greater participation urge in work activities, demanding opportunities for personal growth and
creativity) to stay on without attractive compensation packages and novel reward schemes.
2. Technology driven companies are led by project teams, possessing diverse skills, experience and
expertise. Flexible and dynamic organizational structures are needed to take care of the expectations
of managers, technicians and analysts who combine their skills, expertise and experience to meet
changing customer needs and competitive pressures.
3. Cost cutting efforts have led to the decimation of unwanted layers in organizational hierarchy in
recent times. This, in turn, has brought in the problem of managing plateau employees whose careers
seem to have been hit by the delivering process. Organizations are, therefore, made to find alternative
career paths for such employees’
4. Both young and old workers, these days, have values and attitudes that stress less loyalty to the
company and more loyalty to oneself and one's career than those shown by employees in the past,
Organizations, therefore, have to devise appropriate HR policies and strategies so as to prevent the
flight of talented employees
Question:-
1. Discuss that technological breakthrough has brought radical changes in HRM.
END OF SECTION B
Section C: Applied Theory (30 marks)
 This section consists of applied theory Questions.
 Answer all the questions.
 Each question carries 15 marks
 Detailed information should form the part of your answer (Word limit 150-200 words).
1. Several types of interviews are commonly used depending on the nature & importance of the
position to be filled within an organization. Explain the different types of Interviews.
2. How would you explain Organizational Change and Development?


 Marketing Management - IIBM ANSWER SHEET PROVIDED

Section A: Objective Type & Short Questions (30 marks)
 This section consists of multiple choices & short answer type questions.
 Answer all the questions.
 Part One carries I mark each & Part II carries 5 marks each.
Part One
Multiple Choices:
1. It is a concept where goods are produced without taking into consideration the choices or tastes of
customers.
a. Marketing mix
b. Production concept
c. Marketing concept
d. Relationship marketing
2. It involves individuals who buys products or services for personal use and not for manufacture or
resale.
a. Environment analysis
b. Macro environment
c. Micro environment
d. Consumer
3. It is the groups of people who interact formally or informally influencing each other‟s attitudes&
behavior.
a. Consumer behavior
b. Culture
c. Reference groups
d. Primary groups
4. The concept of the product that passes through various changes in its total life known as:
a. Product life cycle
b. Line stretching
c. Consumer adoption
d. Product
5. It refers to unique set of brand associations that brand strategist aspires to create or maintain:
a. Branding
b. Packaging
c. Brand identity

d. Brand image
6. It involves a pricing strategy that charges customers different prices for the same product or
service.
a. Promotional pricing
b. Price discrimination
c. Non price competition
d. None of the above
7. It refers to an arrangement where another company through its own marketing channel sells the
products of one producers.
a. End customer
b. Wholesaler
c. Retailing
d. Strategic channel alliance
8. It involves facility consisting of the means & equipments necessary for the movement of
passengers of goods.
a. Logistics
b. Warehousing
c. Transportation
d. None of the above
9. The advertising which is used to inform consumers about a new product or feature & to build
primary demands is known as:
a. Advertising
b. Informative advertising
c. Persuasive advertising
d. Advertising strategy
10. An art that predicts the likelihood of economic activity on the basis of certain assumptions:
a. Compensation
b. Sales forecasting
c. Sales budgeting
d. Selling policy
Part Two:
1. Define Marketing Mix.
2. Discuss the concept of Benchmarking.
3. Write a short note on Target Marketing.
4. What do you understand by Pricing Strategy?
END OF SECTION A
Examination Paper of Marketing Management

Section B: Caselets (40 marks)
 This section consists of Caselets.
 Answer all the questions.
 Each Caselet carries 20 marks.
 Detailed information should form the part of your answer (Word limit 150 to 200 words).
Caselet 1
Ask the company top brass what „almost there‟ means. The answer: a premier Indian retail company
that has come to be known as a specialty chain of apparel and accessories. With 52 product categories
under one roof, Shoppers‟ Stop has a line-up of 350 brands. Set up and headed by former Corona
employee, B. S. Nagesh, Shoppers‟ Stop is India‟s answer to Selfridges and Printemps. As it proudly
announces, „We don‟t sell, we help you buy.‟ Back in 1991, there was the question of what to retail.
Should it be a supermarket or a departmental store? Even an electronics store was considered. Finally,
common sense and understanding won out. The safest bet, for the all-male team was to retail men‟s
wear. They knew the male psyche and felt that they had discerning taste in men‟s clothing. The
concept would be that of a lifestyle store in a luxurious space, which would make for a great shopping
experience. The first Shoppers‟ Stop store took shape in Andheri, Mumbai, in October 1991, with an
investment of nearly Rs. 20 lakh. The original concept that formed the basis of a successful marketing
campaign for seven years is here to stay. And the result is an annual turnover of Rs. 160 crores and
five stores, nine years later. Everything went right from the beginning, except for one strange
happening. More than 60 per cent of the customers who walked into Shoppers‟ Stop in Mumbai were
women. This gave rise to ideas. Soon, the store set up its women‟s section. Later, it expanded to
include children‟s wear and then, household accessories. The second store in Bangalore came in
1995. The store at Hyderabad followed in 1998 with the largest area of 60,000 sq. ft. The New Delhi
and Jaipur stores were inaugurated in 1999. All this while, the product range kept increasing to suit
customer needs. The most recent experiment was home furnishings. Secure in the knowledge that
organized retailing in global brands was still in its infancy in India, Shoppers‟ Stop laid the ground
rules which the competition followed. The biggest advantage for Shoppers‟ Stop is that it knows how
the Indian consumer thinks and feels while shopping. Yes, feeling – for in India, shopping remains an
outing. And how does it compare itself to foreign stores? While it is not modeled on any one foreign
retailer, the „basic construct‟ is taken from the experience of a number of successfully managed retail
companies. It has leveraged expertise for a critical component like technology from all over the
world, going as far as hiring expatriates from Littlewoods and using state-of-the-art ERP models.
Shoppers‟ Stop went a step further by even integrating its financial system with the ERP model.
Expertise was imported wherever it felt that expertise available in-house was inadequate. But the
store felt there was one acute problem. A shortage of the most important resource of them all was
trained humans. Since Indian business institutes did not have professional courses in retail
management, people were hired from different walks of life and the training programme was
internalized. By 1994, the senior executives at Shoppers‟ Stop were taking lectures at management
institutes in Mumbai. The Narsee Monjee Institute of Management Studies (NMIMS) even
restructured its course to include retail management as a subject. Getting the company access to the
latest global retail trends and exchange of information with business greats was an exclusive
membership to the Intercontinental Group of Department Stores (IGDS). It allows membership by
invitation to one company from a country and Shoppers‟ Stop rubs shoulders with 29 of the hottest
names in retailing – Selfridges from the UK, C.K. Tang from Singapore, Lamcy Plaza from Dubai
and the like. With logistics I in place, the accent moved to the customer. Shoppers‟ Stop conducted
Examination Paper of Marketing Management

surveys with ORG-MARG and Indian Market Research Bureau (IMRB) and undertook in-house
wardrobe audits. The studies confirmed what it already knew. The Indian customer is still evolving
and is very different from, say, a European customer, who knows exactly what he wants to purchase,
walks up to a shelf, picks up the merchandise, pays and walks out. In India, customers like to touch
and feel the merchandise, and scout for options. Also, the majority of Indian shoppers still prefer to
pay in cash. So, transactions must be in cash as against plastic money used the world over.
Additionally, the Indian customer likes being served – whether it is food, or otherwise. The
company‟s customer profile includes people who want the same salesperson each time they came to
the store to walk them through the shop floors and assist in the purchase. Others came with families,
kids and maids in tow and expected to be suitably attended to. Still others wanted someone to carry
the bags. So, the shops have self-help counters, with an assistant at hand for queries or help. The inhouse
wardrobe audit also helped with another facet of the business. It enabled Shoppers‟ Stop to
work out which brands to stock, based on customer preferences. In fact, the USP of Shoppers‟ Stop
lies in judiciously selected global brands, displayed alongside an in-house range of affordable
designer wear. The line-up includes Levi‟s, Louis Philippe, Allen Solly, Walt Disney, Ray Ban and
Reebok, besides in-house labels STOP and I. Brand selection is the same across the five locations,
though the product mix may be somewhat city-based to accommodate cuts and styles in women‟s
wear, as well as allowing for seasonal variations (winter in Delhi, for instance, is a case in point).
Stocking of brands is based on popular demand – recently, Provogue, MTV Style, and Benetton have
been added. In-house labels are available at competitive prices and target the value-for-money
customer and make up around 12 per cent of Shoppers‟ Stop‟s business. Sometimes in-house brands
plug the price gap in certain product categories. To cash in on this, the company has big plans for its
in-house brands: from re-branding to repositioning, to homing in on product categories where existing
brands are not strong. Competition between brands is not an issue, because being a trading house, all
brands get equal emphasis. The in-house brand shopper is one who places immense trust in the
company and the quality of its goods and returns for repeat buys. And the company reposed its faith
in regular customers by including them in a concept called the First Citizen‟s Club (FCC). With
60,000 odd members, FCC customers account for 10 per cent of entries and for 34 per cent of the
turnover. It was the sheer appeal of the experience that kept pulling these people back. Not one to let
such an opportunity pass, the company ran a successful ad campaign (that talks about just this factor)
in print for more than eight years. The theme is still the same. In 1999, a TV spot, which liked the
shopping experience to the slowing down of one‟s internal clock and the beauty of the whole
experience, was aired. More recently, ads that spell out the store‟s benefits (in a highly oblique
manner) are being aired.
The campaign is based on entries entered in the Visitors‟ Book. None of the ads has a visual or text –
or any heavy handedly direct reference to the store or the merchandise. The ads only show shoppers
having the time of their lives in calm and serene locales, or elements that make shopping at the store a
pleasure – quite the perfect getaway for a cosmopolitan shopper aged between 25 and 45. The brief to
the agency, Contract, ensured that brand recall came in terms of the shopping experience, not the
product. And it has worked wonders. Value-addition at each store also comes in the form of special
care with car parks, power backup, customer paging, alteration service and gift-wrapping. To top it
all, cafes and coffee bars make sure that the customer does not step out of the store. In Hyderabad, it
has even created a Food Court. Although the food counter was not planned, it came about as there
was extra space of 67,000 sq. ft. Carrying the perfect experience to the shop floor is an attempt to
stack goods in vast open spaces neatly. Every store has a generic structure, though regional customer
variances are accounted for. Each store is on lease, and this is clearly Shoppers‟ Stop‟s most
expensive resource proposition – renting huge spaces in prime properties across metros, so far
totaling 210,000 sq. ft of retail space. Getting that space was easy enough for Shoppers‟ Stop, since
its promoter is the Mumbai-based Raheja Group, which also owns 62 per cent of the share capital.
Examination Paper of Marketing Management

Questions:
1. What are the significant factors that have led to the success of Shoppers‟ Stop?
2. How should Shoppers‟ Stop develop its demand forecasts?
Caselet 2
The rise of personal computers in the mid 1980s spurred interest in computer games. This caused a
crash in home Video game market. Interest in Video games was rekindled when a number of different
companies developed hardware consoles that provided graphics superior to the capabilities of
computer games. By 1990, the Nintendo Entertainment System dominated the product category. Sega
surpassed Nintendo when it introduced its Genesis System. By 1993, Sega commanded almost 60 per
cent of Video game market and was one of the most recognized brand names among the children.
Sega‟s success was short lived. In 1995, Saturn (a division of General Motors) launched a new 32-bit
system. The product was a miserable failure for a number of reasons. Sega was the primary software
developer for Saturn and it did not support efforts by outside game developers to design compatible
games. In addition, Sega‟s games were often delivered quite late to retailers. Finally, the price of the
Saturn system was greater than other comparable game consoles. This situation of Saturn‟s misstep
benefited Nintendo and Sony greatly. Sony‟s Play Station was unveiled in 1994 and was available in
70 million homes worldwide by the end of 1999. Its “Open design” encouraged the efforts of outside
developers, resulting in almost 3,000 different games that were compatible with the PlayStation. It too
featured 32-bit graphics that appealed to older audience. As a result, at one time, more than 30 per
cent of PlayStation owners were over 30 years old. Nintendo 64 was introduced in 1996 and had eyepopping
64-bit graphics and entered in more than 28 million homes by 1999. Its primary users were
between the age of 6 and 13 as a result of Nintendo‟s efforts to limit the amount of violent and adultoriented
material featured on games that can be played on its systems. Because the company
exercised considerable control over software development, Nintendo 64 had only one-tenth the
number of compatible games as Sony‟s PlayStation did. By 1999, Sony had captured 56 per cent of
the video game market, followed by Nintendo with 42 per cent. Sega‟s share had fallen to a low of
1%. Hence, Sega had two options, either to concede defeat or introduce an innovative video machine
that would bring in huge sales. And Sega had to do so before either Nintendo or Sony could bring
their next-generation console to market. The Sega Dreamcast arrived in stores in September 1999
with an initial price tag of $199. Anxious gamers placed 300,000 advance orders, and initial sales
were quite encouraging. A total of 1.5 million Dreamcast machines were bought within the first four
months, and initial reviews were positive. The 128-bit system was capable of generating 3-D visuals,
and 40 different games were available within three months of Dream cast‟s introduction. By the end
of the year, Sega had captured a market share to 15 per cent. But the Dreamcast could not sustain its
momentum. Although its game capabilities were impressive, the system did not deliver all the
functionality Sega had promised. A 56K modem (which used a home phone line) and a Web browser
were meant to allow access to the Internet so that gamers could play each other online, surf the Web,
and visit the Dreamcast Network for product information and playing tips. Unfortunately, these
features either were not immediately available or were disappointing in their execution. Sega was not
the only one in having the strategy of adding functionality beyond games. Sony and Nintendo
followed the same approach for their machines introduced in 1999. Both Nintendo‟s Neptune and
Sony‟s PlayStation 2 (PS2) were built on a DVD platform and featured a 128-bit processor. Analysts
applauded the move to DVD because it is less expensive to produce and allows more storage than
CDs. It also gives buyers the ability to use the machine as CD music player and DVD movie player.
As Sony marketing director commented, “The full entertainment offering from Play Station 2
definitely appeals to a much broader audience. I have friends in their 30s who bought it not only
Examination Paper of Marketing Management

because it‟s a gaming system for their kids, but also a DVD for them.” In addition, PlayStation 2 is
able to play games developed for its earlier model that was CD-based. This gives the PS2 an
enormous advantage in the number of compatible game titles that were immediately available to
gamers. Further enhancing the PS2‟s appeal is its high-speed modem and allows the user‟s easy
access to the Internet through digital cable as well as over telephone lines. This gives Sony the ability
to distribute movies, music, and games directly to PS2 consoles. “We are positioning this as an allround
entertainment player,” commented Ken Kutaragi, the head of Sony Computer Entertainment.
However, some prospective customers were put off by the console‟s initial price of $360. Shortly
after the introduction of Neptune, Nintendo changed its strategies and announced the impending
release of its newest game console, The GameCube. However, unlike the Neptune, the GameCube
would not run on a DVD platform and also would not initially offer any online capabilities. It would
be more attractively priced at $199. A marketing vice president for Nintendo explained the
company‟s change in direction, “We are the only competitor whose business is video games. We want
to create the best gaming system.” Nintendo also made the GameCube friendly for outside developers
and started adding games that included sports titles to attract an older audience. Best known for its
extra ordinary successes with games aimed at the younger set, such as Donkey Kong, Super Mario
Bros, and Pokemon, Nintendo sought to attract older users, especially because the average video
game player is 28. Youthful Nintendo users were particularly pleased to hear that they could use their
handheld Game Boy Advance systems as controllers for the GameCube. Nintendo scrambled to
ensure there would be an adequate supply of Game Cubes on the date in November 2001, when they
were scheduled to be available to customers. It also budgeted $450 million to market its new product,
as it anticipated stiff competition during the holiday shopping season. With more than 20 million
PlayStation 2 sold worldwide, the GameCube as a new entry in the video game market would make
the battle for market share even more intense. For almost a decade, the video game industry had only
Sega, Nintendo, and Sony; just three players. Because of strong brand loyalty and high product
development costs, newcomers faced a daunting task in entering this race and being competitive. In
November 2001, Microsoft began selling its new Xbox, just three days before the GameCube made
its debut. Some observers felt the Xbox was aimed to rival PlayStation 2, which has similar functions
that rival Microsoft‟s Web TV system and even some lower level PCs. Like the Sony‟s PlayStation 2,
Xbox was also built using a DVD platform, but it used an Intel processor in its construction. This
open design allowed Microsoft to develop the Xbox in just two years, and gave developers the option
of using standard PC tool for creating compatible games. In addition, Microsoft also sought the
advice of successful game developers and even incorporated some of their feedback into the design of
the console and its controllers. As a result of developers‟ efforts, Microsoft had about 20 games ready
when the Xbox became available. By contrast, the GameCube had only eight games available.
Microsoft online strategy was another feature that differentiated of the Xbox from the GameCube.
Whereas Nintendo had no immediate plans for Web-based play, the Xbox came equipped with an
Ethernet port for broadband access to Internet. Microsoft also announced its own Web-based network
on which gamers can come together for online head-to head play and for organized online matches
and tournaments. Subscribers to this service were to pay a small monthly fee and must have highspeed
access to the Internet. This is a potential drawback considering that a very low percentage of
households world over currently have broadband connections. By contrast Sony promoted an open
network, which allows software developers to manage their own games, including associated fees
charged to users. However, interested players must purchase a network adapter for an additional
$39.99. Although game companies are not keen on the prospect of submitting to the control of a
Microsoft-controlled network, it would require a significant investment for them to manage their own
service on the Sony-based network. Initially the price of Microsoft‟s Xbox was $299. Prior to the
introduction of Xbox, in a competitive move Sony dropped the price of the PlayStation 2 to $299.
Nintendo‟s GameCube already enjoyed a significant price advantage, as it was selling for $100 less
than either Microsoft or Sony products. Gamers eagerly snapped up the new consoles and made 2001
Examination Paper of Marketing Management

the best year ever for video game sales. For the first time, consumers spent $9.4 billion on video
game equipment, which was more than they did at the box office. By the end of 2001 holiday season,
6.6 million PlayStation 2 consoles had been sold in North America alone, followed by 1.5 million
Xbox units and 1.2 million Game Cubes. What ensued was an all out price war. This started when
Sony decided to put even more pressure on the Microsoft‟s Xbox by cutting the PlayStation 2 price to
$199. Microsoft quickly matched that price.
Wanting to maintain its low-price status, Nintendo in turn responded by reducing the price of its the
GameCube by $50, to $149. By mid 2002, Microsoft Xbox had sold between 3.5 and 4 million units
worldwide. However, Nintendo had surpassed Xbox sales by selling 4.5 million Game Cubes. Sony
had the benefit of healthy head start, and had shipped 32 million PlayStation 2s. However, seven
years after the introduction of original PlayStation, it was being sold in retail outlets for a mere $49. It
had a significant lead in terms of numbers of units in homes around the world with a 43 per cent
share. Nintendo 64 was second with 30 per cent, followed by Sony PlayStation 2 with 14 per cent.
The Xbox and GameCube each claimed about 3 per cent of the market, with Sega Dreamcast
comprising the last and least market share of 4.7 per cent. Sega, once an industry leader, announced in
2001 that it had decided to stop producing the Dreamcast and other video game hardware
components. The company said it would develop games for its competitors‟ consoles. Thus Sega
slashed the price of the Dreamcast to just $99 in an effort to liquidate its piled up inventory of more
than 2 million units and immediately began developing 11 new games for the Xbox, four for
PlayStation 2, and three for Nintendo‟s Game Boy Advance. As the prices of video game consoles
have dropped, consoles and games have become the equivalent of razors and blades. This means the
consoles generate little if any profit, but the games are a highly profitable proposition. The profit
margins on games are highly attractive, affected to some degree by whether the content is developed
by the console maker (such as Sony) or by an independent game publisher (such as Electronic Arts).
Thus, the competition to develop appealing, or perhaps even addictive, games may be even more
intense than the battle among players to produce the best console. In particular, Nintendo, Sony, and
Microsoft want games that are exclusive to their own systems. With that in mind, they not only rely
on large in-house staffs that design games but they also pay added fees to independent publishers for
exclusive rights to new games. The sales of video games in 2001 rose to 43 per cent, compared to just
4 per cent increase for computer-based games. But computer game players are believed to be a loyal
bunch, as they see many advantages in playing games on their computers rather than consoles. For
one thing, they have a big advantage of having access to a mouse and a keyboard that allow them to
play far more sophisticated games. In addition, they have been utilizing the Internet for years to
receive game updates and modifications and to play each other over the Web. Sony and Microsoft are
intent on capturing a portion of the online gaming opportunity. Even Nintendo has decided to make
available a modem that will allow GameCube users to play online. As prices continue to fall and
technology becomes increasingly more sophisticated, it remains to be seen whether these three
companies can keep their names on the industry‟s list of “high scorers”.
Questions:
1. Considering the concept of product life cycle, where would you put video games in their life cycle?
2. Should video game companies continue to alter their products to include other functions, such as
email?
END OF SECTION B
Examination Paper of Marketing Management

Section C: Applied Theory (30 marks)
 This section consists of Applied Theory Questions.
 Answer all the questions.
 Each question carries 15 marks.
 Detailed information should form the part of your answer (Word limit 200-250 words).
1. What do you understand by product life cycle? Discuss implications and limitations of product
life cycle concept.
2. Describe role of marketing channels. List the different types of marketing channels.