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Examination Paper: Marketing Management
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
International Marketing Management
Section A: Objective Type (30 marks)
Part One:
Multiple choices:
1. International marketing includes activities that direct the flow of goods from
a. One country to one country
b. One country to another country
c. One country to multiple country
d. All of the above
2. ETC stands for
a. Expert trading companies
b. Essential trading companies
c. Export trading companies
d. None of the above
3. Till 1950-56 there was no clear exim policy and no _________ restrictions of any kind
a. Import
b. Export
c. Both a) & b)
d. None of the above
4. Tariffs have been one of the classical methods of regulating ________ trade
a. International
b. National
c. Domestic
d. None of the above
5. The world trade organization (WTO) was established on 1st January
a. 1996
b. 1995
c. 1997
d. None of the above
• This section consists of Multiple choice questions & Short Answer type questions.
• Answer all the questions.
• Part One questions carry 1 mark each & Part Two questions carry 5 marks each.
Examination Paper: Marketing Management
IIBM Institute of Business Management 2
6. Export documentation is a very important area in _______ management
a. International
b. Import
c. Export
d. None of the above
7. Methods of export pricing are
a. Cost plus pricing
b. Competitive pricing
c. Marginal pricing
d. All of the above
8. OCED has been a destination of a major portion of _______ exports
a. Japan
b. USA
c. India
d. UK
9. Psychographic segmentation involves grouping people in terms of
a. Attitudes
b. Life styles
c. Values
d. All of the above
10. Foreign direct investment would be permitted up to ________ in the development of the
zones
a. 100%
b. 90%
c. 38%
d. 48%
Part Two:
1. Differentiate between domestic & international marketing.
2. Write a short note on World trade organization (WTO).
3. Briefly describe the exim policy of India (one part of India’s export import policy).
4. Write a short note on tariff and non tariff barriers of international trade.
END OF SECTION A
Examination Paper: Marketing Management
IIBM Institute of Business Management 3
Section B: Case lets (40 marks)
• This section consists of Case lets.
• Answer all the questions.
• Each case let carries 20 marks.
• Detailed information should form the part of your answer (Word limit 150to 200).
Case let 1
Export Marketing:
The trade in black pepper is unhappy that exports may not show a sign of revival in prices in the
immediate future. World prices have been showing a downward trend for eighteen months and this
has resulted in much lower earnings for exporters. The UK, West Germany and the Netherlands have
cut their import requirement though the American demand has shown some growth. Brazil has been
resorting to aggressive selling at lower prices and the expectations are that its exports will reach an
all-time peak of 32,000 tones in the 1981-82 season. The 1981-82 Indian season is only about six
weeks away. The Brazilian offensive has forced India to withdraw so to any from the US and West
European markets and increase its reliance on communist buyers. As many as 1980-81.the Soviet
Union alone accounting for 12,647 tones. But exporters are concerned at the diversion on such a scale
of this trade.
Questions:
1. Had you been the pepper exporter, what would be your short term and medium-term export
marketing strategy in the above environment?
2. Could you examine the weak points in this case study?
Case let 2
SMART KIDS – SELLING EDUCATIONAL GAMES AND
RESOURCES TO THE WORLD
Smart Kids Ltd. An Auckland company that makes educational games and resources to read and
understand math’s has won a Trade New Zealand Export Award for its success in international
markets in 2003.Established eight years ago in the family home basement, Smart Kids is led by
husband and wife team, joint chief executives David and Sun Milne and their sons Duncan and Frase.
She Milne, an ex-teacher, says from just 30 products when it started, the company produces more
than 200 produces catering for student’s activities, grammar concepts and numeracy. She says the
international appeal of Smart Kids products was highlighted recently, when company’s SMART
PHONICS was listed amongst the top five products out of almost 100 in the education trade show in
the United Kingdom. The key requirement for every new Smart Kids products is that it stimulates
student’s minds in the classroom, teaches them a specific concept easily, enjoyably and permanently
and enables problem solving. David Milne says Smart Kids started selling its educational games and
Examination Paper: Marketing Management
IIBM Institute of Business Management 4
resources to New Zealand schools in 1995, drawings an immediate and strong response. It quickly
became apartment that the New Zealand market was not large enough to sustain considerable
investment in product development, and secondly, that their products have done so well that they
deserved wider exposure.”Our export research came down to two options. Find educational
distributors in other countries or set-up our own operations. The first option was less risky and easy to
manage but it meant that Smart Kids products were lost in a wide range of materials. So we went for
the second option and over the next few years established offices in Australia, in UK and Canada”.
This has successfully branded Smart Kids as a leading supplier of educational resources in these
countries. Mr. Milne says the Smart Kids product catalogue is now sent regularly to teachers in more
than 50,000 schools across the UK, Ireland, Canada and Australia. “We also sell to schools in the US.
In that market we elected to work through a distributor, we didn’t have the financial resources to setup
an operation that could cover almost 70,000 schools and compete with every established
educational publisher”. He says annual exports now exceed $2.2 million and account for more than
90% of turnover. In order to grow the business, surplus profits are reinvested back into product
development, infrastructure – the company recently moved its Auckland operation into new 20,000
square feet premises in Ellerslie. Mr. Milne says the Smart Kids brand is now well established
internationally with the company enjoying many competitive advantages, including its New Zealand
origin. New Zealand education is highly regarded overseas and we find that international teachers to
get hold of educational products made in this country.
Questions:
1. What are the major considerations for a firm in order to while deciding its markets entry
strategy?
2. To what extent direct control and ownership are critical for Smart kids export distribution
strategy?
END OF SECTION B
Section C: Applied Theory (30 marks)
• This section consists of Applied theory.
• 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. What do mean by International marketing? Discuss the scope of International marketing.
2. Describe the export documentation framework in India in detail.
END OF SECTION C
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Examination Paper: Marketing Management
IIBM Institute of Business Management 5
IIBM Institute of Business Management
Examination Paper MM.100
Research Methodology
Section A: Objective Type (30 marks)
• This section consists of Multiple choice questions & Short Answer type questions.
• Answer all the questions.
• Part One questions carry 1 marks each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Research is an art of _________ investigation
a. Technological
b. Scientific
c. Political
d. None of the above
2. Exploratory research is flexible and very ________ research
a. Variable
b. Visuals
c. Versatile
d. None of the above
3. Frame error, chance error and response error are collectively called
a. Total error
b. Non sampling error
c. Sampling error
d. Universal error
4. Hypothesis testing is sometimes called _________ analysis
a. Exploratory data
b. Confirmatory data
c. Experimental data
d. Both a) & b)
5. Execution of the project is a very important step in the ________ process
a. Questions
b. Identification
c. Research
d. None of the above
Examination Paper: Marketing Management
IIBM Institute of Business Management 6
6. Thurstone scale is also known as _________ scale
a. Equal appearing interval
b. Equal alternatives interval
c. Equal alternatives item
d. None of the above
7. A ratio in which the units of numerator & denominator are not the same is termed as a
a. Class
b. Rate
c. Data
d. None of the above
8. ANOVA stands for
a. Analysis of automobiles
b. Analysis of variable
c. Analysis of variance
d. None of the above
9. One tailed & two tailed test are the part of _________ test
a. Null
b. Hypothesis
c. Alternative
d. None of the above
10. Chi – square is an important ______ test
a. Parametric
b. Probability
c. Non – parametric
d. None the above
Part Two:
1. What is ‘Sequential sampling’?
2. Write a short note on ‘nominal scale’.
3. Write a note on ‘Z – Test’. (One of the parametric test for hypothesis).
4. What are the cautions to be taken on χ2 (chi square) test?
END OF SECTION A
Examination Paper: Marketing Management
IIBM Institute of Business Management 7
Section B: Case lets (40 marks)
• This section consists of Case lets.
• Answer all the questions.
• Each case let carries 20 marks.
• Detailed information should form the part of your answer (Word limit 150 to 200 words).
Case let 1
Swastika Computer System was established in 1981 at Delhi to provide computer training. In 1980s
computer education was relatively new in India. Personal computers 286 existed and MS DOS was
the operating system. Languages like Basic, Pascal, COBOL, FORTRAN were used in programming.
Swastika Computer Systems was established with their support departments namely computer
assembly, faculty training and computer servicing department. In the first financial year, it recorded a
turnover of Rs 11.5 lakhs. Within a few years of its existence, Swastik Computer System opened its
branches in eight major cities of India and had a gross annual turnover of Rs 86 lakhs. The
organization was highly centralized. The head office at Delhi handled all accounts, recruitment, and
placement of students and servicing of computers. The Bhopal branch of Swastik Computer Systems
was set up in May 1987. The branch was headed by a dynamic branch manager Hemant Gupta. He
was a BSc in computers and had previously worked in the data processing department of a
manufacturing concern. To establish the Bhopal branch, Hemant Gupta realized the need for making
Swastik Computer Systems, Bhopal known to the younger generation. With this in mind he
introduced some innovative promotional schemes like offering scholarships to students doing well in
the intelligence tests administered by the branch, giving personal computers to students to deposit
term fees at their convenience. Hemant Gupta also ensured that teaching standards were high and
computers at the branch were well maintained, so a student once enrolled felt that he had made the
right decision by joining Swastik Computer Systems. He also made himself available from 8.00 am to
7.00 p.m at the branch. Students were free to go to him with their problems, which he took pains to
solve. Soon Swastik Computer Systems was one of the leading computer training centres in Bhopal.
As the Bhopal branch prospered, the head office..
Questions:
1. What according to you went wrong at the Bhopal branch?
2. What can be done to revive the Bhopal branch?
Case let 2
Mind tree which was founded in 1999 in India by a group of IT professionals who wanted to chart a
somewhat distinctive path. Today, it has a top line of $269 million and is rated as one of the most
promising mid-sized IT services companies. Creditable as that is, Mind Tree does not want to be just
that. There is an element of serendipity about what it has been doing over the last year. In 2008, it
designated one of its founders Subroto Bagchi ‘Gardener’, a gimmicky signal, intended to declare
that he was moving out of the day-to-day running of the company to nurture talent which would run
the company in the future. He has now a report card ready on a year as gardener. During this one
year, he has also spent around 45 days travelling round the world talking to clients and prospective
ones which has yield remarkable insights into what firms are doing in these traumatic times. Lastly,
Mind Tree as a whole has spent the last year going through the exercise of redefining its mission
statement and vision for the next five years. Quite fortuitously these processes have come together
with a unifying thread, presenting a coherent big picture. Mind Tree wants to seed the future while
still young, and executive chairman Ashok Soota has declared that by 2020, it will..
Questions:
1. What do you analyse as the main reason behind the success of Mind tree?
2. Do you think that redefining the mission statement shows the lacunae on the part of the
founder members of an organization? Why?
END OF SECTION B
Section C: Applied Theory (30 marks)
• This section consists of Applied theory.
• 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 the various methods of collecting statistical data? Explain in brief their merits and
demerits.
2. What do mean by Research design. What are basic types of research design?
END OF SECTION C
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M-29122011

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Examination Paper: Export and Import Management
5
IIBM Institute Of Business Management
IIBM Institute of Business Management
Examination Paper MM.100
International Trade
Section A: Objective Type (30 marks)
•This section consists of Multiple Choice Questions & Short notes type Questions.
•Answer all the questions
•Part one carries 1 mark each and Part two questions carry 5 marks each.
Part One:
Multiple Choices:
1. _________is beneficial between two nations that have strong markets in two different sectors.
a. Economic Growth
b. International Trade
c. Trade Integration
d. Trade Diversion
2. What is the full form of UNCTAD?
a. United Nation Conference on Trade and Development
b. Union Nations Committee of Trade and Development
c. Union Nations Conference on Trade and Development
d. None of the above
3. ______is fixed through negotiation between the importing country and the exporting country.
a. Tariff Quota
b. Bilateral Quota
c. Mixing Quota
d. Unilateral Quota
4. Under which Act Reserve Code Number is required?
a. Foreign Exchange Regulation Act
b. Custom Act
c. Export Import Control Act
d. Foreign Trade Act
5. Which policy of the government will have a direct bearing on the exchange rate of the country?
a. Fiscal Policy
b. Instrument of Trade Policy
c. Monetary Policy
d. Both ‘a’ & ‘c’
6. Which scheme helps the exporters in procuring imported raw materials?
a. IES
b. C.C.S.
c. IRS
d. None of the above
Examination Paper: Export and Import Management
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IIBM Institute Of Business Management
7. Which of the following factor affecting the Exchange rate?
a. Purchasing power Parity
b. Exchange Control
c. Balance of Payments
d. All of the above
8. The system of permitting the currencies to move within a band is called___________.
a. Snake in the tunnel
b. Turtle Device
c. UNCTAD
d. None of the above
9. Periodic, as often as daily devaluations of pre-announced magnitude means________.
a. Managed Float Regime
b. The crawling Peg Regime
c. Single currency Peg
d. Composite currency Peg
10. The Export Policy of Government of India can be divided into_______ distinct phases.
a. 2
b. 3
c. 4
d. 5
Part Two:
1. Write a brief note on “INTERNATIONAL MONETARY FUND”.
2. Write the components of the Uruguay Round Agreement.
3. Differentiate between Export Expansion and Import Substitution.
4. Explain the Term:-
a. Bill of Landing
b. Marine Insurance Policy
END OF SECTION
Examination Paper: Export and Import Management
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IIBM Institute Of Business Management
Section B: Case lets (40 marks)
•This section consists of Caselets.
•Answer all the questions.
•Each case let carries 20 marks.
•Detailed information should form the part of your answer (Word limit 150 to 200 words).
Case let 1
India’s tea export rose to 46.74 million kg during the first quarter of the current financial year from 35.47
million kg in the previous comparable period. Export earnings from this item aggregates Rs. 81.61 crores
during April-June 1981, against Rs. 68.03 crores in the corresponding period last year. Thus, although in
terms of quantity our tea exports have looked upon this year, the unit value realization dropped from Rs.
19.8 per kg, to Rs 17.46 per kg.
The drop in unit value realization is attributed to the slackness in the international tea market due to the
global oversupply in this commodity. Since 1975, world tea production has gone up by 41 percent whereas
increase in consumption by the tea importing countries has been only of the order of the 9 percent.
Naturally, the prospects of a revival in international tea price are dim at least in the immediate future. The
recommendations made by the recent national meet on tea; ‘revitalize’ the tea industry in the country have
to be viewed in this context.
The national meet on tea, organized by the Union Commerce Ministry, was held in the first week of
August to take a close look at the various problems confronting the tea industry the meeting which was
attended by the representatives of the Central Government, tea producing states, planter’s associations and
small growers, has recommended a package of fiscal reliefs –both at the Central and State levels.
The package includes, among other things, a substantial reduction in excise duty on tea, refund of indirect
taxes paid on tea exports, simplification of drawback procedures, substantial reduction or removal of the
exercise duty on packet tea until further review,, suspension of sales tax an auction teas, concessional
credit and a significant cut in the agriculture income tax and other local taxed by the respective state
governments. It was also recommended that the state government should consider grant of exemption from
rural employment cess to all export sales of tea and teas used for packaging by the procedures themselves.
According to the available information these recommendations are being considered by the central and
states concerned by the central and states concerned for implementation.
The basic problem that confronts the tea industry in the international sphere is one of depressed price.
More and more black tea is coming into the international markets from several new tea producing export
countries leading to oversupply, lower realization. Among the tea producing nations area realizing without
greater cooperation among them, to bring a better equilibrium between demand and supply, they cannot
get incentives for tea exports. Because of lower production cost, some of our competitors have an edge
over us in export makers, and incentives may be necessary to an extent for offsetting this price
disadvantage. Similarly, assistance for exports of non-traditional items such as tea bags and packet tea
would be advantageous for establishing markets for these high value added items whose share in our
overall a tea exports is small at present.
Questions:
1. Discuss the problem that comforts the Tea Industry in the International sphere.
2. How you asses would the Tea producing states has recommended a package of fiscal reliefs?
Examination Paper: Export and Import Management
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IIBM Institute Of Business Management
Case let 2
August 12, 1992 was a really bad day for John Martin. That was the day Canada, Mexico and the United
States announced an agreement, in principle, to the North America Free Trade Agreement (NAFTA).
Under the plan, all tariffs between the three countries would be eliminated within the next 10 to 15 years,
with most being cut in five years. What disturbed Martin most was the plan’s provision that all tariffs on
trade of textiles among the three countries are to be removed within 10 years. Under the proposed
agreement, Mexico and Canada would also be allowed to ship a specific amount of clothing and textiles
made from foreign materials to the United States each year, and this quota would raise slightly over the
first five years of the agreement. “My God!” thought Martin.
Martin is the CEO of a New York based textile company, Martin’s Textiles. The company has been in the
Martin family for four generations, having been founded by his great grandfather in 1910. Today, the
company employs 1500 people in three New York plants that produce cotton based clothes, primarily
underwear. All production employees are union members and the company has a long history of good
labour relations. The company has never had a labour dispute and Martin, like his father, grandfather, and
great -grandfather before him, regards the workforce as part of the "Martin family". Martin prides himself
not only in knowing many of the employees by name, but also in knowing a great deal about the family
circumstances of many of the long time employees.
Over the past 20 years the company has experienced increasingly tough competition, both from overseas
and at home. The mid 1980s was particularly difficult. The strength of the dollar on the foreign exchange
market during that period enabled Asian producers to enter the US market with very low prices. Since
then, although the dollar has weakened against many major currencies, the Asian producers have not raised
their prices in response to the falling driven by wage rates and labour productivity. Not surprisingly, most
of Martin’s competitors in the north-eastern United States respond to the intense cost competition by
moving production south, first to states such as South Carolina and Mississippi where non –union labour
could be hired for significantly less than in the unionized North-east, and then to Mexico, where labour
costs for textile workers were less than $2 per hour. In contrast, wage rates are $12.50 per hour at Martin’s
New York plant and $8 to $10 per hour at non-union textile plants in the south eastern United States.
The last three years have been particularly tough at Martin’s Textiles. The company has registers a small
loss each year, and Martin knows the company cannot go on like this. His major customers, while praising
the quality of Martin’s products, have worried him that his prices are getting too high and they may not be
able to continue to do business with him, His long-time banker has told him he must get his labour costs
down. Martin agrees, but he knows of only one surefire way to do that, to move production south, way
south, to Mexico. He has always been reluctant to do that, but now he seems to have little choice. He fear
as that in a5 years the Us market will be flooded with cheap imports from Asian, US and Mexican
companies, all producing in Mexico. It looks like the only way for Martin’s Textiles to survive is to close
the New York plant and move production to Mexico. All that would be left in the United States would be
the Sales force.
Martin’s mind was spinning. How could something that throws good honest people out of work be good
for the country? The politicians said it would be good for trade, good for economic growth and good for
the three countries. Martin could not see it that way. What about Mary Morgan who has worked for
Martin’s for 30 years? She is now 54 year as old. How will she and others like her find another job? What
about his moral obligation to his workers? What about the loyalty his workers have shown his family over
the years? Is this a good way to repay it? How would he break the news to his employees, many of whom
have worked for the company for 10 to 20 years? And what about the Mexican workers? Could they be as
loyal and production in Mexico, he had heard stories of low productivity, poor workmanship high turnover
and high absenteeism. Is this true? If so, how could be ever cope with that? Martin has always felt that the
success of Martin’s textiles was partly due to the family atmosphere, which encourages worker loyalty,
productivity and attention to quality, an atmosphere that has been built up over four generations. How
Examination Paper: Export and Import Management
9
IIBM Institute Of Business Management
could he replicate that in Mexico with a bunch of foreign workers who speak a language he doesn’t even
understand?
Questions:
1. What are the social costs of benefits to Martin’s Textiles of shifting production to Mexica?
2. What seems to be the most ethical action?
Section C: Applied Theory (30 marks)
1. Describe the current issues affecting the Exchange Rate of India.
2. Explain briefly “New Trade Theory”.
S-2-210311
END OF SECTION C
END OF SECTION B

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Examination Paper
5
IIBM Institute of Business Management
IIBM Institute of Business Management
Examination Paper MM.100
Inventory Management
Section A: Objective Type (30 marks)
This section consists of Multiple Choice questions & Short Answer type questions.
Answer all the questions.
Part One questions carries 1 mark each & Part Two questions carries 5 marks each.
Part One:
Multiple Choices:
1. ……………………. is IT tool used for automation data capture.
2. Stockout Level is also called the
a. Red Zone
b. Amber Zone
c. Both (a) & (b)
d. None of the above
3. When classified on the basis of time period, they are
a. Supply forecast
b. Price forecast
c. Demand forecast
d. None of the above
4. The Delphi Method was developed by the Rand Corporation in the
a. 1980
b. 1970
c. 1950
d. None of the above
5. The BOM file is also called the
a. Product Structure File
b. Product Tree
c. Both (a) & (b)
d. None of the above
6. What is the meaning of “Doller Days”.
a. Making money with in area
b. Management of the value of inventory and time with in area
c. Inventory control
d. Management of time
Examination Paper
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IIBM Institute of Business Management
7. Weeks of supply = ……………………………………………..
8. Fastest and Expensive mode of Transport.
a. Air
b. Rail
c. Water
d. Pipeline
9. ERP systems were developed in
a. 1998
b. 1990
c. 1980
d. 1987
10. The ABC analysis is also called the ………………………………
Part Two:
1. What is “Dependent Demand”?
2. Write short note on “Simulation Models”.
3. What is “Time Phasing”.
4. Write short note on “Statistical Techniques of Forecasting”.
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
M/s Jyoti Textiles, with four spinning mills, eighteen cloth cutting centres, sixteen processing
departments and more than 200 machine centres has installed an information system.
The operations are characterised by a nationwide distribution network. The finished goods moves
through 38 branch offices and 312 authorised distributors all of whom maintain some inventory.
Authorized distributors generate 37% of the orders but account for only 24% of the sales. Most of
the business is done through the branch offices.
The product line is large; products are classified into 175 family groups, representing 12000
finished goods. Approximately 1,500 new items enter the product line annually, and a similar
number are discounted.
Examination Paper
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IIBM Institute of Business Management
The 12,000 finished goods require 25,000 component parts of which 6,600 are carried in
inventory and 18,400 are made to order. The newly implemented information system already has
paid off substantially and refinements continue to increase benefits. In the preceding year, M/s Jyoti
Textiles achieved a 60% customer service level (i.e. 60% of the orders were delivered according to
original customer request, with no delays or adjustment of dates). Clerical expenses were 36% of the
sales.
The company felt this was not good enough and wanted to improve the customer service. The
company therefore is thinking of a highly integrated system.
1. Keeping in mind the objectives, do you think the company should go in for a highly
integrated system? Support your answer with reasons.
2. Discuss the relevant inventory management strategies for the company.
Caselet 2
Advanced Management University is a large private university teaching a slew of courses and
boasting of a distinguished faculty. The university believed in Quality Education at any cost.
Recently, Ms Julie Joy took over as Head of Purchasing and was informed that she would be
responsible for the entire procurement activity in the university, including its storing, inspection etc.
On the first day, she began a tour of the campus. She found a sweeper putting used x-rays printed
stationery, bits of metal and banana peels into a huge dustbin. She was perplexed and wanted to
find out what happens to the garbage thereafter. She was informed that such garbage bags were kept
in one place and then taken away by the municipality trucks whenever they came.
It did not take Ms Julie Joy to realize that there was no salvage program in the university. But she
also realized that being new, it would be tricky for her to introduce new practices, given that the
faculty were highly egoistic, though learned. She also had to show clear financial benefits to be
accrued from a program of garbage recycling/salvage, for approval of any new process by the
management.
1. What arguments are there in favour of a formal salvage program at Advanced Management
University?
2. What arguments would be expected against the program?
3. What organisational structure should Julie Joy install?
4. Develop a salvage program for Advanced Management University.
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).
Examination Paper
8
IIBM Institute of Business Management
1. At Ford Motor company, every car or truck model has its own internal website to track design,
production, quality control and delivery processes. Suppliers and customers also have access
to the site, and all concerned are expected to provide full supply chain information. How do
you think this would affect the life of the middle manager?
2. Give example of some typical case where inventory management based on unscientific method
could go wrong.
END OF SECTION C
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Examination Paper: Portfolio Management
6
IIBM Institute of Business Management
IIBM Institute of Business Management
Examination Paper MM.100
Investments Analysis and Behaviour
Section A: Objective Type (30 marks)
•This section consists of Multiple choices & short note questions.
•Answer all the questions.
•Part one questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Which one of the following is the world’s first electronic stock market?
a. American Stock Exchange
b. Nasdaq National Market
c. Bombay stock Exchange
d. New York stock Exchange
2. The highest price that market maker is willing to pay to buy a security, is referred as:
a. Bid
b. Ask
c. Bid Size
d. Ask Size
3. IPOs stands for ________.
a. Indian Premier Offerings
b. Initial Public Offerings
c. Initial Premier Offerings
d. Initial Private Offerings
4. Under the securities act of ______, when a company makes a public offering, it must file a
registration statement with the SEC.
a. 1934
b. 1936
c. 1935
d. 1933
5. It is the chance of loss in the value of fixed- income investment following a rise in interest rates.
a. Risk
b. Credit Risk
c. Interest Rate Risk
d. Expected Return
Examination Paper: Portfolio Management
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IIBM Institute of Business Management
6. Extreme changes in financial asset values tied to changing economic fundamentals are defined
as______.
a. Irrational Bubbles
b. Rational Bubbles
c. Market bubbles
d. None of the above
7. Rhythmic pattern of contraction and expansion in the overall economy is referred as ______.
a. Contraction
b. Expansion
c. Business Cycle
d. Recession
8. A measure that assesses what others are doing and suggests you should do the opposite, is:
a. Odd lot Indicators
b. Contrary Indicators
c. Mutual fund flow Indicators
d. Brokerage account credit balance indicators
9. Individuals and Institutions that purchase bonds for interest income and long term capital gains
are:
a. Primary Bond Market
b. Bond Dealers
c. Bond Investors
d. Bond Issuers
10. Funds that charge sales feels ranging from One to three percent, are called:
a. Low-Load Funds
b. No-Load Funds
c. Exchange Fee
d. Back- End Load
Part Two:
1. Write a short note on ‘New York Stock Exchange’.
2. What do you understand by ‘Micro Cap Fraud”?
3. Explain the term ‘Treasury Bonds’.
4. Explain the meaning of ‘Mutual Fund’ and its advantages.
END OF SECTION A
Examination Paper: Portfolio Management
8
IIBM Institute of Business Management
Section B: Caselets (40 Marks)
•This section consists of Caselets.
•Answer all the questions.
•Each Caselets carries 20 marks.
•Detailed information should form the part of your answer (Word limit 150 to 200 words).
Case let 1
Recently, In India, we had a issue from Hughes Software Solutions (HSS) which was a milestone in our
growth from fixed price offerings to true price discovery IPOs. While the HSS issue has many positive
IPOs. While the HSS issue has many positive and fascinating features, the design adopted was still
riddled with flaws, and we can do much better. How did the Hughes issue worked?
I. The merchant bankers selected ‘syndicate members’ who helped in selling the issue.
II. Disorders were collected by the merchant bankers or syndicate members (only), and submitted using
the computerized IPO system created by NSE. The NSE system only accepted these orders; it did not
reveal any information to investors.
III. Investors could place, modify or delete orders in the book building period- however; they were doing
this in the blind since the system gave them no information.
IV. The NSE system revealed information to the merchant bankers. The full database of orders was
passes on by NSE to the merchant bankers, who could then use this for discretionary allocation of shares.
Questions:
1. What do you think are the flaws in the public issue of Hughes Software? Enumerate them.
2. Can you construct a model for IPO process, which can help in price discovery in setting the
price at the IPO?
Case let 2
Indian corporate is on the verge of testing the US equity markets. Infosys, despite the volatility in the
international market and the continuous downslide in the Bank of New York American Depository
Receipts (ADRs) index has decided to continue offering its $ 125 million level 3 ADR. It would be the
first Indian company to have the issue listed on the NASDAQ. Many more companies were expected to
follow the suit.
ADRs were first created in 1972, when the UK passed a law that restricted British companies from
registering their shares overseas without a British- based transfer agent. So to meet the appetite of US
investors, a new instrument called the ADRs were created.
Questions:
1. What are the unique features of ADRs that attract Indian companies to list on NASDAQ or
NYSE?
2. What is unsponsored ADR? Why did it become obsolete?
END OF SECTION B
Examination Paper: Portfolio Management
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IIBM Institute of Business Management
Section C: Applied Theory (30 Marks)
1. Discuss the concept of Macroeconomics environment. What are the major forces that drive the
economy?
2. Explain the following terms:
a. Capital Market Line
b. Security Market Line
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END OF SECTION C

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IIBM Institute of Business Management
Examination Paper MM.100
Industrial Relations
Section A: Objective Type (30 marks)
•This section consists of True and False & Short Answer type questions.
•Answer all the questions.
•Part One questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
True and False:
1. Central Board of Workers Education (CBWE) was set up in 1986.
2. The joint Departmental Councils are encouraged to hold annual meetings, a scheme which
was initiated in 1970.
3. The lockout of the pilots was lifted from 3rd November, 1974.
4. The Employers federation of India formed in 1936.
5. Indian Jute Mills Association (IJMA) was formed in 1887.
6. All India Trade federation was established in 1921.
7. In India, the foundation of modern industry was laid between 1850 and 1860.
8. HMS stands for Hind Maha Sabha.
9. A feature of Indian trade unionism is not the multiplicity of unions.
10. Standing Orders may provide as to who should enquire.
Part two:
1. Who are ‘Blue Collor’ workers?
2. What are the basic causes of ‘Grievances’?
3. Write a note on ‘Payment of Gratuity Act, 1972’.
4. Explain ‘Walker’s Model’ for worker’s participation in management.
END OF SECTION A
Examination Paper: Human Resource Management
6
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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
(A)HISTORY OF THE FIRM:
Bombay Electricals was started in 1940 by Mr. Desai, a refrigeration engineer, as a proprietary company.
In 1941 he ran short of money and approached Mr. Khanna, Chairman of a large group of companies, for
help. Mr. Khanna decided to invest capital in the company and thereby obtained 75% control. The
company was later registered in 1945 as a Public Limited company but management was left all this time
in the hands of Mr. Desai. Until 1947 the company showed substantial losses because Mr. Desai started a
number of new product lines but did not stick to any long enough to establish either the production or the
markets. Nor did he make any study of the existing markets or production in the ..
This case raises some highly interesting and significant questions:
Examination Paper: Human Resource Management
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Questions:
1. Similar problems which caused this strike in 1960 were satisfactorily resolved in the past in Bombay
Electricals. Why could not the differences be settled in 1960?
2. Inspite of high earnings by employees, why did they choose to go on strike for a relatively small
difference of Rs 30/- in their demand preceding the strike?
Caselet 2
THE ORGANIZATION
Thomson and Richards, two technocrats from Holland, both in the age group of late 30s came as
consultants to Calcutta with French Company on a project assignment in 1940. They were quite
impressed with Indian culture and decided to settle down in India. Upon completion of their project, they
started their own company under the name Thomrich Pvt. Ltd. which manufactured agricultural
equipments. Encouraged by the performance of the company, they ventured into the manufacturing of
fertilizer manufacturing equipments in 1944 under the same banner. Their entrepreneurial skills ..
profits by exploring new markets. The Indian market by now was already flooded with many players,
leaving the international market as the only option, which was equally a hard nut to crack. Abraham felt
trapped in a highly volatile situation, where he fumbled for a speedy and pragmatic remedy.
Questions:
1. Was the company’s decision to enter the tractor segment right, when KCP had already captured
the market?
2. Had you been Abraham, how would you tackle the present situation?
END OF SECTION B
Section C: Applied Theory (30 marks)
1. What is inflation? Compare its role with money and the real earning of the Industrial workers.
Use appropriate data to justify your answer.
2. How can the bargaining affect the workers as well as the firm? “It is a method of wage fixation.”
Evaluate.
END OF SECTION B
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Examination Paper: Information Technology & Management
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IIBM Institute of Business Management
Semester-I Examination Paper MM.100
Information Technology & Management
Section A: Objective Type (20 marks)
•This section consists of Multiple Choice Questions & Fill in the blanks / True & False.
•Answer all the questions.
•Each Question carries 1 mark.
Multiple Choices:
1. E-banking provides
a. 8hr service
b. 24hr service
c. Fast service
d. Both (b) & (c)
2. E-commerce is service on the internet which provides
a. Buying & selling of goods & services
b. Buying of goods & services
c. Selling of goods & Services
d. None of the above
3. Full form of ISP
a. Intranet Service Provider
b. Internet Service Purchasing
c. Internet Service Provider
d. None of the above
4. EDI provides computer to computer communication of business messages in
a. Standard codes & formats
b. Standard of formats
c. Standards of codes
d. None of the above
5. Choice boards are the services on internet which provide
a. Service provider designs the products
b. Individual customer to design their own products
c. Both (a) & (b)
d. None of the above
6. Search Engine is software that creates
a. Indexes of database or intranet sites
b. Indexes of database or internet sites
c. Index of database
d. None of the above
Examination Paper: Information Technology & Management
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IIBM Institute of Business Management
7. Full form of VSAT
a. Very Small Alternate Terminal
b. Very Small Architecture Technology
c. Very Small Aperture Terminal
d. None of the above
8. Customer Relationship Management is a processes which
a. Listen to & extract knowledge about customers
b. Listen to & extract knowledge about consumers
c. Both (a) & (b)
d. None of the above
9. Full form of ECS
a. Electronic Communicating Service
b. Electronic Clearing Service
c. Electronic Calling Service
d. None of the above
10. ATM in Banking is called
a. Automated Teller Machine
b. Any Time Money
c. Automated Time Machine
d. None of the above
True & False:
1. Advertising is a costly affair through the conventional media.
2. E-commerce provides paperless transactions.
3. E-commerce does not provide better choice and better customer satisfaction.
4. The main factor for development of the information strategy and system are cost and technical
complexity.
5. IT and computer system are integral part of an ERP system.
6. Ulterior transaction differ contain no hidden agenda.
7. E-Synchronized SCM does not provide powerful pricing matrix.
8. Brand building process do not provide market share.
9. Hacking was first started with telephones technology.
10. Section 6 of the IT act recognizes the means for payment or receipt by electronic form.
END OF SECTION A
Examination Paper: Information Technology & Management
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IIBM Institute of Business Management
Section B: 5 Short Questions (20 marks)
•
1. What can be Input to build a brand?
2. What does a Branding Mean?
3. What do you understand by content selling?
4. What is E-business?
5. What do you understand by Electronic funds transfer?
END OF SECTION B
Section C: Long Questions (20 marks)

1. Write a short note on Internet Banking.
2. Write a short note on threats to computer systems and controls.
3. What are different ranges of services offered by E-banking? Describe briefly?
END OF SECTION C
Examination Paper: Information Technology & Management
4
IIBM Institute of Business Management
Section D: Applied Theory (40 marks)
1. What is the different E-commerce business model?
2. Write a short note on implementation of Information technology on development of Science
and technology in India?
3. What are the different stages of a Strategic Information Management System?
4. What are the advantages of the “Proposed system”.
END OF SECTION D
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Examination Paper of Semester III
IIBM Institute of Business Management
Semester-III Examination Paper MM.100
Knowledge Management
Section A: Objective Type (30 marks)
This section consists of Mixed Type questions & Short Answer 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. UCC stands for
a. Universal Commercial Code
b. Uniform Commercial Code
c. Uniq Commercial Code
d. United Commercial Code
2. E-business connects critical business systems and constituencies directly via
a. Internet
b. Extranet
c. Intranet
d. All of the above
3. Unusable rule are also called as
a. User rule
b. Conflicting rule
c. Subsumed rule
d. None of the above
4. Fact in knowledge codification refers to
a. Value of an object or a slot
b. Codification scheme
c. Both (a) & (b)
d. Filling of slots
5. An individual with skills & solutions that work some of the time but not all of the time is
a. Scribe
b. Validity
c. Novice
d. None of the above
Examination Paper of Semester III
6. CBR is
a. Case based reasoning
b. Case based reliability
c. Case based repository
d. None of the above
7. An unskilled employee trying to learn or gain some understanding of the captures knowledge is a
a. Pupil user
b. Tutor user
c. People user
d. None of the above
8. A rule of thumb based on years of experience is called
a. Procedural rule
b. Tacit knowledge
c. Heuristic
d. None of the above
9. Episodic knowledge is
a. Is knowledge based on the fundamentals structure functions & behaviour of objects
b. Is knowledge based on experimental information or episodes
c. Is knowledge based on the unrelated facts
d. None of the above
10. A directory that points to people, documents and repositories is
a. Knowledge map
b. Knowledge codification
c. Rapid prototyping
d. None of the above
Part Two:
1. Write short note on “KM Life Cycle”?
2. Write short note on “The Knowing Doing Gap”?
3. What is “The Malpractice Factor”?
4. What is knowledge creation?
END OF SECTION A
Examination Paper of Semester III
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
This case is based on an actual incident which took place in an Army Unit deployed in field area.
A part of a Battery (about 1/4 of an Artillery Regiment) was deployed in a snow bound high
altitude area of Kashmir. This was the first time, an artillery unit was deployed in an area with
roads and tracks still under development. Preparation of this area for such a deployment needed a
lot of digging for guns, pits for ammunition storage, living place of the personnel, slit trenches
and weapon pits for local defence against any possible enemy/terrorists’ attack on the position,
place for storage of rations, cook-house and communication trenches, etc.
The total strength of the party deployed there was
a) Officer - 1 (Second Lieutenant with about one year service)
b) Junior Commissioned Officer (JCO) - 1
c) Jawans - 40
The Battery Commander (BC) remained with the Regiment Headquarters at Srinagar (with the
remaining part of the Battery) as per the orders of the commanding Officer. These was a vehicle
with the part of the Battery which was deployed at high altitude to assist in the daily
administration of the troops like collection of ration, stores for preparation of defences, water, and
ferrying of personnel from one place to another. The vehicle could could go only upto a limited
number of places due to bad road conditions and step gradients. Only one driver was kept for this
vehicle to reduce administrative problems due to more number of personnel. The vehicle
completed about 35 to 40 kms. of running daily in its routine commitments.
The part had just been inducted about two weeks back. The defences were being prepared
which involved lot of effort in digging of hardened ground due to the cold winter months of
November. The defence stores were to collected, once the digging was complete, from another
Engineering Unit located about ..
1. Which factors contributed to motivate the troops to go ahead for such a difficult task as
recovering a damaged vehicle from such a difficult and treacherous terrain and getting it
repaired in such a short time?
2. Which incidents indicate the importance of good interpersonal relationships with juniors,
peers and superiors and what is the importance of good interpersonal relationships?
Caselet 2
Carrier Corp. is using data mining to profile online customers and offer them cool deals on air
conditioners and related products. By using services from WebMiner, Inc., the air-conditioning,
heating, and refrigeration equipment maker ..
1. The DM application used by Carrier was one that was predictive in nature. Could a
descriptive model also be used? How would you use it, and what outputs would you except?
Would they be of any use to Carrier?
2. What other data-driven promotions could Carrier come up with using other data mining
techniques?
3. What manufacturing-driven applications can Carrier implement using data mining?
4. What finance-driven applications can Carrier implement using data mining?`
END OF SECTION B
Section C: Applied Theory (30 marks)

1. Explain in detail “Knowledge Management Systems Life Cycle” and its various approaches?
2. What do you mean by “Knowledge Codification” and its importance?
END OF SECTION C
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