Research Methodology

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AMITY (Assignment)
MBA
Semester 2

Research Methodology
Research Methodology (EDL 205)-Semester II

BLOCK-I
Definition and classification of Marketing Research
1. Marketing research is the function that links the consumer, customer and public to the
______ through information.
2. Marketing research is very essential for:
3. Marketing research should reflect______ state of affairs
4. _______ methods should be used in data collecting and analysis.
5. Marketing research can be classified as:

Application , Advantages and Disadvantages of Marketing Research
1. The advantage of marketing research is:
2. The inaccuracy of data is

Marketing research process

1. External marketing research suppliers can be classified as:
2. The marketing research process has _____ steps.
3. Second step in the marketing research process is
4. The marketing research suppliers can be:
5. The uncontrollable environmental factor include:

Marketing Research Vs MIS, Scientific Research

1. The Nature of marketing research is:
2. Marketing information system can be classified as:

BLOCK-II

Problem Formulation I

1. Problem definition is:
2. All of the following are aspects of qualitive research except
3. Which of the following statement is false
4. Data collected for the purpose other than the problem at hand is called as
5. Environment context of the problem includes:

Problem Formulation II
1. All are part of analytical model except
2. All of the following are aspect of theory except
3. Which of the following statement is false
4. Research question are
5. Management decision problem is related to

Research design I
1. Syndicated sources are:
2. Exploratory research
3. Primary data is
4. The characteristics of secondary data is
5. Maps that solve marketing problems are called as:

Research design II
1. Descriptive research is;
2. Conclusive research:
3. A research design called as snapshot is
4. Casual research obtains evidence regarding
5. Identify the odd one out

Casual Research Designing

1. What is causality?
2. _____ is the one that is changed by the researcher.
3. Consumers, stores are example of___________________________.
4. The undesirable variable are

Classification of Research Data

1. Ideally a research should start with
2. Focus group is a type of
3. Depth interview is
4. Among the qualitative data, the direct data is
5. Completion and construction techniques are part of

Research Data II
1. Survey data is a part of
2. Survey method is a
3. Internet interviews is:
4. Telephone interviewing is a part of:
5. Identify the odd one out

Research Data III
1. Pick the odd one out
2. Trace analysis is a study of
3. Voice pitch analysis is a part of
4. Contrived observation means
5. Structural observation can be used for

Measurement and scaling definition, four levels of measurement_part_1
1. The generation of continuum upon Which measured objects are measured is:
2. Which one of the highest measuring scale?

Measurement and Scaling Definition, Four Levels of Measurement_part_2

1. Which among the following is the most precise and powerful scale
2. In which scale the location of zero point is not fixed?

Scaling Techniques

1. In which each stimulus object is scaled independently is :
2. Direct comparison of stimulus object is done in:

Comparative scaling techniques_part_1
1. Pick any comparative scaling technique?
2. In paired comparison scaling technique?

Comparative scaling techniques_part_2

1. Constant sum of scaling is a:
2. Sort scaling helps to:

Non Comparative scaling techniques_part_1

1. Continuous Rating Scale is also called as
2. Pick the odd one out:

Non Comparative scaling techniques_part_2
1. Reverse coding concept in a Likert scale is to:
2. Likert Scale is a part of

Non Comparative scaling techniques_part_3

1. A Scale associated with bi-polar adjectives is called as:
2. A scale usually presented vertically is called as:

Reliability and Validity in Measurement_part_1
1. The degree to which a research survey produces consistent results is:
2. Xt stands for:

Reliability and Validity in Measurement_part_2

1. Split half reliability is a part of
2. Pick the odd one out

Reliability and Validity in Measurement_part_3
1. To assess the relationship between theoretical construct is called as
2. Pick the odd one out

SOURCES OF ERROR
1. The difference between the true mean value and observed mean value is called as:
2. Random sampling error means:
3. Non response error means
4. Population definition error is a part of
5. Total error can be minimized by

BLOCK 3

Data Collection _part_1

1. ___________ is a technique intended to motivate respondents to clarify or explain
their answer:
2. Researcher have the following option for collecting the data :

Data Collection_part_2

1. What does not constitute a part of evaluation of field workers?
2. The fieldwork / data collection process has ______ stages.

Questionnaire and Form Design _part_1
1. Questionnaire helps in
2. Questionnaire should __________ the response error.

Questionnaire and Form Design _part_2
1. Pick the odd one out
2. Double barreled question include

Questionnaire and Form Design _part_3&4

1. Open-ended question that respondents answer in their own words is called as
2. Which of the following should ideally be a part of questionnaire?

Questionnaire and Form Design _part_5
1. Open-ended questions that respondents answer in their own words is called as
2. Which of the following should ideally be a part of questionnaire.

BLOCK 4

Sampling
1. A subgroup of the elements of the population selected is called as______________.
2. The aggregate of all the elements of the universe sharing some set of characteristics is
called as__________________________.
Sampling Process part 1
1. The collection of elements or objects that process the information sought by the
researcher is called as_____________.
2. ________________ is a representations of the elements of the target population.

Sampling Process part 2

1. __________________ is a sampling approach where the elements are selected
sequentially.
2. The number of elements to be included in the study is called as:

Probability Sampling Part 1
1. In probability sampling
2. ___________ is a sampling technique in which each elements has a known and equal
probability of selection.

Probability Sampling Part 2

1. In probability sampling
2. ___________ is a sampling technique in which each element has a known and
equal probability of selection.

Probability Sampling Part 3
1. Mark the in -correct statement;
2. Probability proportionate to size sampling includes

Other Probability Sampling Techniques
1. A sampling technique in which certain population elements are sampled twice is called as
2. _____________ is the sampling technique in which the population elements are sampled
sequentially and data collection and analysis are done at each stage.
Non Probability Sampling Part 1
1. Sampling techniques can be divided into
2. ______________ relies on the personal judgement of the researcher.

Non Probability Sampling Part 2
1. Sampling based on reference is called as:
2. Pick the odd one out

Summary of Sampling
1. ____________________ sampling technique allow statistical projection of the results
of the target population.
2. A more heterogeneous population will favor ________________ sampling.

BLOCK 5

Data Preparation

1. Extensive checks for consistency and treatment of missing responses is called as
_____________.
2. A book containing coding instructions and the necessary information about variables in
the data set.

Testing of Hypothesis

1. The power of a test is described as ________________________________________.
2. The probability of type 1 error(alpha) is called as_____________________________.

Statistical Techniques
1. ___________________ is the appropriates technique to be used when there is a single
measurements of each element.
2. The metric data is measured on

T-TEST

1. An individuals measured two times , pre and post is called as ?
2. When two groups are not experimentally related is called as

Z test
1. In z test the population means are different when the variances are known and the sample
size is_______________
2. For Using Z test you must be aware of

Chi Square

1. Chi square is one of the most important and widely used ____________ test in
statistics.
2. The probability of type 1 error alpha is called as__________________.
Chi Square -Practical Illustration
1. ____________ is a method based for testing whether two or more multi nominal distributions
are equal?
2. __________________ test determines how well theoretical distribution fits the empirical
distributions?

ANOVA-Numerical

1. Report Includes:
2. Stages of writing a report ends with:

Scale Validation
1. The recommended measure of the internal consistency of a set of items is provided by
2. A class of procedures primarily used for data reduction and summarization is:

Sales analysis and forecasting
1. Following are the sales analysis techniques:
2. Break even analysis is:

Forecasting Methods_1
1. Mention the technique in which the consensus is gained from the anonymous experts:
2. Sales forecasting method is based on:

Forecasting Methods_2
1. _________ that estimates future demand for a product or service by aggregating what each member of the sales force expects to be able to sell in his or her territory.
2. _____________ shows a company what minimum level of sales is needed to make sure it does not lose money.

New Product Development
1. Extensive check for consistency and treatment of missing responses is called as__________.
2. A book containing coding instructions and the necessary information about variables about variables in the data set.

Report Writing Part-1
1. Report includes:
2. Stages of Writing a report ends with:

Report Writing Part-2
1. Format of writing a report begins with:
2. Research Methodology sections deals with:

International Marketing Research
1. CATI Stands for:
2. _______________ equivalence deals specifically with the interpretation of brands, products, consumer behaviour and marketing effort in different countries:

1st Block Assessment

Case Study

Question 1
In what ways can market research can help Nike management.
best way of segmenting of the market
Understand the composition of the market
both a&b
All of above

Question 2
“Nike management will be supported by ________management function, by
marketing research.”
directing
None of the above
Staffing
decision making

Question 3
Nike excelled than its competitors in ___________
None of the above
executing
Planning
Advertising

Question 4
The buying behaviour of the consumers with respect to athletic footwear is
focused on :
All of the above
Image Characteristics
Product Characteristics
both a&b

Question 5
What is the basic marketing research problem Nike is confronted with
Distribution strategy
Determine the factors influencing consumers buying decisions
All of the above
its advertsing campaign

Question 6
“Nike plans to build up its presence in China, Germany, Mexico and Japan,
talks about _______strategy of Nike”
Marketing
Distribution Strategy
All of the above
financial

Question 7
Information to Nike can be provided by :
both a&b
Marketing Information System
Effective marketing research
None of the above

Question 8
Marketing information system includes:
All of the above
Decision Support system
Decision support system
Market Research

Question 9
The specific component of the marketing research problem is to determine:
All of the above
The demographic and psychographic characteristics of consumers
The market share of Nike and its competitors
consumers evaluate Nike and its competitors

Question 10
The image segment is greatly influenced by ____________
celebrity endorsements
All of the above
Flexibility Attributes
high performance attributes

Quiz Score: 100 out of 100

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2nd Block Assessments
.
Case Study

Question 1
What kind of Research design would you recommend for determining the effectiveness of M&M/Mars
Casual Research
Longitudinal Research
Household Surveys
All of above

Question 2
Which kind of Scales would you recommend to employ survey for Super
Bowl
Likert Scale
Both a&b
None of the above
Semantic Differential

Question 3
Comparative scales can be broadly divided into:
Paired comparison
All of the above
Rank order
Constant sum

Question 4
“____________using a device such as the audimeter can be used to estimate the size of the Super Bowl audience during the different quarters,
and before and after the game”
Personal Observation
All of the above
Audit
Mechanical observation

Question 5
The Research Design can be broadly divided into :
All of the above
Exploratory and Conclusive Research Design
Both a&b
Primary and Secondary

Question 6
“If the sample selected by Super Bowl is wrong, it will result into ___________type of error”
Random Sampling error
Non-random sampling error
All of the above
Both a&b

Question 7
“If the numbers in a scale used by super bowl just serves only as label or
tags, is a _______scale”
Nominal
Interval
Ordinal
Ratio

Question 8
Relevant information on audience size may be obtained from ______________
Phillip Morris
Nielsen Media Research and Arbitron.
Time Warner
PepsiCo

Question 9
“The Scale used by Super Bowl produces consistent results if repeated measurements are made on the characteristics, is called as”
Reliability
Validity
Both a&b
None of the above

Question 10
The accuracy of the scale used by Super Bowl Scale can be measured by :
Construct Validity
Criterion Validity
Face Validity
All of the above

Quiz Score: 100 out of 100
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3rd Block Assessments

Case Study

Question 1
The hotel industry could collect the data from
All of above
Both a&b
A department within the organisation
Field workers

Question 2
What could be the possible Secondary sources of data for Hotel Industry
All of the above
census data
trade journals for the hotel industry
Reports from chambers of commerce

Question 3
The questionnaire developed by Marriot for business travellers should include aspects related to :
brighter lighting
fax availablility
High internet speed
complementary breakfast

Question 4
The United States Hotel Industry is focusing on :
Senior Citizens
working professionals
All of the above
Children

Question 5
The Data collection process begins with
Selection of field workers
Evaluation of field workers
All of the above
Training of field workers

Question 6
The questionnaire designed for Hotel Industry should include:
ambiguous questions
All of the above
Should constitute only unstructured questions
Funnel approach

Question 7
The questionnaire developed by Holiday Inn for direct to direct business
marketing should include aspects related to :
All of the above
direct marketing
traditional media
trade shows

Question 8
The supervision of field workers related to data collection of Hotel industry
should be based on
None of the above
Sampling Control
Control of cheating
Both a&b

Question 9
Hyatts questionnaire on marketing its business plan program should include:
“24 Hr printer, copier and fax availablility”
Local toll free number
videoconferencing
All of the above

Question 10
The hotel industry should follow the _________ type of intervewing methods
Telephone Interviews
Personal Interviews
Mail Questionnaire
All of the above

Quiz Score: 100 out of 100
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4th Block Assessments

Case Study

Question 1
The product Presto line was designed by Nike for ______characteristics of
youth sample.
Age
Income
Lifestyle
social

Question 2
What is the marketing research problem with which Nike is confronted with:
All of the above
What is the demographic and psychographic profile of customers loyal to Nike?
Are the consumers willing to pay a premium price for high performance shoes?
What criteria do consumers use for evaluating athletic shoes?

Question 3
What should be the sampling frame of the Nike ?
None of the above
List of Malls in the US
All consumers planning to buy Nike
Mall Shoppers

Question 4
Which probablity sampling technique could be used by Nike for conducting the research
Systematic Sampling
Cluster Sampling
Simple Random Sampling
All of the above

Question 5
“If the Nike management choses a sample by selecting a random starting point,than picking every ?? ??? element in succession from the sampling frame is _________sampling technique”
Quota Sampling
Systematic Sampling
Startified Sampling
All of the above

Question 6
Nike used _________to determine the most effective mediums to
communicate with the target market.
Intution methods
Personal
Marketing research
All of the above

Question 7
Which non-probability sampling technique could be used by Nike for conducting the research
Cluster Sampling
Judgmental Sampling
Stratified Sampling
All of the above

Question 8
What should be the sampling unit for Nike?
both a&b
Mall Shoppers
None of the above
Mall non- shoppers

Question 9
Marketing research revealed the _______and _________target groups had
low awareness regarding the Nike brand.
soccer and baseball players
Base ball and Golf players
All of the above
Soccer and Golf Players

Question 10
Marketing research in the form of _________and __________revealed the
best positioning for the Nike.
focus group and survey research
both a&b
survey and observation research
None of the above

Quiz Score: 100 out of 100
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5th Block Assessments
Case Study

Question 1
What kind of qualitative forecasting method should be applied by companies to predict the impact of celebrity advertising on future sales?
Market Test Method
Delphi Method
Time series analysis
Regression Analysis

Question 2
What in your opinion is the role of MDS in the matching of a celebrity to the right product.
Both a&b
MDS can be used to assess the perceived similarity between the image of the product and the image of the celebrity
All of the above
“Using proximities data, a perceptual map of images of celebrities and brands can be created”

Question 3
What kind of survey methods should be applied by companies to analyze is celebrity advertising worth celebrating?
All of the above
Electronic surveys
Telephone interviewing and CATI
Mall Intercept and CPI

Question 4
“Which type of ad is most effective? (Hint: look at the Anova results, Table 1)”
The ANOVA results show significant effects for both global brand attitude and purchase intention.
All of the above
Both a&b
Table 1 indicates that a two-sided celebrity ad has the highest mean for global brand attitude and purchase intention.

Question 5
“Based on the results presented, do two-sided ads have an advanatage over one sided ads? Mark the correct statement.”
There is a main effect for spokesperson for global brand attitude
All of the above
The interaction effect is not significant and mean values indicate that twosided ads are more effective.
“The ANOVA results show a significant main effect for sidedness for purchase intention, indicating that the sidedness affects purchase intention”

Question 6
“Based on the results presented, do celebrity ads have an advanatage over non-celebrity ads? Mark the correct statement.”
All of the above
Mean values indicate that a non-celebrity endorsement is effective for twosided ads but not for one-sided.
Mean values indicate that a celebrity endorsement is effective for two-sided ads but not for one-sided.
Mean values indicate that a celebrity endorsement is effective for one-sided ads but not for two-sided ads.

Question 7
“Which type of ad is least effective? (Hint: look at the Anova results, Table 1)”
one-sided celebrity ad
one-sided non-celebrity ad
two-sided
None of the above

Question 8
The new product development process that ends with __________has a
great impact on awareness created by celebrity endrosments
Commercialization
Idea Screening
Market testing
Concept development

Question 9
“A __________ is a systematic, well organized document which defines and
analyses a subject or problem, and which may include:”
Document
All of the above
Book
Report

Question 10
“For developing a correct measure of the scale for checking the impact of
advertising endrosements , the following reliability should be tested.”
Internal consistency reliability
None of the above
Alternative forms reliability
Both a&b

Quiz Score: 100 out of 100
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Full Syllabus Assessment
Case Study

Question 1
Highlight the opportunity identified by the Astec’s
None of the above
Both a&b
Requirement of additional services with their power supply generators
need to specify the information that is needed to determine if this opportunity is a good one.

Question 2
Is the problem facing Astec a case of problem identification research or
problem solution research?
All of the above
This is a case of problem solution research
This is a case of problem identification research
This is a case of competitors problem identification research

Question 3
What ethical considerations does the researcher face in this project?
The accuracy and validity of the procedures or findings should not be misrepresented
“Research should be conducted in an objective manner, free of personal biases and motives.”
All of the above
The researcher should accept the standards of scientific investigation

Question 4
Descriptive research will help the management in :
To determine the perceptions of different industrial buyers of power supply generators toward greater service.
“To develop a profile of the characteristics of power supply generator customers, especially those interested in additional services.”
To determine the perception of the service offered by different power supply generator producers.
All of the above

Question 5
Is a cross-sectional design or a longitudinal design most preferable in this case?
Both a&b
longitudinal design
A cross-sectional design
All of the above

Question 6
Identify the factor related to Legal Environment
What is the buying process for power supplies?
What are the long term objectives of the marketing manager?
What government regulations on power supply generators exist?
The service image of Astec in the marketplace.

Question 7
What is the marketing research problem facing Astec?
What are the preferences of power supply customers with respect to product attributes and customer service?
None of the above
What are the underlying motivations of power supply customers?
What is the size of the market segment interested in expanded service of power supply generators?

Question 8
What sampling technique do you recommend for this study?
Judgmental sampling
quota sampling
Systematic sampling
stratified sampling

Question 9
“In designing scales for the survey, which scales do you recommend?”
None of the above
comparative scales
non-comparative scales
Both a&b

Question 10
Astec is interested in offering the guaranteed distribution program. Astec believes that companies which order power supplies every month are good candidates for this program. It is estimated that the program will be worthwhile if only 20% of the companies order power supplies each month. The management wants to be 99% sure that they are within 2%. How large a sample do they need to survey?
4632 respondents
648 respondents
2653 respondents
2681 respondents

Quiz Score: 100 out of 100
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Live Interactive Session Test

Question 1
Marketing Research can be classified into
Problem identification
Problem solving
Both a&b
None of the above

Question 2
“___________collects, analyses and supplies a lot of relevant information on a regular continuous basis ”
Marketing research
Marketing information system
Both a&b
None of the above

Question 3
The knowledge gained through practical experience and research ia called as
Scientific research
Marketing Research
Secondary research
All of the above

Question 4
The data collected from problem at hand is called as ____________
Primary data
Secondary data
Scientific data
Strategic data

Question 5
__________is the possible answer to the research question
Resaerch Design
Market research
Hypothesis
All of the above

Question 6
_____________research is the study of relationship between cause and effect.
Exploratory research
Descriptive Research
Casual Research
None of the above

Question 7
____________is a scaling technique with 7- point rating scale with end points associated with bipolar adjectives
Semantic Differential Scale
Interval Scale
Ratio Scale
Q-Sort Scaling

Question 8
“______________is intended to motivate respondents to enlarge, clarify or explain their answers ”
Asking
Recording
Probing
All of the above

Question 9
Interviewing methods involves
Personal interviews
Mail questionnaire
Computer assisted interviewing
All of the above

Question 10
A two stage restricted judgemental sampling technique is called as _____________
Quota Sampling
Stratified Sampling
Convinence sampling
Cluster Sampling

Question 11
_________involves transferring the coded data from the questions to coding sheets
Editing
Coding
Data Cleaning
Transcribing

Question 12
A statement with no difference of effect is called as ____________
Alternative hypothesis
Null Hypothesis
Both a&b
None of the above

Question 13
Report writing should be
Accurate
Clear
Systematic
All of the above

Question 14
A forecasting technique to gain consensus from anonymous experts is called as _____________
Dephi Method
Executive opinion Method
Sales force competition method
Survey of Buyer’s intention

Question 15
______________is the most important and widely used non-parametric test
Anova
T-test
Chi-square
Factor analysis

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Marketing Management

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AMITY (Assignment)
MBA
Semester 2

Marketing Management
1st Block Assessment: Marketing Management (EDL 202)-Semester II
The runaway success of the brand, Amul, is one of the best case studies about the product, pricing, positioning and delivery.
‘Amul’ is derived from the Sanskrit word Amulya which means ‘priceless’. Amul is also the acronym for Anand Milk Union Ltd. Amul butter has lived up to its name for sure. Such has been the growth and popularity of the brand, Amul, that it has become synonymous with butter. The brand, which has given MNCs a run for their money, has a long history to it. It is also interesting to note that a co-operative movement has become one of the best examples of brand building. Amul, as a brand, presents a case of effective and smart communication. It also exemplifies the power of good and deep-rooted distribution as well as value for money.
Amul butter is processed at eight plants. With 48 sales offices, 3000 distributors and 2.5 lakh outlets, it has a robust marketing network. It is also exported to over 30 countries, including the U. S. Amul butter accounts for over 90 percent of the Rs.500 crore domestic market (2005). Clearly, it has the infrastructure that is needed for an organization of its size and kind.
The history of Amul can be traced to December 1946, when some dairy farmers under the legendary leadership of Tribhuvandas Patel registered the Kaira District Co-operative Milk Producers’ Union. The Father of the White Revolution in India, Verghese Kurien joined the Union as General Manager in 1950. In 1957, Kaira Co-operative registered the brand ‘Amul’. In 1973, The Gujarat Co-operative Milk Marketing Federation was set up, and today it is the country’s largest dairy marketing organization.
The co-operative movement not only assured good returns to farmers but also provided consumers with quality products under the brand names of Amul and Sagar. To make it distinctive from the butter available in the market those days, and also to convey the message that Amul butter was produced using buffalo milk, additional colour was added to it.
The Amul girl, a bubbly mischievous little girl with an orange face, blue hair and polka dots on her frock, has been the Amul mascot since 1966. Amul campaigns were all light-hearted advertising with hard-sell.
Amul was the market leader all over India, barring Bombay. Hence, in 1966 the Amul account was given to Advertising and Sales Promotion Company with the simple brief: “Dislodge ‘Poison’ from its ‘premier brand’ position in Bombay”. Poison butter was started by Pestonjee Edulji in 1926. The ‘utterly butterly delicious’ campaign was started after research in early 1966 had found that 50 percent of Bombayites had not tasted Amul butter. This hinted at a lack of awareness.
The media, because of lack of colour printing facility, offered little help as a vehicle for advertising. They searched for a vehicle that could allow them a large impact. It was noticed that just one hoarding at Bombay’s Kemps Korner used to give Air India a lot of publicity mileage. So they decided: ‘Why not try something like the Air India campaign?’ They had a media plan that included about 17 hoardings. Bus panels were also used effectively. Justification for hoarding and bus panels as media vehicles was that such a judicious mix would give the brand advertising ‘frequency of the clock’ as different from the ‘frequency of the calendar in the case of the press.’ The hoardings and bus panels also offered them the choice of colour. The campaign was a roaring success. It gave Amul a strong foothold in the market. It was also the first ad that used outdoor so intensively, with hoardings, bus panels and posters.
The path-breaking ‘utterly butterly delicious’ campaign (created by Advertising and Sales Promotion Company established the fact that Amul is not as expensive as consumers think. And since then Amul was on the road to success Poison dairy lost its supremacy in Bombay. Many other butter brands entered the market, but none was able to get ar. significant market share. Amul’s brute dominance created a big entry barrier for others. Such was the dominance that eve- companies like the Swiss dairy major Nestle had to make a hasty retreat from the domestic market.
Even today, Amul hoardings continue to dot the skies, with smart spoof ads on topical issues. And being ahead of others in creating interesting tag lines was its strength. After the Ambani break-up, Amul hoardings read ‘share the brea: equally’. The success of Bunty aur Bubbly was captured in ‘Bun, tea aur butterly’. Amul’s spoof ads are much like R.K.Laxman’s ‘common man’ cartoons. The Amul hoarding campaigns are also in the Guinness Records for being the longest running advertising campaigns – for over four decades. Amul ads have become a mirror of life, reflecting the myriads of festivals, cricket events and even politics!
It is not mere smart communication that has led to the runaway success of the brand. Distribution and value for money seem to be the major strengths on which the brand’s popularity rests. About 12 lakh units of butter (all packs put together) are sold daily. They need to ensure that the same quality product is available to a consumer at his nearest outlet and in the pack sizes required by him.
Availability assumes a greater significance when one considers the availability of several alternatives to butter. They ensure that their distributors strive to improve the network, availability, market presence and hygiene. Amul’s advantage is the loyal consumer base and the value for money proposition that it offers. That apart, it enjoys a tremendous distribution network edge over the competition, if any.
Another notable feature of the brand is its deep social connect. The brand has also done its bit in terms of serving good causes, whenever needed. During the Chinese aggression in 1962 Amul diverted all the milk and milk powder collected to the army to meet their requirement.
The brand Amul butter signifies various success stories, be its massive distribution network or catchy advertising and its value for money nature. The four-decade-long leadership is a shining example of how a good operating model can create brands like Amul that surely has made sense of its name – utterly butterly priceless!

1st Block Assessment

Question 1
The effective strategic planning of Amul is reflected by :
Amul has effective distribution strategy
Amul’s brute dominance created a big entry barrier for others
Amul butter is processed at 8 plants
None of above

Question 2
Amul butter success stories rests on
massive distribution network
Effective advertising ans sales promotion
value for money
All of the above

Question 3
“The path breaking success of “”utterly butterly delicious”” campaign rests on”
Effective pricing strtaegies
Advertsing and sales promotion department
Effective distribution system
None of the above

Question 4
“Amul “” ensure that their distributor’s strive to improve the network, availability, market presence””, states ________core concept of marketing”
Selling
Marketing
Production
Product concept

Question 5
Pick the odd one out:
Amul hoardings continue to dot the skies
Amul hoardings campaigns are also in Guinness Records
Amul enjoys tremendous distribution network edge
Gained lot of popularity through Bus Hoardings

Question 6
___________is the country’s largest dairy marketing organisation as
mentioned in the case
The Bombay Milk plant
The Nagpur Milk Refinery
The Gujrat Co-operative Milk
None of the above

Question 7
Amul Butter – A marketing success story depends upon
Its deep rooted distribution and as well as value for money products
Making Amul as not an expensive drink
All of the above
Amul offers the availability several alternatives of butter to consumers.

Question 8
“”” They need to ensure that the same quality product is available to a
consumer at his nearest outlet and in the pack sizes required by him””
highlights _________core concept of marketing”
None of the above
Production concept
Product concept
Both a & b

Question 9
“Amul Butter – A marketing success story, strongly emphaises most on the
following concept”
Marketinh concept
Social concept
Selling concept
Production concept

Question 10
“”” During the chinese aggression in 1962 Amul diverted all milk and milk
powder collected to the army to meet their requirement””, highlights
_________concept of marketing.”
Marketing concept
Societal concept
Poduction concept
None of the above

Quiz Score: 50 out of 100
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2nd Block Assessments

Case Study
Complan’s Positioning Success
The problem of marketing Complan is somewhat unusual. It is, and it is perceived as, ‘far superior’ to competing products. And that is precisely the problem. As one housewife remarked, “It’s too much of a good thing. Do I really need all that? ”

The origin of Complan explains its vastly superior formulation writing customer service goals . It was developed by Glaxo Laboratories as a complete and balanced nourishment for serious medical and surgical patients unable to take normal food. Introduced into the Indian market in the early sixties, Complan was first promoted ‘ethically’, that is, to doctors who then prescribed it for their patients.
This ethical positioning as complete and balanced nourishment obtained very good support from doctors and a growing, if modest, tonnage of sales was achieved. However, after some time growth levelled off. In 1970, Glaxo set up a Family Products group in the Company with the object of promoting some of its ethical brands over-the-counter, that is, promoting them directly to consumers with mass media advertising. It was judged that this would greatly increase their sales volume.
In its very first public appearance, Complan adopted the strategy of ‘Positioning by Competitor’. It positioned itself directly against milk.
‘Your body needs 23 vital foods’, said the first ad, ‘Milk gives 9- Complan gives all 23’
Factual information about these 23 nutrients bodily functions was also given in the ad copy. This advertising and the position assumed by the brand created a high degree of awareness and trials. The consumer off take of the brand rose from a volume index of 100 in 1969-70 to 298 in 1973-74. The steady growth also reflected that a considerable number who tried the brand stuck to it and repeatedly purchased it. But later, a rethinking on this positioning was called for. It was clear that Complan couldn’t displace milk which is a staple source of life, growth and health. A fresh look at the positioning decision logically led to looking at other malted milk-foods like horlicks, viva, bournvita, etc. in the health beverage product lines.
The decision was to reposition complan against horlicks, the leader in the health beverage industry. The new ad headline said: ‘Your body needs 23 vital foods every day. Check: how many do other food drinks give? ‘ The consumer was urged to read the label on the Complan tin and to compare it with the label of his present brand, assumed to be Horlicks. But this strategy bombed. The year 1974-75 was the first time when sales of Complan declined. A thorough review appeared to be need of the hour. A detailed review of the strategy brought some key problems to the surface. Complan’s price was almost twice that of Horlicks. Its taste was disliked by many, especially children. Also, many children related complain to a medicine, useful in sickness or thereafter. It was considered too special, and therefore, selectively used. While other brands were growing. Complan was not.
Complan then got a position not by competitor, but by target user and usage occasion:
‘Complan is ideal for totally fulfilling the nourishment needs of people who cannot or do not eat enough, because only complain is complete with 23 vital foods for the body.’
Complan was positioned as the only brand with enough good things to give her the reassurance she needed. Not only Complan advertising, but the product itself wore a new and more attractive look. The package design was cleaned up and modernized. The product’s taste was improved through a change in the manufacturing process. New flavours were introduced, and the price was increased.
The repositioning strategy, together with product improvements, provided the thrust for a take-off in sales. From an index number of 203 of sales volume in 1974-75, sales shot up to an index of 408 by 1978-79. The availability of full-fledged commercial TV in 1978 and the heavy use of this medium by Complan gave the brand further thrust.
It became clear that price was not the barrier to growth. By positioning Complan in a unique slot, consumers were persuaded to see that it had no real substitute and a new price-value perception was created for the brand. Soon, a sharper, narrow positioning strategy was adopted stressing that Complan was for growing children. Sales data showed that Complan’s growth was accelerated folloing the most recent re-positioning.
Question 1
Complan’s competitor’s include
All of above
Bournvita
Horlicks
Viva

Question 2
Complan decided to ___________against horlick’s.
enter new markets
Reposition
offer different sales promotion
market

Question 3
“Your body needs 23 vital foods every day. Check how many do other food drinks give”. The complan used ___________positioning strategy.”
positioning by target user
None of the above
positioning by usage occasion
positioning by competitor

Question 4
Which of the following statement is true
Complan was liked by children
Complan was never related to a medicine
All of the above
Complan’s price was almost doubled that of horlicks

Question 5
Complan tried the following positioning strategy
positioning by target user
positioning by competitor
All of the above
positioning by usage occasion

Question 6
Which of the following most recent re-positioning led to increase in complan’s sale
Competitor’s positioning strategy
None of the above
narrower positioing strtaegy on growing childern
Ethical positioning strategy

Question 7
As per the case the following factors influenced the behaviour of consumer’s buying complex
personal
Social
Cultural
All of the above

Question 8
Consumers of Complan must havr passed through the following sequential stages in the buying decision process
None of the above
“Information search, evaluation of alternatives, need recognition, purchase decision and post purchase decision.”
“Purchase decision, Information search, evaluation of alternatives, need recognition, and post purchase decision”
“need recognition, Information search, evaluation of alternatives, Purchase decision, and post purchase decision”

Question 9
Marketing research helped the complan to
All of the above
Highlight the like and dislike of taste
Highlight the importance of Complan by making it a complete nourishment drink
Highlight the relationship of price and product

Question 10
“The strength of the marketing leader Horlicks, is highlighted by”
Its appropriate pricing strategy
Increase in sales
Effective positioning strategy
All of the above
50
Quiz Score: 50 out of 100
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3rd Block Assessments
Case Study

HLL to revive ailing Kissan, Annapurna

HLL is reviving its ailing food brands. Kissan is slated for a major relaunch by the year-end while Annapurna atta is likely to gain national status once again with improved formulation and packaging.

Sources say HLL is anticipating tough competition from ITC in jams and sauces. The latter is expected to enter the category shortly and Lever fears aggressive pricing and innovative products from it in this category as well.

The tobacco company has already made rapid inroads into large categories such as atta, biscuits, spices and ready-to-eat food, eating away shares of market leaders. ITC’s Aashirvad atta is the largest selling brand with a marketshare in excess of 35%.

HLL is planning to relaunch salt, atta and jam with new, contemporary packing and significantly improved mix. the company has plans to make Annapurna aata a national brand again. HLL had withdrawn atta from the north Indian markets, where it sells the most, because of extremely low margins. At present, it sells atta in some select markets of the south where it charges a higher premium owing to subdued competition.

Analysts say HLL’s failure in understanding local tastes and identifying fast growth categories has resulted in losses in recent years.
Attempts to launch products such as atta and salt under the Annapurna brand had failed to take off. Most of HLL’s innovations in the ready-to-eat segment and instant foods never left the test-marketing stage. Max confectionery and Modern biscuits also failed to make a dent in the market.

Foods constitute around 55% of Unilever’s turnover while it contributes just around 6% to HLL’s revenues. The overall revenues from the foods business dropped between 1998 and 2004 from Rs 2,731 crore to Rs 1,565 crore. For the quarter ended June 2005, however, the foods business experienced a turnaround.

Nokia’s pricing strategy

Nokia is one brand name that inspires all those who are into the mobile culture. Of all the brand that touches our lives, Nokia stands out significantly. It has taken mobility a step forward by creating products with continuous innovations in this industry has made it imperative that every player keeps pace with changes. Nokia has been one step ahead in anticipating future market moves and strategizing accordingly.

Interestingly the company prices its products so competitively that it not only ensures that its margins are covered but also assures revenue maximization.

Let us see how Nokia leveraged it segmentation strategies, appealed to various segments with uniquely designed messages and differentiated between its products at every level to communicate and connect effectively with the intended target audience. When Nokia positions its product to the top end segment, it does it as a classy product. To the middle segment customers it is in the form of the best alternative. To the lower end segment, the carrot is that Nokia gives real value, as a high tech product, at low affordable price.

The pricing strategy of Nokia can be better understood when the juxtaposed with the skimming strategy and further interposed on Philip Kotler’s nine price/quality strategies model.

With a vast family of brand that caters to every segment, one can clearly see how Nokia, yielding to the pressure due to the competitive and innovative mobile handset market, slides each brand down the segments, one at a time by reducing its prices carefully and consistently).

Here are some live examples of Nokia’s skimming pricing strategy:

High Medium Low
High 1. Premium Strategy 2. High-value Strategy 3. Super-value Strategy
Medium 4. Overcharging Strategy 5. Medium-value
Strategy 6. Good -value
Strategy
Low 7. Rip-off Strategy 8. False economy Strategy 9. Economy Strategy
(Source: Phillip Kotler, Marketing Management, 11ed., Pearson/PHI)

Classic Nokia 8250:

Nokia phone model 8250which was available with the vendors during the year 2000 was price at Rs. 18000. It was without modern features like camera and MMS. The telecommunications infrastructure of the country was in its initial stages and so were the service provider’s fares. Hence only the premium segment could have afforded the phone. However with the easing of the government regulations and increased competition, market dynamics changed, and during 2004, the price of the model took a nosedive and was made available for Rs. 8000-10000. Now the model has been completely phased out. Only second hand products are available. Here was one product which despite market forces maintains its price distinction and continued to carry a premium connotation to it.

Neo Classic Nokia 6600:

This model from Nokia was made available in 2003, complete with a color screen, integrated camera and other contemporary features. In the beginning the product was prices in the range of Rs. 21000-22000. By November 2004, it was available in much lower, 15000-16000 range. The model is currently available for price of Rs. 9000-10000 only.

Modern Nokia 9500:

This is known as the snazziest model ever launched by Nokia in India. The Nokia 9500 communicator comes with office features and a large screen, coupled with increase and Bluetooth technology. Available in the market since 2005, it was initially priced at 42,000, but currently can be bought for just 26,000.

All the above models were produced in quick succession and Nokia’s strategy was to deliberately allow them to eat into each other’s market share. At the same time, Nokia proliferated the market with as many models as possible by 2006, at virtually every price point. Each one of Nokia’s model played a role in catapulting Nokia to the top of the heap, in the Indian mobile handset market.

It would be apt to map Nokia’s pricing strategy on the line of the premium, high value, and super value strategy, especially on the price-quality model.

On the flip side, consistent price cuts in rapid succession have the potential of smearing the brand image. But, in the buoyant telecom sector, where change is name of the game, the consumer is discerning enough to have a rational outlook towards a particular brand and its attributes, irrespective of the pricing strategy.

After all, skimming or no skimming, customer benefit is almost always guaranteed in the price sensitive competitive market.

Question 1
What strategies should be adopted by HLL at marurity stage to counter ITC entry
Marketing mix Modification
Market modification
Product modification
All of above

Question 2
“””The company HLL is planning to make Annapurna atta a national brand”” is an marketing strategy in Product life cycle of”
Product modification
Market Modification
market mix modification
None of the above

Question 3
“Most of Hindustan Lever Limited innovations in the ready to eat segment and instant foods , failed at ______stage of Product life cycle”
Test marketing
commercialisation
Product development
idea generation

Question 4
“””HLL had withdrawn atta from the north Indian markets”” reflects the ___________stage of Product life cycle”
Maturity
Growth
Decline
Introduction

Question 5
“The ITC company lets assume has 3 atta variants, 2 biscuits variants, 2 spices and 5 ready to eat food products.Mark the correct option”
Product width =3
Product Length =12
None of the above
Product Depth = 4

Question 6
Nokia’s pricing strategies aims to fulfill the following objectives:
All of the above
Ensure a specified target sales for different segments
Profit maximization
maintain price leadership

Question 7
“Among the various brands mentioned in the “”Noika Pricing Strategy””, modern Nokia 9500 communicator follows the ________pricing strategy.”
Rip-off strtaegy
Economy strategy
Medium-value strategy
Premium strategy

Question 8
“Nokia leveraged its pricing strategies to appeal different segments uniquely”, mark the correct option based on this statement”
For low-end segment it presents a low-technology product
For top end segment presents a classy product
None of the above
For middle segment it presents a costly product

Question 9
Nokia follows the _________pricing strategy
both a&b
Psychological pricing strategy
Competition oriented pricing
Demand/market based pricing strategy

Question 10
Pricing strategy of Nokia is an outcome of
Kept a future market vision
Technological Innovation
Continuous Innovation
All of the above

Quiz Score: 50 out of 100
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4th Block Assessments

Case Study
“Our biggest challenge is not how to expand the market in India, but how to convince the indifferent Indian consumers about the world-class quality of Amway Products. The quality of the product is Amway’s strength.”
– Sudershan Banerjee, CEO & MD, Amway India in 1999.
A Dream Gone Awry In the late 1990s, the global direct selling giant Amway had to contend with increasing doubts regarding its survival in India. The company that had become synonymous with network marketing or multi-level marketing (MLM)1 the worldover was beset with problems.

Media reports were quick to point out Amway’s failure to sell the basic concept of direct selling to the Indians. Though the company managed to rope in a substantial number of distributors, the attrition rate was at an alarming high of 60-65%. Most of the products that the distributors bought, they consumed themselves. Estimates put the percentage of self-consumption at almost 50-60% of the total volume. (There were rumors that some distributors enrolled just to take advantage of the distributor’s margin of 18-30%). In the initial stages, when trials were the only criterion, this worked well. However, this self-consumption did not translate into repeat purchases. This was because the percentage of ‘active’ distributors at any given point
of time remained at a low level of 35-40%.
A Dream Gone Awry Contd…

Many people who joined in the initial frenzy returned the product kits within the first month. Company sources claimed that the returns constituted just 1% of the total strength, but rivals and ex-employees put the figure at over 5%. Of the total distributors, only about 10% showed reasonably high levels of activity. To top it all, Amway was burdened with an image that had little basis in fact. Its products began to be perceived as being very expensive and meant only for the premium segment. This was identified as the single biggest reason for the high attrition rate. What was overlooked was the fact that almost all Amway products were concentrates.
When used in the proper diluted form, the cost per use of each product worked out to be at par with (and in some cases, even lower than) the nearest competitor’s products. For instance, the product named LOC (priced above Rs 320 for a 1-liter pack), when diluted gave around 165 bottles. The cost per usage was thus very low. Either the distributors were themselves not aware of this fact, or they were unable to communicate
this to the customers.

Since the distributors themselves were unsure about the price-value equation of the products they were selling, they could not effectively convince the consumers either. Amway also had to contend with customers complaining of poor customer service on the part of the company.
Analysts commented that as long as the volume of products that moved through the network was high, network market such as Amway were satisfied. Even though customers complained of the lack of services, the company deemed it more beneficial to go for higher salesforce motivation programs rather than undertake customer service initiatives. This was largely due to the fact that the company was almost never involved directly with the end-consumers and the sales volumes were the end of all discussions.

Making of the Dream
Privately held by the DeVos and Van Andel families of US, Amway, short for American Way, was set up in 1959. Amway and its publicly traded sister companies supported 53 affiliate operations worldwide. About 70% of Amway’s sales were outside North America. With over 12,000 employees around the world, Amway was renowned for its strong R&D centre in Michigan, which had 24 laboratories.
Amway was present in over 80 countries and its manufacturing plants were located in US, Hungary, Korea,
China and India. The company had over 3 million distributors across the world. Besides its direct selling portfolio of 450 products, Amway promoted around 3,000 products through catalogue sales2 as well. Amway had received permission from the Foreign Investment Promotion Board (FIPB) in 1994, to invest $15 million in the Indian operations and to source products from India. The company began with identifying small and medium-scale companies to source its products from. Commercial operations began in May 1998 with a partnership arrangement with Network 21, a company, which acted as a support system and assisted in organizing training, seminars and meetings.
Besides its extensive internal research efforts before entering India, Amway also conducted market research through agencies such as Pathfinders and ORG-MARG. Though prior to its entry into India, Amway did recognize the need for a special India-specific pricing strategy and eventually there were just a few marginal cuts in the prices, which were still almost 20% higher than those of the competing FMCG products.

The company began with appointing distributors in the country by adopting the ‘NRI sponsored’ by getting NRIs to rope in their friends/relatives in India into Amway distributorship. These distributors were duly provided with starter business kits containing products, training material, and sales literature.
The company’s introductory product range comprised four home care and two personal care products, made available to distributors at the Amway Distribution Centers (ADCs) or through tele-service. A significant portion of Amway’s investment was on transferring state-of-the-art technology and processes to third-party manufacturers from the small and medium-scale sectors for the indigenous production of its product range.
Amway assisted its three manufacturing partners, the ISO 9001-certified Jejuplast at Pune, Naisa Industries at Daman, and the Hyderabad-based Sarvotham Care, to achieve benchmarking levels of product development, engineering and quality. These facilities were equipped with advanced machinery and world class technologies for production, packaging, and water filtration. Amway scientists and engineers at the India Technical Centre provided assistance in the processes of technology transfer and quality control. The company supported its independent distributors with five full service ADCs at New Delhi, Bangalore,
Chennai, Calcutta and Mumbai. ADCs operated as product selection centers for Amway’s entire product range and as training centers for distributors. Amway appointed Sembawang Shriram Integrated Logistics, and Mumbai-based First Flight Couriers as its total logistics partners for home delivery of Amway products
across 151 cities in the country. Amway’s domestic operations fell into five areas – personal care, homecare, nutrition, cosmetics and home
tech. The company introduced India-specific products, in pursuance of its go ‘glocal’ philosophy. Also, for the first time in its history, Amway utilized media advertising to promote its products. In the beginning, Amway had to deal with the negative attitude of many Indians to direct selling. Direct selling was typically seen as unwelcome, an intrusion into one’s privacy. This was true to a certain extent. Sales people often used a ‘hardsell’, the product quality was sometimes poor and most importantly, the salespeople were poorly trained and lacking in motivation. However, Amway changed all this radically and a significant change was brought
in the field. Amway was able to break the time tested and traditional distribution set-up of manufacturer-distributorretailer- consumer. Within 11 months, Amway became the country’s largest direct selling company and after two years of the commercial launch, Amway’s distributor base crossed the 200,000 mark. Its strengths were clearly manifested in the aggressive product launch plans, its products which claimed to exceed consumer expectations, the ‘money back’ policy, and a distribution network spread across 26 cities servicing more than
306 locations. In 1999, Amway reported a sales figure of Rs 100 crore. Reacting to reports stating this as a ‘below-expectations’ figure, company sources commented that the concept of network marketing had not been a constraint for Amway.
The then CEO & MD Bill Pinckney commented, “The direct selling model is not new to India. What’s new is the structure. And while it’s true that consumers do not rush in to buy an Amway product, network marketing works as a low-key approach and evolves over time.” However, the problems like distributor attrition, a false ‘premium’ image and customer dissatisfaction soon began surfacing. Amway could not sit back and let competitors like Oriflame, Avon and Modicare take advantage of its weaknesses.
Picking up the Pieces Amway soon woke up to the reality that it had to take steps to put its MLM machinery back to the track. For
this, it had to first identify where it had gone wrong. Amway realized that like most direct marketing networks, it had hoped to leverage the global promise of the lucrative business opportunity for its distributors.
Though this made sense in the developed consumer markets of the West, in India, distributors also needed to know the value of the products they were selling, this aspect was overlooked by the company. One of the first ‘corrective’ measures it took was putting stickers on its products, which clearly indicated the number of
usages very clearly. For instance, it introduced stickers on the packs of its car-wash solution to emphasize the number of washes that a consumer could get per bottle. The idea was to firmly establish the fact of Amway’s products being highly concentrated and with very low per usage cost. This practice was later expanded to other products as well. Amway realized that a complicated market such as India needed a focused approach for each of the product categories. To strengthen its product focus,
Amway set up strategic business units. Thus, though Amway had centralized marketing of all products worldwide, its Indian arm appointed category managers for individual product categories.
Amway also decided to focus on the market in the smaller towns. Quick expansion of the distribution network to smaller towns was identified as a major tool to offset the impact of attrition. The gameplan was to reach consumer homes all over directly by making the current distribution system more effective and decentralized.
In early 1999, Amway realized that servicing distributors in 160 cities through its 13 locations was curbing growth due to unavailability of critical infrastructure like networked banks, toll-free phones and multi-service courier companies. The cost of making long-distance calls, the courier companies’ refusal to accept cash and the time taken to deliver products were the three major hurdles that Amway faced. The typical direct selling system comprised a central warehouse located close to the manufacturing locations, which sent the products to regional hubs like the metros and then on to the branch offices. As opposed to the traditional
FMCG delivery setup, where the distributors or retailers carried inventory, here it was taken care of by the company warehouses and their region-specific distribution centers.
Long distance calls and courier companies took care of distribution in cities where the company had no presence. However, with these facilities not being upto the mark, Amway decided that it had to effectively handle these issues and rapidly expand its offices in order to capture the growing direct selling clientele in the country.
The company also decided to give incentives to cost and freight agents (C&FAs) who could deliver parcels in the same city within 48 hours outside, in about 72 hours. Amway then planned to tap unemployed youth in smaller towns by subsidizing the entry fee for the starters’ sales kit. Amway also offered to finance the sales kits through interest-free loans. It even gave free kits to visually impaired youth in Rajasthan.
But media reports were skeptical about Amway’s strategy to use localized strategies for its global products.

This ‘gamble’ as Amway’s biggest test case the world over, they remarked. In a bid to make its products more affordable, Amway introduced value-for-money ‘chhota (small) packs’ in December 1999. The sachets
significantly boosted sales.
Sachets had two advantages – they helped Amway shake-off the ‘super-premium-products-only’ tag, and with their lower prices invited consumers from lower income levels to try the products. This was expected to brand penetration. The most significant of Amway’s Indian initiatives were its ‘Indianisation’ efforts.
The company started printing Hindi slogan ‘Hamara apna business’ (our own business) on its stationery. The company’s first product line, Persona, was created specially for the Indian consumers. Amway even named its expansion drives as ‘Operation Gaadi’ and ‘Operation Ghar.’ Operation Gaadi was launched in east-Uttar Pradesh where a store was mounted on a truck and made trips to different regions on different days. The project was later extended to West Bengal as well. Operation Ghar was primarily designed to provide better service to the customers as well as to its large family of distributors. Involving an outlay of Rs 15 crore in its
Phase I, Operation Ghar eventually covered 19 state capitals. Operation Ghar was designed to provide five Es – ease of ordering, ease of paying, ease of receiving, ease of returning and ease of
information/operations. Amway also utilized the Internet and electronic kiosks to hook up with its distributors and give them information.
‘Network’ing its Way into the Future
By 2004, Amway planned to become a Rs 1000 crore company with a physical presence in 198 centers across India. The company also revealed that by 2002, it would be selling all the 450 Amway products that were available abroad, in India. As part of its plans to tap unexplored markets, Amway announced an ambitious expansion of its distribution infrastructure in Andhra Pradesh, which included setting up a
warehouse. Once the marketing business in urban areas was strengthened, Amway planned to turn tis attention to untapped rural areas as well. Even as Amway was establishing its roots in India, it was already facing troubles abroad. The very concept of network marketing was being threatened by the growing popularity of e-commerce and the Internet.
Through the World Wide Web, manufacturers had the opportunity of engaging in one-on-one direct selling in an even simpler way. This posed a major threat to multilevel marketers. However, the real threat seemed to be the merging of telecom networks with the cable television operators. This brought the customer directly in
touch with the company through telemarketing tools. This would naturally make the salesperson obsolete. Ofcourse, given the pace of developments on the Indian telecommunications front, network marketers could take it easy for least some more years. However, Amway prepared to meet these challenges by taking initiatives to further strengthen its online presence. With Internet usage levels increasing and little spare time for shopping, Amway believed that the Indians
would gradually move to online shopping. But it thought the process would take time, as het pleasure of window-shopping and the actual shopping experience could not be replaced very easily. Amway provided graphics and three-dimensional views in the product display sections on its website. The company also planned to have portals in various Indian languages to ensure wide coverage.

Question 1
Amway products failed to gain growth because of
its percieved to be very expensive
Self consumption by distributor’s
All of above
distributor’s unsure about price value equation of the products

Question 2
A distribution system rests on
Multi-Level Marketing
Network Marketing
Direct Selling
None of the above

Question 3
Pick the correct statement
Amway planned to concentrate more on salesforce motivation programme rather than on customer services
both a&b
None of the above
Amway had a direct selling portfolio of 450 products

Question 4
Amway relaized that servicing distributors in 160 cities through its 13 locations was curbing growth due to :
Unrelaible multi-service companies
lack of tool-free numbers
Lack of networked banks
All of the above

Question 5
Amway radically and significantly changed the attitude of ______________ among many indian mindsets
Advertising
Social Marketing
All of the above
Direct Selling

Question 6
Distributor attrition rate was tackled by
Expanding the distribution network in larger towns
The distribution system to be made more centralized
All of the above
Teaching distributors to know the value of product

Question 7 0 / 10 pts
Amway realized that the distributors growth was hampered by _______________
All of the above
availability of multi service courier companies
Unavailability of critical infrastructure
Availability of toll free phones

Question 8
Amway great efforts to capture Indian markets constitute the following
Introduction of value for money chhota packs
Long distance calls and courier companies to replace cities where the company had no presence
All of the above
Initiatives for its Indianisation efforts

Question 9
“As per the latest trends, the Amway utilized the ___________ to hook up with its distribution strategy”
None of the above
Social marketing
Pubilicity
Internet

Question 10
The salesperson is negatively effected or has become obsolete because of
Sales Promotion
E-Commerce
Effective marketing publicity
Effective public relationship

Quiz Score: 100 out of 100
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5th Block Assessments

Case Study
Promotion Goes the 360° Way
The advertising, or marketing communications industry in India has of age. From a bare R.S .2000 crore in 1995, by the beginning of 2005 industry has grown into a Rs. 12000 crore business (500 percent) and its future forecasts excellent growth. For the year 2005, the industry growth is estimated at 12 percent. About 80 percent of revenue is coming in from traditional sources and 20 percent from non-conventional (non- advertising) sources. An entertainment boom has resulted in many agencies registering over 40 percent growth in that segment. Mobile communication (SMS and MMS) has emerged as a significant revenue stream for agencies. Direct marketing and Interactive are the buzzwords, reflected in the 21 percent growth of OgilvyOne,0 and M’s fastest growing division.
Yet, advertising agencies are under pressure like never before. Clients are demanding more accountability and calling for Integrated Marketing communication (IMC). Consumer research and understanding should now be more effective, as consumer tastes and preferences are changing and becoming more unpredictable, as choices in the market abound.
The Opportunity In New Segments
Rs/crores
Sports marketing’ 300 – 350
Entertainment marketing 100 – 150
Retail 200 – 250
Interactive 150
Outdoors 800 – 900
Market activation 2500 – 3000

• Note: Sports marketing excludes broadcast opportunities.
The total commercial airtime on Indian television went up from 51 million seconds five years ago to 214 million seconds in 2004. But the average duration of ads came down from 20 seconds to 10-12 seconds, contributing to an increasing clutter on TV. Alongside, the TRPs (television rating points) of commercials also plunged 18.20 percent, because fewer people are watching the increasing number of ads. So now clients and agencies are looking for better alternatives like IMC.
Direct marketing, customer relationship management (CRM), event management, the Internet, mobile (SMS) and rural initiatives have become key areas of business. That is really what the multimedia 360° approach is all about and the idea is to get as close to the consumer as possible. The key to effective promotion today is to engage consumers at multiple touch points like in a retail outlet, ATMs, a multiplex, a mall, a mobile phone or the Internet. And advertising agencies are repositioning themselves in the changed scenario as full-fledged marketing and communication providers.

Question 1
IMC full form is :
None of above
Integrated Marketing Communication
Integrated Marketing Conflict
Internal Marketing Communication

Question 2
As per the case
80% revenus is coming from traditional sources
None of the above
80% revenue is coming from non-conventional sources
20% of revenue is coming from traditional sources

Question 3
As per the case the promotion mix includes :
Direct Marketing
Advertising Agencies
Mobile communication
All of the above

Question 4
The IMC’s greatest challenge in today’s time is to :
Consumer’s ignoring to watch commericals
All of the above
Adapt to the changes of consumer’s tastes and preferences
Both a&b

Question 5
Short term incentives to promote sales is called as _____________
Sales Promotion
Personal Selling
Publicity
Public Relations

Question 6
As per the case the key areas of business for IMC includes:
The Internet
Customer Relationship Management
All of the above
Event Management

Question 7
The Multimedia 360 degree approach emphaises on:
None of the above
Understand Your customer by getting as close to the customer as possible
Aggressive advertising
Constructing more ATM’s

Question 8
According to the case the key to effective promotion today is:
Engage consumers at multiple touchpoints
Design Effective Promotional Strategies
Spent Maximum on entertaintment Industry
None of the above

Question 9
Today the companies are using effective IMC for growth by:
Repositioning of the advertsing agencies as per the changing scenarios
All of the above
Continuous Contact and engage customer
Rural Intitiatives

Question 10
The marketing/communication industry should forsee the opportunity in the
following new segments:
Retail
Market Activation
Outdoors
Entertaintment Marketing

Quiz Score: 100 out of 100
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Full Syllabus Assessment

Case Study
Citibank’s value addition strategy
Citibank is the market leader in India in the credit card market. Citibank card was launched in India in 1990. The major reason for its success in the market is the sophisticated information system that it has developed, innovative customer service and value addition to the product from time to time.
Citibank cards are widely accepted all over India. This has been achieved mainly through the efforts of the sales and distribution wing of the bank to sign up many airlines, hotels, restaurants, petrol pumps, supermarkets, other retail outlets of FMCG and consumer durables, hospitals, etc.
The product range of Citibank includes a wide area – Diners Club Card. Prof erred MasterCard, Preferred Visa Card. Classic MasterCard, Classic Visa Card, with a variety of facilities to its customers. Diners Club Card is an exclusive card targeted at the high income, high society, high lifestyle segment. Preferred and Classic Card series are for the upcoming executive classes, with the Preferred Card offering higher insurance coverage and larger emergency withdrawal limit and other added benefits.
The concept of Moneyback’ or ‘moneyspinner’ is an incentive to make the cardholder use the card more and spend more. The cardholder earns 0.5% of his purchase value as money-back points and when these accumulate to 100 points, a sum of Rs. 100 is credited to his account. Citibank also assists its cardholders to pay their household bills (electricity, phone, etc.), mutual funds and the like where credit cards are not accepted by giving them the facility to dial the bank for issue of a draft, under the ‘Dial-a¬Draft’ scheme. Citibank offers a 25% temporary credit line increase for a period of three months to enable its cardholders to buy consumer durables or celebrate social occasions.
Citibank also provides Personal Accident Insurance free of cost. In the case of immediate reporting of loss of card, Citibank assures a card replacement within 48 to 72 hours. The liability of the cardholder against fraudulent charges is limited for Preferred Cards and zero for Classic Cards. The Credit Shield facility provided ensures that the cardholder’s outstandings are life-insured and are not a burden on their families. The Preferred series offers a Purchase Protection facility of up to Rs.20,000-Rs.50,000 (depending on approved credit limit) on all goods for a period of one month. In addition to these, Citibank advertises the excellent personalized service it extends to its cardholders 24 hours a day, 7 days a week. Its slogan is, “The Citi Never Sleeps’.
Citibank markets its facilities using the tag line “the best way to pay”. It has effectively managed to change the customer perception of a credit card from that of an elitist status symbol to that of a middle market convenience product in a very short span of time. The Bank’s present strategy is to aim at the ‘young and upwardly mobile professionals’ – the yuppies – in the IT and BP0 sectors. It is looking at cities that have a moderately high population and are showing signs of consumerism.
Citibank also offers many discount schemes to its cardholders on various items to be purchased, to induce spending. Another method adopted is inducing member merchant establishments to accept credit card payments even during a sale.
The Citibank-Philips tie-up deal is another value – added scheme. This is called “Bag-a-Bonanza”, where Citibank polders will get discounts and extended warranty on a variety of Philips products. All these offers are regularly informed customers through direct mail and advertisements in the newspapers.
In the context of direct marketing, Citibank asks its own card members to persuade their friends, relatives and acquaintances to acquire a Citibank card. By getting a specified number of credit card members, the original member would be entitled to a prize.
Citibank has also tied up with other organizations for co-branding. For example, there is Jet Airways-Citibank Card where mileage points gained on travel can be used for purchases through redemption.
Citibank has used the concept of cross-selling to its advantage. Since Citibank is a global consumer bank, it has large number of clients who take loans or make a deposit in the bank. These clients are induced to buy a card since they can get a discount on the card fee. Simultaneously, Citibank card owners get a discount on the interest rates for house and car loans which they find very attractive.
Citibank employs agencies to go to various offices and households to market the Citibank credit card. It retains cardholders by adding value to the card that the holder possesses.
Finally, Citibank owes its success due to its ability to move fast. Its competitors take a long time to catch up with its innovations. This gives Citibank the benefits of its innovations. Citibank was the first to tie up with petrol pumps to accept credit cards. All these value added innovative services will be remembered by members when it is time for renewal of the card membership.

Question 1
Citi Banks different product mix includes
Preferred Visa Card
Diners Club Crad
Preferred MasterCard
All of above

Question 2
“””Citibank also provides personal accident insurance free of cost””, states ____________ concept of marketing”
Customer concept
Production concept
Selling concept
the societal marketing concept

Question 3
Citibank’s market leader strategies in the credit card industry rests on __________________ concept
the marketing concept
None of the above
Production concept
Selling concept

Question 4
Citibank’s success in the market is due to
All of the above
innovative customer service
sophisticated information system
value addition to the product from time to time

Question 5
Citibank’s promotional mix includes
All of the above
Sales Promotion
Advertising
Personal selling

Question 6
The wide product range of Citibank card is successful because of ________________ effective strategy
All of the above
Targeting
Positioning
Segmentation

Question 7
Citibank cards are in the ________________ stage of product life cycle
Maturity
Introduction
Growth
Decline

Question 8
Citibank’s new card development begins with
Idea generation
concept development
product development
Business Analysis

Question 9
Citibank owes it success to _________
All of the above
innovative strategies
ability to fast
Tie-up with other companies

Question 10 0 / 10 pts
Citibank’s successful value addition strategy can be contributed to :
Citibank’s innovative competitive strategies
Citibank’s Successful co-branding strategies
Understanding the customer’s needs and designing the product accordingly
All of the above

Quiz Score: 100 out of 100
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Live Interactive Session Test

Question 1
Marketing Mix consists of
Product, Place, Prospect, Promotion, Principles, People and Physical evidence
Product, Place, Price, Positioning, Process, People and Physical evidence
Product, Place, Price, Productivity, Process, People and Physical evidence
Product ,Place, Price, Promotion, Process, People and Physical evidence

Question 2
Companies want to generate————- and —————-from the customer
need, desire
desire, demand
want, demand
want, desire

Question 3
Marketing and sales are the same
Yes
No
Maybe
IN some cases

Question 4
Black Box Model of Consumer Behavior is associated with
Philip Kotler
Michael Porter
Al Ries and Jack Trout
Howard-Sheth

Question 5
Post purchase, a dissatisfied customer is facing
spacial convenience
cognitive dissonance
subsequent monitoring
customer aggravation

Question 6
During consumer purchase process External factore include: Marketing Mix andEnvironmental factors
Yes
No
could be
both 1 and 2 options

Question 7
The product has many layers. The inner most one is
Basic
Expected
Core
Potential

Question 8
Capital goods are_________products and Specialty goods are ___________
tangible, consumer
consumer, industrial
industrial, consumer
variable, consumer

Question 9
Stages of Productlife cycle are
Innovatation
Introduction
Introduction
Introduction

Question 10
The true business of every company is to make and keep customers- Quote
is attributed to which management guru?
Philip Kotler
Malcolm Gladwell
Peter Drucker
Sethin Godin

Question 11
The customer lifecycle in CRM has the following stages:
reach, attention, conversion,retention and loyalty
reach, acquisition, consumer-centricretention and loyalty
reach, acquisition, conversion, retention and loyalty
reach, attachment, conversion, retention and loyalty

Question 12
The three types of CRM are
Operative, Analytical and Collosal
Operational, Affective and Collaborative
Operations, Analytic and Cllobarative
Operational, Analytical and Collaborative

Question 13
_________________is the practice of collecting information about a user’s online activity
Online Behaviour Advertising
Data Collecting Advertisng
Private Online Advertising
Online Personal Advertising

Question 14
When the organization, the technology service provider, and the digital
agencies work together is called________________
Team Action Environment
Collaborative Environment
Group Benefit Environment
Collective Collaboration

Question 15
SEO stands for __________________________
Search Entity Optimization
Search Engine Optimize
Search Electric Optimization
Search Engine Optimization

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Legal Aspect Of Business

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AMITY (Assignment)
MBA
Semester 2

Legal Aspect Of Business
Legal Aspect of Business All blocks Solved Assignment

1st Block Assessment.

Case Study

Arti received a circular from Beauty and the Beast Hair Salon advertising massages and manicures for Rs 500. Realising that this was an exceptionally good deal, but not surprised because she knew that they had only just opened and were running a number of good opening specials, she rang and made a booking. When Arti arrived at the salon she was told that there had been a mistake on the circular and it should have said Rs2500. The manager of the salon explained that this was still a good price because normally a massage and manicure would have cost Rs.3500. Arti was furious, as it had taken her 30 minutes to get to the shop by car and if she had known it would cost Rs.2500, she would never have made the booking. Advise Arti. Would your advice have been any different if Arti had the massage and manicure before being told that the cost was Rs.2500. Would she have to pay the full price.

Question 1
Law of contract is
not the whole of agreements nor is it the whole law of obligations
the whole law of agreements
the whole law of obligations
none of the above.

Question 2
An agreement is a voidable contract when it is
enforceable if certain conditions are fulfilled
enforceable bylaw at the option of the aggrieved party
enforceable by both parties
not enforceable at all.

Question 3
A letter of acceptance sufficiently stamped and duly addressed is put into course of transmission. There is
a contract voidable at the option of acceptor
“a contract voidable at the option of offerer,”
“no contract at all,”
a valid

Question 4
Consideration
must move from the promisee
may move from the promisee or any other person
may move from the third party
may move from the promisor.

Question 5
which of the following relationships raise presumption of undue influence?
landlord and tenant
parent and child
Husband and wife
creditor and debtor.

Question 6
“If there is a fraudulent misrepresentation as to the contents of a document , the contract is ”
void
voidable
valid
illegal

Question 7
A contract of life insurance is
a contract of indemnity
not a contract of indemnity
a wagering agreement
a contingent agreement.

Question 8
“If a new contract is substituted in place of an existing contract , it is called ”
alteration
rescission
novation
remission

Question 9
Specific performance may be ordered by the court when
the contract is voidable
damages are an adequate remedy
damages are not an adequate remedy
the contract is uncertain.

Question 10
A wagering agreement is
forbidden by law
immoral
opposed to public policy
none of the above.

Quiz Score: 100 out of 100
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2nd Block Assessment

CASE STUDY

As per Section 148 of the Indian Contract Act – A bailment is the delivery of goods by one person to another for some8purpose, upon a contract that they shall, when the purpose is accomplished, be returned or otherwise disposed of according to the directions of the person delivering them. The person delivering the goods is called the “bailor”. The person to whom they are delivered is called the “bailee”. For example, you deliver some gold to a jeweller B to make bangles for your sister. In this case you are bailor and B is bailee and by delivering gold to B, a reletionship of bailment is created between you and the jeweller.
, Essentials of Valid Bailment
If you analyse the definition of bailment you will find that for creating a relationship of bailment the following features must be present:
Agreement ; Delivery of goods ; Purpose; Return of the specific goods. Pawn or Pledge is a special kind of baillnent where a movable thing is bailed as security for the repayment of a debt or for the performance of a promise. For example, if you borrow rupees one hundred from B and keep your cycle with him as security for repayment, it is a contract of pledge. The person taking the loan is called the pledger or pawnor and the person with whom goods are pledged is called the pawnee. Ownership of the pledged goods does not pass to the pledgee. The general property remains with the pledger but a “special property” in it passes to the pledgee. The special property is a right to the possession of the articles along with the power of sale on default. ‘Delivery of the goods pawned is a necessary element in the making of a pawn. The property pledged should be delivered to the pawnee. Thus, where the producer of a film borrowed a sum of money from a financier-distributor and agreed to deliver the final prints of the film when ready, the agreement was held not to amount to a pledge, there being no actual transfer of possession. Delivery of possession may be actual or constructive. Delivery of the key of the godown where the goods are stored is an example of constructive dclivery. Where the goods are in the possession of a third person, who, on thc directions of the ‘pledger, consents to hold them on the pledgee’s behalf, that is enough delivery. A railway receipt is a document of title of the goods and a pledge of the receipt operates as a pledge of the goods. the persons who can make a valid pledge are :The owner, or his authorized agent, or One of the several co-owners, who is in the sole possession of goods, with the consent of other owners, or ; A mercantile agent, who is in possession of the goods with the consent of real owner, or; A person in possession under a voidable contract, before the contract is rescinded, or; A seller, who is in possession of goods after sale or a buyer who has obtained possession of the goods before sale, or; A person who has a limited interest in the property. In such a case the pawn is alid only to the extent of such interest.

Question 1
“In a sale ,if the goods are destroyed , the loss falls on ”
the buyer
the seller
partly on buyer and partly on seller
the seller if price has not been paid

Question 2
the bailment is defined in ______ of Indian Contract Act
Section 148
section 56
Section 42
sction 43

Question 3
“For bailment , which of the following is necessary ?”
Agreement
Purpose
Delivery of Goods
All of above

Question 4
The person who is delivering the goods is called_______
bailee
bailor
delivery man
seller

Question 5
Which of the following statements are False?(a)A pledge can be created both of movable as well as of immovable property; (b) In hypothecation the debtor loses the right to enjoy the goods (c)A person who has obtained the possession of goods under a voidable contract cannot create a valid pledge of such goods
Only A
Only B
Only C
“All A, B & C”

Question 6
who among the following can make a valid Pledge
“The owner, or his authorised agent”
“A mercantile agent, who is in possession of the goods with the consent of real owner”
“A person in possession under a voidable contract, before the contract is rescinded”
All of the options

Question 7
Which of the following are FALSE with respect to the Bailment ? (a)A finder of goods has a right to retain the goods until he is paid his expenses by the owner; (b)If the goods are bailed for a fixed period, the bailment does not necessarily terminate at the end of that period; (c)A gratuitous bailmcnt cannot be terminated by the bailor before theexpiry of the time for which the goods were bailed.
Option B& C
Option A
option A,B&C
Option A & C

Question 8
The bailor is bound to disclose to the bailee______
faults of goods
price of goods
weight of goods
owner of goods

Question 9
What is an essential element of a valid pledge ?
Delivery of goods
Delivery of bills
Price
None of these

Question 10
The Bailment of goods as security for payment of a debt or performance of a promise is called
Pledge
Bailment
Contingent Contract
Agreement

Quiz Score: 100 out of 100
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3rd Block Assessment

CASE STUDY

A lady called Gangabai was entitled, by endorsement, to a Government promissory note, which she had acquired through a broker named Acharya. Subsequently Acharya obtained possession of the note from Bai Gangabai, and he forged her endorsement on the note to himself. Subsequently he endorsed the note over to the defendants, the Bank of India, Ltd. The Bank sent the note, with other notes, to the Government Securities Department with a request for its renewal, and the note was in due course renewed by the prescribed officer of the Government Securities Department. When it was ultimately established that the signature of Bai Gangabai on the note had been forged by Acharya,
Bai Gangabai sued the Secretary of State for the value of the note, and she recovered judgment for the amount due on the note with interest and costs.In this suit the Secretary of State sues the Bank of
India, Ltd., and claims that the Bank is liable to indemnify him against the loss which he incurred by
acting on the request of the Bank for the renewal of the note. Alternatively he claims that the renewed note, or the value thereof, may be returned to him on the basis that it was issued without
consideration, or under a mistake of fact.

Question 1
“When you receive a check made out to you in your name, you are called
the”
maker
holder
assignee
drawer

Question 2
When the date is omitted
the date when the instrument is negotiated is considered the date of issue.
the instrument must be returned and the date inserted.
the date when the instrument is received is considered to be the date of issue.
the instrument is not negotiable

Question 3
A blank indorsement
“requires the words “”without recourse”” on the back of the check”
“requires the words “”with recourse”” on the back of the check.”
consists of the signature alone on the instrument
“requires the words “”pay to the order of”” on the back of a check”

Question 4
A bad cheque is one that
the bank deems to old to honor.
the bank is liable for any loss that you might suffer
is drawn on an account in which there is insufficient funds
is signed by someone other than the drawer

Question 5
“To be negotiable, an instrument”
can be for a fixed or flexible amount of money.
must bear the signature of the drawee or acceptor.
can be oral or written.
must be payable on demand or at a definite time.

Question 6
There are two basic kinds of negotiable instruments
drafts and bonds
drafts and checks
notes and CDs
notes and drafts

Question 7
An assignment is
a restrictive indorsement that allows for the transfer of an instrument from one party to another
a negotiable instrument payable to the order of the person holding it.
the transfer of an agreement in such a way that the transferee becomes a holder.
the transfer of your rights under a contract to someone else

Question 8
A holder in due course is a holder who
accepts all liability for the paying of the instrument
is found with a fraud in the inducement
“takes an instrument for value, in good faith, and without notice”
accepts a properly negotiated instrument

Question 9
The doctrine of caveat emptor applies –
incase of implied conditions and warranties
when the buyer does not intimate the purpose to the seller and depends upon
his own skill and judgment
when goods are sold by sample
when goods are sold by description

Question 10
In case of breach of a warranty , the buyer can –
claim damages only
repudiate the contract
cannot return the goods
refuse to take delivery of the goods

Quiz Score: 100 out of 100
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4th Block Assessment

CASE STUDY

Consumer awareness about their legitimate rights has been constantly growing in recent years. Consumer protection movement is a part of global recognition and concern that consumers are a weak party in buying goods and services as compared to the manufacturers and traders producing and selling them.Ideally, a market economy where firms compete to sell goods and services to the consumers should serve the interests of consumers better but more often than not the consumers are exploited by the adoption of unfair and restrictive trade practices. Far from being a sovereign the consumer is a child who is too weak to resist or challenge the suppliers of goods and services.
Therefore, even in a free market economy he needs protection of his rights by a legal authority. Consumer protection is necessary even in a controlled economy where public enterprises play a dominant role since consumers are likely to be denied their rights in their case too. Most consumers buy goods and services after being lured by advertisements exaggerating the contents and quality of their products or services. Legal support to them is required if they are to be protected from the exploitation and deception by the suppliers so that erring vendors are brought to book.
It is this increasing realisation of the helplessness of the consumers and to ensure their legitimate rights that led to the resolution of the United Nations General Assembly in 1985 recommending to the member states for adopting preventive, protective and curative measures for the benefit of consumers. Thus this resolution required the member states to create agencies for adjudication of consumer claims and to create conducive environment for protection of consumers. In the UN General Assembly resolution Consumer Councils were recommended to be set up for redressal of the complaints and claims of consumers. Consumers are largely denied their due rights, especially in developing countries such as India. The consumers are spread widely all over a country and are poor, illiterate and are generally not aware of their rights, though their awareness has recently increased. The manufacturers and suppliers of goods or services often exploit consumers by adopting a number of unfair and restrictive trade practices. They often merge and also form tacit cartels to raise prices for maximising their profits at the expense of consumers.
For instance, in case of drugs manufacturers generally charge high prices which are much above their cost of production. Some pharmaceutical companies misuse their patent rights to exploit consumers. They
therefore need protection from unfair and restrictive trade practices of producers and suppliers of goods or services.
Misleading advertising is another means by which the producers deceive the consumers. Advertisement is of two types. One is informative advertisement which informs the consumers about the availability of certain products at certain prices. This is not objectionable as it provides information to the consumers.
However, more often the purpose of advertisement by the manufacturers and suppliers is to mislead the illinformed consumers about the quality and contents of their products and services. They indulge in what is called persuasive advertisement to compete away customers from their rivals. Such persuasive
advertisements serve no useful social purpose and lead to deception of consumers.
The cost of advertisement is added to the cost of production and this leads to very high prices being charged from the consumers. The Indian readers will be knowing well that crores of rupees are spent on film actors and cricket players as brand ambassadors and on advertisements on print and electronic media to promote the sale of their products. From whom such heavy costs incurred on advertising are recovered? Such heavy advertising expenditures just enable the manufacturers at the most to maintain their market shares of the product without adding much to its total output. The consumers need protection from such deception of persuasive advertisements.
The government should not allow such heavy advertising cost to be incurred as valid cost for calculation of taxable profits of the firms.
The other and highly injurious practice by the suppliers, especially in India, is widespread practice of
adulteration of commodities. The adulteration by private sector can take place right from the manufacturing point to the ultimate supplier of the products to the consumers.
It has been found that small pebbles and dust are mixed with wheat, maize, jawar and bajra to increase weight, sand is mixed with cement, leaves and barks of some trees are mixed with tea leaves. Again
Vanaspati is often mixed with Desi ghee and butter, etc. All these practices of adulteration are hazardous to health and life of the consumers and they need protection from them. But the most injurious is the widespread practice in India by manufacturers and dealers of spurious drugs which do immense harm to the health and life of the people.
It is due to the above practices of the manufacturers and suppliers which have resulted in consumer
protection movement and have forced the governments to enact legislation to protect the consumers.
Consumerism:
Social movement to protect the consumers from unfair and unhealthy restrictive trade practices by the manufacturers and suppliers is also called consumerism. An eminent management expert states,
“Consumerism is a social movement seeking to augment the rights and powers of consumers”. Similarly,
Boyd and Allen state, “Consumerism may be defined as the dedication of those activities of both public and private organisations which are designed to protect individuals from practices that impinge upon their rights as consumers”.

Question 1
Those complaints can be filed in the State Commission where the value of goods or services and the compensation claimed is
More than 20 lakhs but less than Rs. 1 crore
More than 1 crore
Less than 20 lakhs
More than 10 lakhs but less than 20 lakhs

Question 2
Which of the following is not a function of consumer organisations NGOs ?
Accelerating consumer awareness
“Filing suits, complaints on behalf of consumers”
Solving personal and marital problems of consumers
Collecting data on different products and testing them

Question 3
Some ways and means of consumer protection followed in India include
Lok adalats
Public interest litigation
Redressal forums and consumer
All

Question 4
The following is not a consumer
The insurance company
A licensee to run a phone
A lottery ticket holder
All the above

Question 5
Members of state consumer protection council should not exceed
Two
Five
Ten
Three

Question 6
The chairman of the district consumer protection council is
District magistrate
Collector of the District
MP of the district
None of these

Question 7
Any person aggrieved by an order made by the District forum may prefer an appeal such order to the State commission within
60 days
90 days
1 month
Thirty days

Question 8
Any person prefer an appeal to state commission shall be deposited amount in prescribed manner
Fifty percent of that amount
Twenty five thousand rupees
Whichever is less of the above A&B
None of these

Question 9
The central council shall meet as and when necessary but at least ___ meeting of the council shall be held every year
One
Two
Three
Four

Question 10
Which one of the following know as Consumer disputes redressal agency
District forum
State commission
National commission
All the above

Quiz Score: 100 out of 100
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5th Block Assessment

CASE STUDY

A company wants to include the following clause in its Articles of Association: “Each director shall be entitled to be paid out of the funds of the company for attending meetings of the Board or a Committee thereof including adjourned meeting such sum as sitting fees as shall be determined from time to time by the
Directors but not exceeding a sum of `30,000 for each such meeting to be attended by the Director.”
You are required to advise the company as to the validity of such a clause and the correct legal position under the provisions of the Companies Act, 2013.

Question 1
“In case of a wrongful dishonour of a cheque by a banker having funds to the
credit of the customer ,the court may award—-”
ordinary damages
nominal damages
exemplary damages
contemptuous damages.

Question 2
Share holders are _________
Owners
Creditors
Debtors
None of the above

Question 3
Which of the following have voting rights _______
Share holders
Debenture holder
Both (a) & (b)
None of the above

Question 4
Debentures which have the charge on the property of the company is ________
Secured
Unsecured
Registered
None of the above

Question 5
Commencement of winding up of a company does not affect the nature of ______
A fixed charge
A floating charge
Both a) & b)
None of the above

Question 6
What is the time limit for conducting statutory meeting?
1 to 5 months
1 to 6 months
1 to 9 months
None of these

Question 7
Debenture holders are ________
Owners
Creditors
Debtors
None of the above

Question 8
Debentures payable to a holder of certificate is called ________
Bearer
Unregistered
Secured
Both (a) & (b)

Question 9
_______ is a charge when it is made specifically to cover assets
Fixed
Specific
Floating
Both (a) & (b)

Question 10
In case of Statutory General Meeting receipts & payments are prepared up to
_______ days before the date of report
3
5
7
10

Quiz Score: 100 out of 100
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Full Syllabus Assessment

CASE STUDY

The Kentucky Fried Chicken -the world’s largest chicken based fast food chain and part of the $28
MILLION Pepsico group-decided to open about 100 outlets in India, the first one being in Bangalore. TheBangalore City Corporation charged the outlet with serving chicken with levels of mono sodium glutamate (MSG)- a flavouring agent-far higher than those permitted under the Prevention of Food Adulteration Act, 1954. MSG goes under many names:”Ajinomoto and Chinese Powder”. This flavouring agent stimulates the taste buds and makes them extra sensitive. Thus, the food is perceived to be tasty without actually making it tasty.
A local unit of a political party threatened to demolish the outlet of KFC, claimimg that it was a
Cultural invasion that focus unhealthy eating habits on the unsuspecting Indians. Is it afault of KFC? Once the government allows the entry of KFC, knowing fully well the type of business being carried on by KFC, how can you criticse it on the ground of cultural invasion?
In Delhi also, the decision to permit Pepsi Food to open a KFC outlet was criticised. This was in
Sequel to the action of the Bangalore City Corporation. It was alleged that the Chicken sold led to several health problems.
The Indian Food and Drug Administration has put down a limit of 1 percent for all food additives,
And anything above that amounts to adulteration. It is alleged that the samples picked up from KFC
Contained 2 percent of MSG. Also, it is insisted that packaged food containing MSG should declare the fact on the pack along with the warning -“Not suitable for infants under 12months”.

Question 1
In the given below who are required to hold A.G.M _______
Public company
Private company
Government company
All the three

Question 2
The expenses of holding an E.G.M by the requisitionists will be ultimately borne by
Company
Requisitionists
all directors in default
None of the above

Question 3
Which one or more of the following resolution need not be filed with the registrar
Special resolution
A resolution of Board relating to appointment of a managing director
A resolution approving the appointment of a sole selling agent
An ordinary resolution

Question 4
President of district forum is
Collector of the district
A person who are qualified as advocate
A person who are qualified to be a district judge
None of these

Question 5
A contract creates
rights in personam
rights in rem
only rights and no obligations
only obligations and no rights.

Question 6
Compromise of dispute claims
is a good consideration for a contract
is not a good consideration for a contract
results in a void agreement
is not permitted by law

Question 7
“Where consent is caused by fraud or misrepresentation , the contract is ”
voidable at the option of the aggrieved party
void
unenforceable
not affected in any manner .

Question 8
“Where both the parties to an agreement are under a mistake as a matter of fact essential to the agreement ,the agreement is”
void
voidable
illegal
not affected at all.

Question 9
“When a person positively asserts that a fact is true when his information does not warrant it to be so, though he believes it to be true, there is”
misrepresentation
fraud
undue influence
coercion

Question 10
In which one or more of the following company a member does not have a
right to appoint
Public company having share capital
Public company not having share capital
Private company not having a share capital
None of the above

Quiz Score: 100 out of 100
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Live interactive session test

Question 1
which of the following is an essential element of a valid contract ?
Legal obligation
Lawful consideration
Capacity of parties
All of above

Question 2
“””Promisee”” is the person _____”
to whom the offer is made
the person who makes the offer
both a & b
None of these

Question 3
Mercantile Law is a Body of law that deals with and
customs & practices of local commerce
customs & practices of international commerce
both a & b
None of these

Question 4
Persons incapable of entering into a contract?
unsound mind
minor
disqualified by law
All of above

Question 5
Discharg of contract can be done by : (A)By Performance ; (B)By mutual
agreement ; ( c) By Supervening Impossibility
Only A
Only A & B
“All A,B & C”
Only B & C

Question 6
“According to Enforceability , contract can be classified as : (a) Valid contract
; (b) illegal Contracts ; ( c) voidable contracts”
“All A, B & C”
Only A & B
Only B & C
Only A & C

Question 7
which of the following is a kind of negotiable instrument ?
Bill of exchange
Promissory note
Cheque
All of above

Question 8
“In a Bill of Exchange, there are___ Parties. ”
3
7
8
10

Question 9
which of the following is a kind of Presentment ?
Presentment of Bills of exchange for Payment
Presentment of Negotiable instruments for payment
both a & b
None of these

Question 10
which of the following is a right of a Consumer?
Right to safety
Right to information
Right to be heard
All of above

Question 11
The monetary jurisdiction of National Commission is___
more than one crore
Between 20 lakhs to one crore
upto 20 lakhs
Between 5 lakhs to 25 lakhs

Question 12
The objective of Consumer Protection Act is to_____
To make provisions for better protection of the interests of consumers
To establish consumer protection councils
To establish authorities for the settlement of consumers disputes
All of above

Question 13
Dividend paid to the equity shareholders are paid according to the_____?
Profits earned
Fixed rate
increasing rate
None of these

Question 14
which of the following is correct in context of Memorandum of association
contains fundamental conditions upon which alone the company can be
incorporated
tells the utmost possible scope of its operations beyond which actions cannot go
both a & b
None of these

Question 15
which of the following is the feature of a company
Separate Legal Entity
Perpetual Succession
Artificial Person
All of above

Quiz Score: 150 out of 150
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Human Resource Management

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AMITY (Assignment)
MBA
Semester 2

Human Resource Management
Human Resource Management All blocks Solved Assignment

1st Block Assessment

Case Study

It was time for drawing up the HR budget for the financial year 2016-17. Nina, Head (Human Resources) of
ABC Incorporated, was pondering on the amount to be allocated for the Training & Development (T&D) activities. The top management was getting increasingly wary of shelling out funds when it came to T&D expenditure, but Nina had to immediately get a training program underway for the 50 new joinees approved by the management. ABC Incorporated, an MNC headquartered at Bengaluru, had hired 50 new management trainees in November 2015 from a few of the premier business schools in India. These recruits had joined the company in April 2016. Nina was given the responsibility of putting the new joinees through a proper induction program that would make it easier for them to get acquainted with their job profiles. Nina, who was leading a team of four HR executives, decided to conduct a 5-day-long training program for the Nina firstly understood the process of measuring HR processes to evaluate the training cost. She also caluculated the ROI calculation, with special focus on Training ROI. Finaly with all the details Nina defined the scope for future HR managers, how to make their decisions more objective with the help of data.

Question 1
Nina was given the responsibility of putting the new joinees through a proper induction program that would make it easier for them to get acquainted with their job profiles. How did Nina manage to conduct the trainings?
By outsourcing trainers
By conducting training with tailored programmes
None of the above
By deligating the responsibility to others

Question 2
“While creating the financial budget for HR depart, Nina tried to evaluate the training cost. She also caluculated the ROI calculation, with special focus on Training ROI. Theoretically, what had Nina done?”
All of the above
Linked the HR strategy to business strategy
Linked the role of HR with finance
Managed the managemet by including in the total budget

Question 3
How did Nina calculate the training cost in HR budget?
By evaluating the training cost and caluculating the ROI
By evaluating the total cost and caluculating the ROI with special focus on Training ROI
By evaluating the training cost and caluculating the ROI with special focus on Training ROI
None of the above

Question 4
“What methods is used in the new age HR functions, while making decision regarding any function within the organisation?”
Decentralised method of decision making
None of the above
Centralised method of decision making
Team level method of decision making

Question 5
“In the changing role of HRM, what are the new roles in the HR department?”
HR Consultant
All of the above
Rule Maker
Policy Desseminator

Question 6
What term is used for job analysis within the changing role of HRM?
Business Orientation
Competency Assessment
None of the above
HR Management

Question 7
“According to your understanding, why do you think that the HR department is asked to create the budget of the year?”
All of the above
Shifting role from a guide to that of a strategic partner
Become a part of the management
Shifting role from management to consultant

Question 8
Why was there a delay in starting the training program for the new recruits by
ACB Incorporated?
Lack of infrastructure
Delay in the fund approval by the management
None of the above
Lack of trainer

Question 9
How did Nina get the training fund for a finaincial year approved?
Defining the scope for future HR managers
Caluculating the ROI with special focus on Training ROI
Both a and b
Evaluating the performamce of employees after training

Question 10
Where is the HQ of ABC Incorporated?
Mumbai
New Delhi
Bengaluru
Chennai
Quiz Score: 100 out of 100
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2nd Block Assessment

Case Study

The Capital Hotel is located in the capital city of a Central European country. In the past its main clientele has been government officials and administrators in departments of state and managers of heavy industries visiting the capital on official government business. The room occupancy rate was on average 50%. This custom has declined somewhat in the last two years, but it has been more than replaced by business-people from neighbouring countries in the week and by foreign tourists at the weekend. The average room occupancy rate is now 75%; 60% of rooms are sold at ‘rack’ price and it is not uncommon for the hotel to be fully booked especially at weekends. Generally speaking there is greater demand for catering staff at weekends since many tourists like to take lunch in the hotel’s restaurant. However, there is lower demand for housekeeping staff at weekends as tourist customers generally stay for longer periods than businesspeople and make less demands on this service.
Currently the hotel has 240 twin rooms but an extension is now being built and next year there will be 345 twin rooms altogether plus a revamped leisure club with a brand-new swimming pool and spa (run independently as a franchise). The owning company, European Leisure Resorts, wishes to reposition the hotel, re-designing and re-branding the hotel as an up-market “boutique” hotel. A new name is proposed, “The Garden Court”. A new General Manager has been “head-hunted” from one of Russia’s top hotels and her mission is to transform the quality of the hotel while ensuring good value for money. Competitive Pressures and Strategic Responses
During the last two years a number of international hotel groups have opened hotels in the city to cater for the new markets. All of these are known for their high standards of service. Prices are correspondingly high. The management of Capital Hotel believes that to compete they need to improve the standard of service whilst pegging prices some 10% below their competitors. A survey of customers has indicated that customers would like the checking-in process to be made quicker, for service in the restaurants to be speedier and more friendly and for the rooms and public areas to be decorated and furnished to a higher standard.
Hotel Staffing
There are three departments in the hotel – front-of-house/administration, housekeeping/maintenance, and catering. Reception work on three shift system ‘around the clock’. Housekeeping works on a single shift system (from 06:30-16:00) with some overtime working to cover evening cleaning duties. Catering operates a two shift system from 06:00-15:00 and 15:00-24:00. Housekeeping staff are usually idle for about 2 hours of their shift. By contrast catering staff are very busy for their entire shift. Staffs in the maintenance division of housekeeping have very variable workloads, often working under low pressure during their normal 07:00-
15:30 shift but then having to work under intense pressure, and being paid “double-time”, if there is a
maintenance fault that needs urgent repair during the evenings or at weekends. Two of these staff is paid a small, out of hours, on-call standby fee. The management staffs are usually recruited from outside the hotel, whilst departmental supervisors are usually promoted from within the department. Training and development is mostly on an ad hoc, as needed “on-the-job” basis although 0.4% of total salary costs are spend on formal training which consists mostly of sending staff on statutory health, safety and hygiene training courses.

Question 1
What term can be used for the strategy Capital Hotel that it had taken to
meet the growing demand?
Recruitment of resources
HR Planning
None of the above
Strategic HR Planning

Question 2
What would have the management team ask the HR team to create for
specific jobs of new roles in Capital Hotel?
Job Description
Job Specification
Job Enlargement
All of the above

Question 3
The HR team of Capital Hotel has started sourcing for resources for new
roles. What would the job specification document conatin?
All of the above
Behavioural Requirements
Physical Requirements
Mental Requirements

Question 4
Which department works in single shift in the Capital Hotel?
Administration
Catering
Reception
Housekeeping

Question 5
Which staffs are hired from outside the hotel industry?
Catering
Housekeeping
Reception
Management

Question 6
Which area did the Capital Hotel decide to invest 0.4% of total salary cost?
Management
Infrastucture
Training and Development
Catering

Question 7
Which department handles all the decision regarding management of
resources?
Catering
Hotel Staffing
Administration
House Keeping

Question 8
Which staff are promoted from within the department in capital Hotel?
Departmental supervisors
Catering
None of the above
House Keeping

Question 9
What strategy did the management of Capital Hotel take to cater to the new market?
Increased the prices by 10%
Improved the standard of service whilst pegging prices 10% below their competitors
None of the above
Improved the standard of service and prices increased by 10%

Question 10
Which department zerored down to the strategies of chnaging the shifts as well as revisig the prices?
Management along with HR Planning
All of the above
HR Planning
HR staffing

Quiz Score: 100 out of 100
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3rd Block Assessment

Case Study
Training and Development at Godrej
In January 2002, Godrej Industries Ltd. (GIL) bought a 26% stake in “Personalitree Academy Ltd.”
Personalitree provided interactive soft skills training programmes online to corporates. Personalitree’s training modules have since been a part of Godrej’s training and development initiatives. It all started in 1996 with the break-up of the joint venture between Godrej Soaps Ltd (GSL) and Proctor and Gamble (P&G).
Post break-up, GSL was bereft of a distribution system and had to start from scratch. As part of the
rebuilding exercise, GSL recruited about 250 new employees who had to be aligned with its corporate culture. In 1997, GSL conducted a Total Quality Management (TQM) workshop for all its 5000 employees to help them connect to their job.
Parivartan 2 was launched in September 2000 in GSL to train new as well as existing employees on various aspects of the business and to motivate them. In 2001, new initiatives like Young Entrepreneurs Board
(YEB), Red and Blue Teams, Mentoring and Reverse Mentoring were introduced in the Godrej Group, (Godrej) to encourage the involvement of youth in strategic decision-making.
In early 2002, a need was felt among the top brass of Godrej to instil a performance- driven culture in the company. In addition to upgrading the talents of existing employees, Godrej had to train new recruits.
Thus, Godrej developed a comprehensive and innovative training programme for management trainees and named it Godrej Accelerated Learning Leadership and Orientation Programme (GALLOP).
The objective of GALLOP was to develop a newcomer into a professional by giving him or her exposure to various departments and inculcate in him or her, a sense of belonging.
Later, in September 2002, GIL introduced Spark, a training programme for managers to help them become effective coaches. Towards the end of 2002, E-gyan was introduced in GIL to increase the learning potential of employees.
In January 2003, a special HR programme on honing the interpersonal and negotiation skills of officer- level employees was launched in GIL. Further, in October 2003, an English language training programme was held for floor workers of Godrej and Boyce Manufacturing Company Ltd (GBML), so that they could follow all instructions issued in that language independently.

Question 1
What according to your understand is training of resources in an organisation?
Both a and b
Reaching the leadership level
Developing Skills
Increasing Competencies

Question 2
Which method of training was adoped by GIL?
None of the above
On-the-job
Off-the job
Workshop

Question 3
How does training help an organisation?
All of the above
Increasing confidence and morale of employees
Matching employee specifications with the job requirement
Improving job knowledge and skills of employees

Question 4
What acording to you GIL must has included provide a good quality training?
Trainings taken by trained instructors
Both a and b
Training that are not evaluated
Training that reflect the information provided by job analysis

Question 5
GIL introduced _____________, a training programme for managers to help them become effective coaches.
GALLOP
Parivartan
None of the above
Spark

Question 6
Organisations today believe in training their management. What skills are developed in such trainings?
All of the above
Managing absenteesim
Increase in responsibilites
Decision-making skills

Question 7
What basic process is followed for trainings in organisations?
Training Methods
Training Need Identification
Training Design
All of the above

Question 8
According to your understanding, why did GIL introduce the training and development department within the organisation?
To assess the employees
To motivate the employees
To upskill the employees
Both a and b

Question 9
What was Godrej’s comprehensive and innovative training programme for management trainees named?
Godrej Accomodative Leading Leadership and Orientation Programme
Godrej Accelerated Learning Leadership and Orientation Programme
Godrej Accomodative Learning Leadership and Orientation Programme
None of the above

Question 10
Which programe was introduced in GIL to increase the learning potential of employees?
All of the above
GALLOP
Spark
E-gyan

Quiz Score: 100 out of 100
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4th Block Assessment
Case Study
The compensation management practices at Tata Consultancy Services Ltd. (TCS), one of the leading Indian IT companies. TCS’ compensation management system was based on the EVA model. With the implementation of Economic Value Added (EVA)-based compensation, the salary of employees comprised of two parts – fixed and variable. The variable part of the salary was arrived after considering business unit
EVA, corporate EVA, and also individual performance EVA.
During the fourth quarter of the financial year (FY) 2007-2008, TCS announced its plans to slash 1.5 percent of the variable component of employee salaries since its EVA targets for the third quarter of FY 2007-2008 were not met
The announcement came as jolt not only to TCS employees but also to the entire Indian IT industry. The company came in for severe criticism and it was accused of not being transparent with respect to EVA calculation. However, some analysts felt that the pay cuts were a result of the macroeconomic challenges that the Indian IT companies were facing — rapid appreciation of the rupee against the US dollar and the recession in the US economy (USA was the largest market for the Indian IT companies)

Question 1
According to your understanding, what is compensation management?
Systematic procedure of establishing compensation
All of the above
Procedure of work management
Procedure of selection of candidate

Question 2
Why did TCS announce its plans to slash 1.5 percent of the variable component from all employee salaries?
Because of its EVA targets for the third quarter of FY 2007-2008
Because of its EVA targets for the first quarter of FY 2007-2008
None of the above
Because of its EVA targets for the fourth quarter of FY 2007-2008

Question 3
What is the objective of managing employee compensation?
To boost the morale of the employees
To manage the executive level employees
All of the above
To increase the peformance of employees

Question 4
According to the case study, what is the model of compensation management in TCS?
None of the above
Effective Value Added
Economic Value Affection
Economic Value Added

Question 5
Which among the following are global reasons of TCS’ salary cut?
Recession in the US economy
Macroeconomic challenges that the Indian IT companies faced
All of the above
Rapid appreciation of the rupee against the US dollar

Question 6
Why was there severe criticism after the announcement of pay cut?
For developing wage policies
For keepig uniform wage structure
Becauses of not awaring every employee regarding wage policy
All of the above

Question 7
What are the part of compensation at TCS?
Both a and b
Fixed
Variable
Flexi-Basket

Question 8
On what parametres the variable component of the salary is credited?
All of the above
Business unit EVA
Individual performance EVA
Corporate EVA

Question 9
Acording to your understanding of the concept, what are the factors that affect compensation in an organisation?
Prevailing market rate
Productivity
Job enlargement
All of the above

Question 10
What other component is included in compensation management other than salary?
Value of Rewards
Reward and Recognition
None of the above
Fixed component

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5th Block Assessment

Case Study
Toyota Kirloskar Motor Pvt Ltd is a subsidiary of Toyota Motor Corporation of Japan with Kirloskar Group as a minority owner, for the manufacture and sales of Toyota cars in India. TKM had around 2358 employees as on Jan 2006, out of which around 1500 were members of TKM Employees Union (TKMEU). TKM had a history of unhealthy labour relation between the management and labour right after few years of inception of its Bidai plant. There were two strikes happened in 2001 and one in 2002, which was followed by a lockout, due to increased shift up to 12 hours.
Strike during May 2005: Employees demanded a hike in wages as there was extension of working shifts. During the strike fifteen employees were suspended and three were sacked from the job. The management showed the reason for suspension as misconduct at the workplace and attacking the supervisor. After rigorous clash between management and the Employees the wages were raised by 15% Strike during Jan 2006: As the case of three sacked employees remained unresolved the other employees again revolted. It appeared as a flash strike. This made the strike illegal and the following events happened during the strike. 400 employees blocked the road. They threatened to blow LPG cylinders inside the premises. They obstructed the outward movement of manufactured vehicle. They stopped the production, which was again illegal. They mishandled the other workers who were a not the part of the strike.
Factors that led to strike
• Labour unrest at the workplace
• Worker’s unruly and rude behavior
• Senior Official’s strict behavior
• Worker’s indiscipline at workplace and consistent poor performance
• Increase of work shift to 12 hours from 8 hours
• No hike in wages were announced accordingly
• No bathroom breaks were given during the shift
• Dismissal of the workers on the ground of misbehavior
• External party (CITU) interference
(CITU) was involved with the TKMEU for all the activities, after TKMEU was affiliated to the CITU in 2005.
This actually aggravated the rift between the TKEMU and the management’s internal decision. The management also challenged some of the employees for taking part in unproductive and wrong works with
CITU. The negotiation Process used by CITU state committee constantly supported the TKMEU
representatives. With this support, members of TKMEU put forward some demands which were later
modified a little and then fulfilled. After the clash between the management and TKMEU finally came to an end, during January 2006, CITU stated that it would continue to support TKMEU in the future and also fight with the management regarding
the order suspending the workers during the strike. On February 05, 2006 Union members started hunger strike and CITU also supported this. The trade union has fulfilled its duty in the TKM case. It always stayed as a support during various strikes to make the labour union’s voice reach the management during the strike On Jan. 09, 2006 the representative of TKM, TKMEU and CITU were asked to present before DLC (Deputy Labour Commission), Ordered by STATE GOVERNMENT. So, on 20th Jan. 2006, TKM’s management lifted the locket.
In India, labour unions are very strong due to their affiliation to Central Trade Unions and their affiliation directly with the political party. In a country like India, where politicians use their power and position to gain a huge chunk of vote share give so much priority to such labour unions who constitutes the major part of their ballot bank. Sometimes, these labour unions grow so strong; they make management and corporate to bow their head in front of their demands. This in turn, sends wrong signals to the companies that were going to invest in India from outside, as how unrest and indiscipline the labour force are here and how they can sometime emerge. Indian labour laws such as Industrial Disputes (Amendment) Act, 1947 are the main legislation that governs the labour disputes in India. This law has mainly focused in three areas, such as
• The provision for payment of compensation to the workman on account of closure or lay off or retrenchment
• The procedure for prior permission of appropriate Government for laying off or retrenching the workers or closing down industrial establishments
Keeping an eye on the recent developments in work practices around the globe it has implemented several changes in the traditional system in order to go hand in hand with other countries. The lifetime employment policy is amalgamated with pay cut or hike, performance basis job etc. And the enterprise unions, which held a strong position in traditional management style, had been diluted very deeply so as to reduce the nonproductivity of the workers and have a control over them.
This has led to a very effective style of management. Now they have less human consideration. They give too much stress on forcing TPS on employees, rather than taking their wishes into consideration. This has led to creation of a negative image about Japanese company’s organizational culture. In order to meet to the local demand and work structure, the global organizations should give more autonomy to the local units to make their own HR policies, work practices, other workplace requirements.

Question 1
Based on your understanding who are the parties involved in Industrial
Relations?
Employer
Human Resource Department
Trade Union
Both a and b

Question 2
Which among the following factors led to strike?
All of the above
Senior Official’s strict behavior
Labour unrest at the workplace
Worker’s unruly and rude behavior

Question 3
What are the focus of Industrial Dispute Act?
All of the above
Keeping an eye on the recent developments in work practices around the globe it has implemented several changes in the traditional system in order to go hand in with other countries
The provision for payment of compensation to the workman on account of closure or lay off or retrenchmenthand with other countries
The procedure for prior permission of appropriate Government for laying off or retrenching the workers or closing down industrial establishments

Question 4
The workers were on strike for better salary which is the perspective of workers for industrail relations. Based on your understnding what is the perspective of employers about IR?
None of the above
Economic Growth
Competitiveness
Productivity of the workers

Question 5
During the strike fifteen employees were suspended and three were sacked from the job and the management showed the reason as misconduct at the workplace. What is the term that explains misconduct at work?
All of the above
Industrial Dispute
Industrial Harmony
Industrial Relations

Question 6
In which year, there were strikes in Toyota Kirloskar Motor Pvt Ltd ?
2016
2006
1985
1987

Question 7
Most of the problems during industrial disputes are facilitated by __________.
All of the above
Employer
Trade Union
Employee

Question 8
TKM had around 2358 employees as on Jan 2006, out of which around 1500
were members of _______.
None of the above
CITU
TKMEU
TKM

Question 9
According to you understanding, which among the following roles are played
by the Trade Union?
Facilitator
Motivator
All of the above
Spokesperson

Question 10
According to your understanding from the case, why is it that there is limited success within the union management issues?
Due to lack of encouragement
Due to lack of strong efforts
Strong Trade Unions
Both a and b

Quiz Score: 100 out of 100
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Full Syllabus Assessment

Case Study

Thompson Technology provides software solutions to the financial industry. From its founding in 1988 through the 1990s, the company experienced significant financial success, growing rapidly from a small startup to a publicly traded organization with approximately 800 employees. The recent economic recession and increased regulation of the financial industry, however, have caused Thompson to experience significant decreases in revenue for the first time. This case focuses on the organization’s attempts to control labor costs by decreasing expenses.
They had decided to freeze hiring and the hiring freeze was successful. The overall staff numbers were down by about 5 percent. As Scott Montgomery had expected, however, simply reducing staff by attrition wouldn’t ensure that reduction goals would be met or that reductions would occur in needed areas. Some departments had suffered serious talent loss when key personnel resigned, but other departments still had excess staff and duplication of effort. Reorganization was needed. After the strategic planning retreat,
Montgomery scheduled a series of meetings with COO Jack Albright and several department managers whose areas suffered most from the labor imbalances. Montgomery had a reorganization plan in mind, but he wanted input and agreement from those who would be affected before he implemented it. He knew it wouldn’t be easy getting agreement. From discussions during the retreat, it was clear that everyone recognized the need to realign and further cut costs, but some managers seemed more interested in protecting their turf than designing a feasible plan. It took a lot of negotiation, but a plan was finally agreed to and approved by Kessler. Montgomery’s HR staff was ready to move ahead with implementation. Like the previous reorganization, work groups were again realigned, teams were re-formed and job assignments
changed. Even the facility changed. Partitions were removed and cubicles disappeared to reconfigure the office into an open floor plan. It was expected that the open plan would foster a sense of unity and ease communication among co-workers and managers. The managers would no longer be isolated in private offices; they would sit side by side with those they supervised. A number of managers objected to the open floor plan. They didn’t like giving up their personal work space or the status inferred by a private office. “How can I talk privately with a staff member when I’m out in the middle of the floor and everybody’s hanging around listening?” Sally Werner, a technical support supervisor, grumbled to her friend Maria Gonzalez, a payroll specialist. “You’re the only one left with a private office, Maria, and that’s just because you do payroll!” “Well, there are private conference rooms on each floor,” Maria replied. “You can always use those.”
“They’ve all got windows that look right out onto the floor. Everyone knows who you’re in there with. As soon as I call someone in for a private conference, everybody will assume they’re getting reprimanded.” “I hadn’t thought of that. If that’s the assumption, Sally, maybe you have an image problem,” teased Maria. “It’s not funny,” Sally said. “I just think this whole thing is a lousy idea. And what are those people in marketing going to do? They bring their dogs to work. Before this, they had to keep their dogs in their cubicles. How’s that going to work now?” “I don’t know,” said Maria. “Maybe there won’t be any more dogs around.” “I suppose, they’re cutting back dogs, too,” Sally grumbled cynically. “Just like everything else— even our benefits are going away. No more tuition reimbursement, no more free coffee. This place is just not what it used to be. There is less of everything around here except the workload. That gets bigger all the time.” “Well, I’m swamped too,” said Maria. “HR’s really scrambling with so many people reassigned. Scott’s
desk is piled high with requests from employees for compensation reviews. Everyone thinks a little change in job assignment means more money. The only ones not complaining are the dogs!” “Well, what did they expect?” said Sally. “I’ve never seen such a dispirited, burned-out bunch of people. You know, Maria, it’s never a little change—it’s a lot! Most of us are working longer days, and no one even says thank you anymore. You know David Adams in accounting? He told me he hasn’t had a performance review in nearly two years.” “Wow! How can that be?” asked Maria. “We’re supposed to have one every year.” “I know, but managers aren’t doing them. David said every time he asks his boss about it, his boss just shakes his head and says he has so many people to supervise now he just doesn’t have time to do performance reviews anymore. David thinks they’re really just trying to delay everyone’s raise so they can save a little money.” “Maybe so, but that’s terrible!” said Maria, “I’m surprised Scott lets them get away with that.”
“Well, maybe he doesn’t even know. I think he’s pretty out of touch with what’s going on around here. What about that ridiculous policy telling us not to talk about compensation? How do they think they can enforce a policy like that? Everybody’s talking, and some people are just plain angry. Betsy Reynolds in customer service has already had three different job assignments in the past year. Each time someone leaves, she moves into a new position, reports to a new boss and just gets more work piled on. She’s working longer and longer days just to keep up, but there’s never any more money! She told me she’s had it. She’s looking for a new job!” “Betsy?” asked Maria. “She’s been here for years. She knows everything about the company.
She’s the best customer service person we have.” “I know, but management doesn’t even notice what’s going on. If she leaves, it’s just one less body on the payroll, and that seems to be what they want. Frankly, I don’t think we can take any more reorganization!”

Question 1
What is the first step taken by Thompson Technology in an attempts to control labor costs by decreasing expenses?
Freeze Hiring
None of the above
Downsizing
Freeze few departments

Question 2
“By freezing on hiring, what percentage of staff number decreased from the
organisation?”
6%
3%
4%
5%

Question 3
What was the challenge faced on the organisation’s attempt to control labour costs?
Talent loss in few departments
Excess staff in some departments
Duplication of effort
All of the above

Question 4
Montgomery had a plan on reorganising the teams. What was the challenge
faced by him in implementing the plan?
The managers were interested in protecting their turf than designing a feasible plan
The managers had decided to resign rather than agreeing to the plan
None of the above
The managers did not approve of the plan

Question 5
“After further negotiation, the plan was approved by ______________.”
Kessler
None of the above
Jack Albright
Montgomery

Question 6
What was implemented after approval of the plan?
Realignment of work
Reformation of teams
Change in job assignments
All of the above

Question 7
“In the reorganisation plan, which of the following step were taken by the HR staff?”
Cubicles were removed to reconfigure the office into an open floor plan
Managers no longer had isolated in private offices
All of the above
Partitions were removed

Question 8
Why was Maria given a private office?
None of the above
She is the payroll specialist of the organisation
She is the control room manager
She is the COO of the organisation

Question 9
Why were the manager’s unhappy about removing their private offices?
Because they cannot attend meeting calls
Because they cannot manage their work
Because they would not be able to talk privately with a staff member
None of the above

Question 10
With your understanding on the case reorganisation helps in ___________.
Reduces employee count
Change in job assignments
Realignment of work
Both a and b

Quiz Score: 100 out of 100
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Live interactive session test

Question 1
Which of the following is a benefit of Performance appraisal ?
In Motivation and Satisfaction
In Training and Development
In Attrition
Only A & B

Question 2
Which of the following is/are Modern Methods of Performance Appraisal ?
Management By Objectives
360 Degree Appraisal
Behaviorally Anchored Rating Scales
All of above

Question 3
Which of the following is a Performance Appraisal Bias ?
Central Tendency
Halo Effect
Excessive Stiffness or Lenience
All of above

Question 4
Personnel Management is the ____approach of managing people.
modern
traditional
latest
none of the above

Question 5
which of the following is a Power that a leader has ?
Coercive Power
Reward Power
Expert Power
All of above

Question 6
In RADPAC Model of Negotiation, P satnds for ?
Probability
Propose
Profit
Proximity

Question 7
IHRM stands for ?
Internal Human Resource Management
International Human Reource Management
International Human Receipt Management
Internal Human Receipt Management

Question 8
Employees belonging to home country of the firm where the corporate head uarter is situated , are known as
Host country employees
third country employees
Home country employees
none of the above

Question 9
which of the following is an approach to IHRM ?
Ethnocentric approach
Geocentric approach
Polycentric approach
All of above

Question 10
which of the following is a parameter of HRM ?
Procurement
compensation
Development
All of above

Question 11
which of the following is true in context of HRM ?
tries to help employees develop their ppotential fully
it is about people at work both individual & groups
Both a & b
none of the above

Question 12
The objective of HRM is :
to develop human resources
to ensure employee satisfaction
Increase organisational productivity
All of above

Question 13
scientific Management theory is given by:
F.W.Taylor
Henry Fayol
Fredrick Herzberg
none of the above

Question 14
which of the following is an Organisational challenge of HRM ?
Downsizing
Organisational Restructure
Competitive Position
All of above

Question 15
Employment Law is the area of Law that governs the____
Employer employee relationship
employer employer relationship
emploee employee relationship
none of the above

Quiz Score: 150 out of 150
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Financial Management

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AMITY (Assignment)
MBA
Semester 2

Financial Management
Financial Management Sem 2 all blocks solved Assignment

1st Block Assessment

CASE STUDY
Financial Management is concerned with efficient acquisition (financing) and allocation (investment in assets, working capital etc.) of funds. In the modern times, the financial management includes besides procurement of funds, the three different kinds of decisions as well namely investment, financing and dividend. Out of the two objectives, profit maximization and wealth maximization, in today’s real world situations which is uncertain and multi-period in nature, wealth maximization is a better objective. Today the role of chief financial officer, or CFO, is no longer confined to accounting, financial reporting and risk management. It’s about being a strategic business partner of the chief executive officer. The relationship between financial management and accounting are closely related to the extent that accounting is an important input in financial decision making.
There are several sources of finance/funds available to any company.
All the financial needs of a business may be grouped into the long term or short term financial needs. There are different sources of funds available to meet long term financial needs of the business. These sources may be broadly classified into share capital (both equity and
preference) and debt.
Another important source of long term finance is venture capital financing. It refers to financing of new high risky venture promoted by qualified entrepreneurs who lack experience and funds to give shape to their ideas. Securitization is another important source of finance and it is a process in which illiquid assets are pooled into marketable securities that can be sold to investors.
Leasing is a very popular source to finance equipment. it is a contract between the owner and user of the asset over a specified period of time in which the asset is purchased initially by the lessor (leasing company) and thereafter leased to the user (lessee company) who pays a specified rent at periodical intervals. Some of the short terms sources of funding are trade credit, advances from customers, commercial paper, and bank advances etc.

Question 1
Management of all matters related to an organisation s finances is called:
Cash inflows and outflows
Allocation of resources
Financial management
Finance

Question 2
Which of the following is not an element of financial management?
Allocation of resources
Financial Planning
Financial Decision-making
Financial control

Question 3
The most important goal of financial management is:
Profit maximisation
Matching income and expenditure
Using business assets effectively
Wealth maximisation

Question 4
“To achieve wealth maximization, the finance manager has to take careful
decision in respect of:”
Investment
Financing
Dividend
All the above.

Question 5
Equity shares :
“Have an unlimited life, and voting rights and receive dividends”
“Have a limited life, with no voting rights but receive dividends”
“Have a limited life, and voting rights and receive dividends”
“Have an unlimited life, and voting rights but receive no dividends”

Question 6
External sources of finance do not include:
Debentures
Retained earnings
Overdrafts
Leasing

Question 7
Internal sources of finance do not include:
Better management of working capital
Ordinary shares
Retained earnings
Trade credit

Question 8
The most popular source of short-term funding is:
Factoring.
Trade credit.
Family and friends
Commercial banks.

Question 9
Debt capital refers to:
Money raised through the sale of shares.
Funds raised by borrowing that must be repaid.
Factoring accounts receivable
Inventory loans

Question 10
A debenture:
Is a long-term loan
Does not require security
Is a short-term loan
Receives dividend payments

Quiz Score: 100 out of 100

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2nd Block Assessment

CASE STUDY
Cost of capital refers to the discount rate that is used in determining the present value of the estimated future cash proceeds of the business/new project and eventually deciding whether the business/new project is worth undertaking or now. It is also the minimum rate of return that a firm must earn on its investment which will maintain the market value of share at its current level. It can also be stated as the opportunity cost of an investment, i.e. the rate of return that a company would otherwise be able to earn at the same risk level as the investment that has been selected.
In order to calculate the specific cost of each type of capital, recognition should be given to the explicit and the implicit cost. The cost of capital can be either explicit or implicit. The explicit cost of any source of capital may be defined as the discount rate that equals that present value of the cash inflows that are incremental to the taking of financing opportunity with the present value of its incremental cash outflows. Implicit cost is the rate of return associated with the best investment opportunity for the firm and its shareholders that will be foregone if the project presently under consideration by the firm was accepted.
Calculate the WACC using the following data by using:
(a) Book value weights
(b) Market value weights
The capital structure of the company is as under:
INR.
Debentures (`INR. 100 per debenture) 5,00,000
Preference shares (INR. 100 per share) 5,00,000
Equity shares (INR. 10 per share) 10,00,000
20,00,000
The market prices of these securities are:
Debentures INR` 105 per debenture
Preference shares INR` 110 per preference share
Equity shares INR` 24 each.
Additional information:
(1) INR. 100 per debenture redeemable at par, 10% coupon rate, 4% floatation costs, 10
year maturity.
(2) INR. 100 per preference share redeemable at par, 5% coupon rate, 2% floatation cost
and 10 year maturity.
(3) Equity shares has INR. 4 floatation cost and market price INR. 24 per share.
The next year expected dividend is INR` 1 with annual growth of 5%. The firm has practice of paying all earnings in the form of dividend.
Corporate tax rate is 50%.

Question 1
Which of the following sources of funds is related to Implicit Cost of Capital?
Equity Share Capital
Preference Share Capital
Debentures
Retained earnings

Question 2
Which of the following cost of capital require to adjust tax?
Cost of Equity Shares
Cost of Preference Shares
Cost of Debentures
Cost of Retained Earnings

Question 3
“In order to calculate Weighted Average Cost of Capital, weights may be
based on:”
Market Values
Target Values
Book Values
Anyone

Question 4
Firm s Cost of Capital is the average cost of :
All sources of finance
All Borrowings
All share capital
All Bonds & Debentures

Question 5
What is the cost of equity (Ke)
0.25 or 25%
0.1 or 10%
0.20 or 20%
0.15 or 15%

Question 6
What is the cost of Debt (Kd)
0.055 (approx.)
0.060 (approx.)
0.070 (approx.)
0.040 (approx.)

Question 7
What is the cost of preference shares (Kp)
0.043 (approx.)
0.063 (approx.)
0.053 (approx.)
0.073 (approx.)

Question 8
What is the WACC using book value weights
0.0968 or 9.68%
0.0456 or 4.56%
5%
0.0769 or 7.69%

Question 9
What is the WACC using market value weights
0.085 or 8.5%
0.0968 or 9.68%
0.0769 or 7.69%
none of these

Question 10
Total value of Equity shares as per the Market price is
“10,00,000”
“20,00,000”
“24,00,000”
“25,00,000”

Quiz Score: 100 out of 100

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3rd Block Assessment

CASE STUDY
Capital structure refers to the mix of a firm’s capitalization (i.e. mix of long term sources of funds such as debentures, preference share capital, equity share capital and retained earnings for meeting total capital requirement). While choosing a suitable financing pattern, certain factors like cost, risk, control, flexibility and other considerations like nature of industry, competition in the industry etc. should be considered.
The basic objective of financial management is to design an appropriate capital structure which can provide the highest earnings per share (EPS) over the firm’s expected range of earnings before interest and taxes (EBIT). EPS measures a firm’s performance for the investors. The level of EBIT varies from year to year and represents the success of a firm’s operations. EBIT-EPS analysis is a vital tool for designing the optimal capital structure of a firm. The objective of this analysis is to find the EBIT level that will equate
EPS regardless of the financing plan.
Best of Luck Ltd., a profit making company, has a paid-up capital of INR. 100 lakhs consisting of 10 lakhs ordinary shares of INR.10 each. Currently, it is earning an annual pre-tax profit of INR. 60 lakhs. The company’s shares are listed and are quoted in the range of INR.50 to 80. The management wants to diversify production and has approved a project which will cost INR. 50 lakhs and which is expected to yield a pre-tax income of INR. 40 lakhs per annum. To raise this additional capital, the following options are under consideration of the management:
(a) To issue equity share capital for the entire additional amount. It is expected that the new shares (face value of INR. 10) can be sold at a premium of INR. 15.
(b) To issue 16% non-convertible debentures of INR. 100 each for the entire amount.
(c) To issue equity capital for INR. 25 lakhs (face value of INR. 10) and 16% nonconvertible debentures for the balance amount. In this case, the company can issue shares at a premium of INR. 40 each. raised, keeping in mind that the management wants to maximise the earnings per share to maintain its goodwill. The company is paying income tax at 50%.

Question 1
Which of the following statements is false in the context of explaining the concept of capital structure of a firm:
It resembles the arrangements of the various parts of a capital
It represents the relation between fixed assets and current assets
Combinations of various long-terms sources
The relation between equity and debt

Question 2
Financial Structure refer to
All Financial resources
“Short-term funds,”
Long-term funds
None of these.

Question 3
The term capital structure means
“Long-term debt, preferred stock, and equity shares.”
Current assets and current liabilities
Net working capital
Shareholders equity

Question 4
A firm s optimal capital structure:
Is the debt-equity ratio that results in the minimum possible weighted average cost of capital.
40 percent debt and 60 percent equity.
When the debt-equity ratio is .50.
When Cost of equity is minimum

Question 5
What is the amount of Profit before tax under option B (Issue 16%
Debentures only )
“86,00,000”
“92,00,000”
“95,00,000”
“96,00,000”

Question 6
What is the amount of Profit before tax under option C (Issue Equity Shares
and 16% Debentures of equal amount)
“75,00,000”
“96,00,000”
“90,00,000”
“92,00,000”

Question 7
Earnings per share under the option A is .
3.5
4.9
4.17
5.7

Question 8
Earnings per share under the option B is .
4.1
4.6
5.2
5.9

Question 9
Earnings per share under the option C is .
3.5
6.7
4.57
3.57

Question 10
“Which option is most suitable for the firm to raise additional capital for diversification, keeping in mind that the management wants to maximize the earnings per share to maintain its goodwill? ”
Option A
Option C
Option B
none of these.

Quiz Score: 100 out of 100
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4th Block Assessment

CASE STUDY

Capital budgeting is the process of evaluating and selecting long-term investments that are in line with the goal of investor’s wealth maximization.
The capital budgeting decisions are important, crucial and critical business decisions due to substantial expenditure involved; long period for the recovery of benefits; irreversibility of decisions and the complexity involved in capital investment decisions. One of the most important tasks in capital budgeting is estimating future cash flows for a project. The final decision we make at the end of the capital budgeting process is no better than the accuracy of our cash-flow estimates. Tax payments like other payments must be properly deducted in deriving the cash flows. That is, cash flows must be defined in post-tax
terms.
There are a number of capital budgeting techniques available for appraisal of investment proposals and can be classified as traditional (non-discounted) and time-adjusted (discounted).
The net present value technique is a discounted cash flow method that considers the time value of money in evaluating capital investments. An investment has cash flows throughout its life, and it is assumed that a regular of cash flow in the early years of an investment is worth more than a irregular of cash flow in a later year.
The internal rate of return method considers the time value of money, the initial cash investment, and all cash flows from the investment. But unlike the net present value method, the internal rate of return method does not use the desired rate of return but estimates the discount rate that makes the present value of subsequent net cash flows equal to the initial investment. This discount rate is called IRR.

Question 1
“A capital budgeting technique which does not require the computation of
cost of capital for decision making purposes is,”
Net Present Value metho
Internal Rate of Return method
Modified Internal Rate of Return method
Pay back

Question 2
“If two alternative proposals are such that the acceptance of one shall exclude the possibility of the acceptance of another then such decision making will lead to,”
Mutually exclusive decisions
Accept reject decisions
Contingent decisions
None of the above

Question 3
“In case a company considers a discounting factor higher than the cost of capital for arriving at present values, the present values of cash inflows will be”
Less than those computed on the basis of cost of capital
More than those computed on the basis of cost of capital
Equal to those computed on the basis of the cost of capital
None of the above

Question 4
The pay back technique is specially useful during times
When the value of money is turbulent
When there is no inflation
When the economy is growing at a steady rate coupled with minimal inflation.
None of the above

Question 5
“While evaluating capital investment proposals, time value of money is used in which of the following techniques,”
Payback method
Accounting rate of return
Net present value
None of the above

Question 6
“IRR would favour project proposals which have,”
Heavy cash inflows in the early stages of the project.
Evenly distributed cash inflows throughout the project.
Heavy cash inflows at the later stages of the project
None of the above.

Question 7
“Depreciation is included as a cost in which of the following techniques,”
Accounting rate of return
Net present value
Internal rate of return
None of the above

Question 8
“Management is considering a INR. 1,00,000 investment in a project with a 5 year life and no residual value . If the total income from the project is expected to be INR 60,000 and recognition is given to the effect of straight line depreciation on the investment, the average rate of return is:”
12%
24%
60%
75%

Question 9
“Assume cash outflow equals INR 1,20,000 followed by cash inflows of INR 25,000 per year for 8 years and a cost of capital of 11%. What is the Net present value?”
“(INR. 38,214)”
INR. 9653
“INR. 8,653”
INR. 38214

Question 10
“What is the internal rate of return for a project having cash flows of INR.
40,000 per year for 10 years and a cost of INR. 2,26,009?”
8%
9%
10%
12%

Quiz Score: 100 out of 100
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5th Block Assessment

CASE STUDY
Financial management is the process of making financial decisions. Financial decision
broadly covers three areas:
1. Financing decision
2. Investment decision
iii. Dividend decision
Dividend decision is one of the most important areas of management decisions. It is easy to understand but difficult to implement. Let’s understand this with the help of an example,
suppose a company, say X limited, which is continuously paying the dividend at a normal growth rate, earns huge profits this year. Now the management has to decide whether continue to pay dividend at normal rate or to pay at an increasing rate? Why this dilemma? The reason is that, if the management decides to pay higher dividend, then it might be possible that next year, the company will not achieve such higher growth rate, resulting the next year’s dividend will be low as compared. However, if the company decides to stay on the normal rate of dividend then surplus amount of retained earnings would remain idle which will result in over capitalization, if no opportunity existing to utilize the funds. Also there are more factors which will affect the dividend decision. Generally, the dividend can be in the form of Cash Dividend and Stock Dividend. Dividend policy is generally governed by long term financing decision and wealth maximization decision. Some other factors also play major role in this decision like growth opportunities, expectation of shareholders, trend of the industry, legal constraints etc.
The three major theories of dividend decision are classified under irrelevance (M.M. Hypothesis) and relevance category (Walter model & Gordon Model). However, few other theories are Graham & Dodd model, Linter model, and residual payment policy.
A firm had been paid dividend at INR. 2 per share last year. The estimated growth of the dividends from the company is estimated to be 5% p.a. Determine the estimated market price of the equity share if the estimated growth rate of dividends (i) rises to 8%, and (ii) falls to 3%. Also find out the present market price of the share, given that the required rate of return of the equity investors is 15.5%.

Question 1
Which one of the following is the assumption of Gordon Model:
Ke > g
“Retention ratio(b),once decide upon, is constant”
Firm is an all equity firm
All of the above

Question 2
“What should be the optimum Dividend pay-out ratio, when r = 15% & Ke =
12%:”
100%
50%
Zero
None of the above

Question 3
Which of the following is the irrelevance theory?
Walter model
Gordon model
M.M. hypothesis
Linter s model

Question 4
“If the company s D/P ratio is 60% & ROI is 16%, what should be the growth rate:”
5%
7%
6.40%
9.60%

Question 5
“If the shareholders prefer regular income, how does this affect the dividend decision:”
It will lead to payment of dividend
It is the indicator to retain more earnings
It has no impact on dividend decision
Can t say

Question 6
“Mature companies having few investment opportunities will show high payout ratios, this statement is:”
FALSE
TRUE
Partial true
None of these

Question 7
“According to the present situation, What is the current Market price per share (MPS)”
INR. 20
INR. 25
INR. 30
INR. 15

Question 8
What would be the estimated market price of the equity share if the
estimated growth rate of dividends rises to 8%?
INR. 30.05
INR. 25.45
INR. 26.00
INR. 28.80

Question 9
What would be the estimated market price of the equity share if the
estimated growth rate of dividends falls to 3%.?
INR. 12.48
INR. 20.05
INR. 16.48
INR. 19.05

Question 10
A firm had been paid dividend at share last year
INR. 2
INR. 3
INR. 1
INR. 4

Quiz Score: 100 out of 100
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Full Syllabus Assessment

CASE STUDY

On 1st January, the Managing Director of ‘N’ Ltd. wishes to know the amount of working capital that will be required during the year. From the following information prepare the working capital
requirements forecast (Statement of Working Capital) #
• Production during the previous year was 60,000 units. It is planned that this level of activity
would be maintained during the present year.
• The expected ratios of the cost to selling prices are Raw materials 60%, direct wages 10% and Overheads 20%.
• Raw materials are expected to remain in store for an average of 2 months before issue to production.
• Each unit is expected to be in process for one month, the raw materials being fed into the pipeline immediately and the labour and overhead costs accruing evenly during the month.
• Finished goods will stay in the warehouse awaiting dispatch to customers for approximately 3 months.
• Credit allowed by creditors is 2 months from the date of delivery of raw material.
• Credit allowed to debtors is 3 months from the date of dispatch.
• Selling price is INR. 5 per unit.
• There is a regular production and sales cycle.
• Wages and overheads are paid on the 1st of each month for the previous month.
• The company normally keeps cash in hand to the extent of INR. 20,000.

Question 1
What is the value of Raw materials inventory?
“30,000”
“40,000”
“50,000”
“35,000”

Question 2
Value of Working in-process is
“20,000”
“18,750”
“15,750”
“21,500”

Question 3
Value of Finished goods inventory is ..
“69,500”
“67,500”
“75,000”
“65,000”

Question 4
Value of Debtors is .
“66,000”
“69,000”
“67,500”
“63,000”

Question 5
Cash in hand is ..
“21,000”
“20,500”
“19,500”
“20,000”

Question 6
What is the value of Creditors
“30,000”
“32,000”
“28,000”
“35,000”

Question 7
Amount of Direct wages payable is
“4,000”
“3,300”
“2,500”
“2,200”

Question 8
Amount of Overheads payable is .
“5,000”
“10,000”
“7,000”
“3,000”

Question 9
What is the value of total current assets?
“2,03,750”
“2,10,000”
“2,05,550”
“2,00,550”

Question 10
What is the estimated working capital requirements?
“1,70,500”
“1,63,400”
“1,68,000”
“1,66,250”

Quiz Score: 100 out of 100
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Live Interactive Session Test

Question 1
The long-run objective of financial management is to
Maximize earnings per share
Maximize the value of the firm’s common stock
Maximize return on investment
Maximize market share

Question 2
Finance functions are
Planning for funds
Raising of funds
Allocation of Resources
All of the above

Question 3
Time value of money indicates that
A unit of money obtained today is worth more than a unit of money obtained in future
A unit of money obtained today is worth less than a unit of money obtained in future
There is no difference in the value of money obtained today and tomorrow
None of the above

Question 4
Firm’s Cost of Capital is the average cost of
All sources of finance
All Borrowings
All share capital
All Bonds & Debentures

Question 5
Which of the following cost of capital require to adjust tax?
Cost of Equity Shares
Cost of Preference Shares
Cost of Debentures
Cost of Retained Earnings

Question 6
If the Present Value of Cash Inflows are greater than the Present Value of Cash Outflows, the project would be
Accepted
Rejected with condition
Rejected with approval
Rejected

Question 7
Financial Structure refer to
All Financial resources
Short-term funds
Long-term funds
None of these

Question 8
A firm’s optimal capital structure
40 percent debt and 60 percent equity.
Is the debt-equity ratio that results in the minimum possible weighted average cost of capital
When the debt-equity ratio is .50.
When Cost of equity is minimum

Question 9
The term “capital structure” means
Long-term debt, preferred stock, and equity shares
Current assets and current liabilities
Net working capital
Shareholders’ equity

Question 10
If two alternative proposals are such that the acceptance of one shall exclude
The possibility of the acceptance of another then such decision making will lead to,
Contingent decisions
Accept reject decisions
Mutually exclusive decisions
None of the above

Question 11
While evaluating capital investment proposals, time value of money is used
in
which of the following techniques,
Payback method
Accounting rate of return
Net present value
None of the above

Question 12
Assume cash outflow equals INR. 1,20,000 followed by cash inflows of INR.
25,000 per
year for 8 years and a cost of capital of 11%. What is the Net present value?
-38,214
8,653
9,653
38,214

Question 13
What is the Internal rate of return for a project having cash flows of INR.
40,000 per
year for 10 years and a cost of INR. 2,26,009?
8%
9%
10%
12%

Question 14
If the shareholders prefer regular income, how does this affect the dividend
decision:
It will lead to payment of dividend
It is the indicator to retain more earnings
It has no impact on dividend decision
Can’t say

Question 15
Which of the following is the irrelevance theory?
Walter model
Gordon model
M.M. hypothesis
Linter’s model

Quiz Score: 150 out of 150
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