PAPER-III

MANAGEMENT
Signature and Name of Invigilator
1. (Signature) __________________________
(Name) ____________________________
2. (Signature) __________________________

Roll No.
(In figures as per admission card)

(Name) ____________________________

17

1 1

Time : 2 1/2 hours]

Number of Pages in this Booklet : 32

Instructions for the Candidates

1. Write your roll number in the space provided on the top
of this page.
2. Answer to short answer/essay type questions are to be
given in the space provided below each question or
after the questions in the Test Booklet itself.
No Additional Sheets are to be used.
3. At the commencement of examination, the question
booklet will be given to you. In the first 5 minutes, you
are requested to open the booklet and compulsorily
examine it as below :
(i) To have access to the Question Booklet, tear off the
paper seal on the edge of this cover page. Do not
accept a booklet without sticker-seal and do not
accept an open booklet.

4.
5.
6.

7.

8.
9.

(ii) Tally the number of pages and number of questions

in the booklet with the information printed on the
cover page. Faulty booklets due to pages/questions
missing or duplicate or not in serial order or any
other discrepancy should be got replaced
immediately by a correct booklet from the
invigilator within the period of 5 minutes.
Afterwards, neither the Question Booklet will be
replaced nor any extra time will be given.
Read instructions given inside carefully.
One page is attached for Rough Work at the end of the
booklet before the Evaluation Sheet.
If you write your Name, Roll Number, Phone Number or
put any mark on any part of the Answer Sheet, except
for the space allotted for the relevant entries, which may
disclose your identity, or use abusive language or employ
any other unfair means, you will render yourself liable to
disqualification.
You have to return the test booklet to the invigilators at
the end of the examination compulsorily and must not
carry it with you outside the Examination Hall.
Use only Blue/Black Ball point pen.
Use of any calculator or log table etc., is prohibited.

D-17-11

Roll No.________________________________
(In words)
[Maximum Marks : 200
Number of Questions in this Booklet : 19

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P.T.O.

MANAGEMENT

PAPER III

III
Note : This paper is of two hundred (200) marks containing four (4) sections. Candidates
are required to attempt the questions contained in these sections according to the
detailed instructions given therein.

: (200) (4)

D-17-11

SECTION I

I
Note : This section consists two essay type questions of twenty (20) marks each, each to be
answered in about five hundred (500) words each.
(2 20 = 40 Marks)

: - (500)

(2 20 = 40 )
1.

Explain the concept and mechanics of collective bargaining.

OR /
How are marketing practices changing due to increasing use of Internet as a medium
of marketing ?

?
OR /
Contrast the internal rate of return and net present value methods. Under what
circumstances may NPV and IRR give comparable and conflicting results ?

( ) ( )
?
OR /
Critically evaluate the role of EXIM Bank in the development and control of
international banking business in India.

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2.

State the significance of HRM in an organization and explain any HR Model.

OR /
Bring out the fundamental issues that need to be addressed in Export Marketing.

OR /
Does mergers lead to increase in a firms value ? What financial considerations
should a firm keep in view while acquiring a target firm ?

?
?
OR /
Discuss the latest exchange and trade control guidelines that are applicable to the
exporters and importers.

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SECTION II

II
Note :

This section contains three (3) questions from each of the electives/specializations.
The candidate has to choose only one elective/specialization and answer all the
three questions contained therein. Each question carries fifteen (15) marks and is to
be answered in about three hundred (300) words.
(3 15 = 45 Marks)

/ (3)
/ (15)
(300)
(3 15 = 45 )

3.

Elective I / I
Enumerate the steps in disciplinary enquiry.

4.

Explain the training methods that address the issues connected with Interpersonal
relationships.

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P.T.O.

5.

What is job evaluation ? Explain the methods of job evaluation.

?
OR /
Elective II / II
3.

How has the Internet changed the way marketers use and practice customer
relationship management ?

?
4.

What are the various research approaches that are put to use by marketing researchers
in collection of the primary data ?

?
5.

What work is performed by marketing channels ?

3.

OR /
Elective III / III
What are the critical factors to be observed while making replacement investment
decision and capital investment decision under capital rationing ?

?
4.

What is the objective of profit maximization pool ? How does it maximize value of a
firm ?

? ?
5.

Discuss the main features of financial futures. How is currency futures different from
stock index futures ?

?
OR /
Elective IV / IV
3.

Discuss the role of ECGC of India and how it supports export financing to help
increase exports from the country.

?
4.

Discuss important provisions of FEMA.

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12

5.

Write brief note on the following :

(a)
Post-shipment finance
(b)
Global Depository Receipts

:
()
()
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SECTION III

III
Note : This section contains nine (9) questions of ten (10) marks each, to be answered in
about fifty (50) words.
(9 10 = 90 Marks)

: - (10-10) (9) (50)

(9 10 = 90 )

6.

Why do most firms produce multiple products ? Briefly explain the condition for
profit maximization for a multiple product firm.

( ) ?

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7.

Which of the theories of motivation are more related to knowledge workers in

organizations ? Explain three of them.

?

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8.

Explain three modern methods of training.

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9.

How is a firm valued under market value approach ?

?
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10.

What do you mean by the term Brand Equity ?

?

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11.

What do you understand by the term production planning ? What are the steps
associated with production planning and control ?

? ?
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12.

The chances that doctor A will diagnose a disease X correctly is 60%. The chances
that a patient will die by his treatment after correct diagnosis is 40% and the chance of
death by wrong diagnosis is 70%. A patient of doctor A, who had disease X, died.
What is the chance that his disease was diagnosed correctly ?

A X 60%
40%
70% A X
?
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13.

Strategic analysis swings from external focus to internal focus or vice-versa.

Discuss.

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14.

Ethical choices are moral choices. Comment.

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SECTION IV

IV
Note : This section contains five (5) questions of five (5) marks each based on the following
passage. Each question should be answered in about thirty (30) words.
(5 5 = 25 Marks)

: (5) (30)
(5)
(5 5 = 25 )
In the red oceans, industry boundaries are defined and accepted and the
competitive rules of the game are known. Blue oceans, in contrast, are defined by
untapped market space, demand creation and the opportunity for highly profitable
growth. It will always be important to swim successfully in the red ocean by out
competing rivals. Red oceans will always matter and will always be a fact of business
life. But with supply exceeding demand in more industries, competing for a share in
contracting markets, while necessary, will not be sufficient to sustain high
performance. Companies need to go beyond competing. To seize new profit and
growth opportunities, they also need to create blue oceans. Unfortunately, blue oceans
are largely uncharted. The dominant focus of strategy work over the past twenty-five
years has been on competition based red ocean strategies. The result has been a fairly
good understanding of how to compete skillfully in red waters, from analysing the
underlying economic structure of an existing industry, to choosing a strategic position
of low cost or differentiation or focus, to benchmarking the competition.

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15.

What is Blue ocean strategy ?

?
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16.

Under what conditions blue ocean strategy is superior to red ocean strategy ?

?
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17.

What are the pitfalls in competitive strategy ?

?
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18.

Contrast between Red and Blue Ocean strategy.

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19.

Discuss briefly the steps involved in the implementation of Blue Ocean strategy.

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Space For Rough Work

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P.T.O.

FOR OFFICE USE ONLY

Marks Obtained
Question
Marks
Number
Obtained
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19

Total Marks Obtained (in words) ...........................................

(in figures) ..........................................
Signature & Name of the Coordinator ...................................
(Evaluation)

D-17-11

Date .........................

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