Marketing Management:

Descriptive :( 10 marks)

1) Write a note on dynamic and international pricing.

2) Explain various types of industrial products.

3) What are the four types of buying behaviors?

4) New product development process

5) Maslow needs hierarchy

6) Business buying behavior.

7) Digital and direct marketing

8) Product lifecycle

9) Advantages of marketing management

10) Different types of public in Micro Environment

11) Write a note about cost based pricing

12) Discuss about Vertical Marketing system

13) Market segmentation variables

14) Explain various online platforms available for promotion

15) Business buyer Digital and Social Media marketing

16) Market Segmentation

 17)Whatare the types of consumer products?

 Convenience products.
 Shopping products.
 Specialty products.
 Unsought products.
 18) Whatare the types of buying situation?
The 4 Types of Buying Behaviour
 Extended Decision-Making.
 Limited Decision-Making.
 Habitual Buying Behavior.
 Variety-Seeking Buying Behavior.

19) Note on Micro and Macro Environment.

20) How to choose targeting strategy

To select a target market, it is essential for the organizations to study the

following factors:
1. Understand the lifestyle of the consumers.
2. Age group of the individuals.
3. Income of the consumers.
4. Spending capacity of the consumers.
5. Education and Profession of the people.
6. Gender.
7. Mentality and thought process of the consumers.
More items...

21) Product Mix Pricing Strategy

Objective questions:

1. Which of the following segments is referred to by the variants age, education and religion?

2. A company categoriesits products based on gender. Which of the following segments is being
referred?

3. ____ is the decision making unit in the buyer firm in organizational market.

4. The process of accepting new product ideas by individual customers is popularly known as ___.

5. ____ is the study of population and its characteristics.

6. Which of the following is not a characteristic of 'Market Introduction Stage' in PLC?

(a) Demands has to be created
(b) Costs are low
(c) Makes no money at this stage
(d) Slow sales volume to start

7. The target-return pricing method is a variant of _____ pricing.

Descriptive questions:

1. Explain Maslow's hierarchy of Motivation

2. Write a note on Style, Fashion and Fad

3. Explain Marketing Logistics and Supply Chain Management

4. Define Microenvironment forces

5. Define Individual Product decisions

6. Explain various platforms for online promotion

MCQ:

1. If MMT is planning on introducing new tourism package due to low unemployment and increased
income, what does this mean about the market?
a) Depression
b) Recession
c) Progress
d) Bearish Market

2. If a mixer grinder is used to mix different fruits to get juice, what value of the mixer does this imply?
a) Core value
b) Augmented value
Don't remember other options

3. Target return pricing is a variant of ___ pricing.

a) Cost plus
b) Break even
c) Target return

Management Theory and Practices:

Descriptive:

1.JIT and its relation to Quantitative approach

2.Difference between manager and leader

3.What is leader’s role in management change?

4. What is GDSS and its components?

5. Explain about internal and external communication with examples

6. About the Industrial revolution

7. Trompenaars 7 dimensions

8. Motivating groups

9. Explain Matrix model

10. Change management

11. Significant of leadership

12. Discuss 5 points features of quality profession

13. Explain the Difference between Authoritarian culture & Participative culture

14. Explain the role of information and technology in Decision Making

15. Silent feature of GDSS

16. Role of HR in Organisation culture development

17. Factors leading to resistance to change

18. How effective communication is critical for organisation success

19. Advantages of Business Communication.

20. Functions of Management

21. Objectives of Change Management

22. State and explain the 5S Japanese technique for eliminating waste used in organization to improve
production efficiency

23. Explain various type of business communication with example.

24. Discuss the responsibility of leader in change management.

25. Equity theory of motivation

26. Importance of decision making

27. Characteristics for something to qualify as a profession

28. Does management qualify as a science? If yes, explain?

29. State the methods that can be used for motivating groups

Financial Accounting and Analysis:

Descriptive:

1. Short note on cost concept and going concern concept

2. Problems of ratio analysis

3. What are the characteristics of GAAP?

4. What are the criteria to be fulfilled for an asset to be current?

5. What are the advantages of adopting IFRS?

6. Discuss the principle & Implication of management's Discussion & analysis (MD&A).

7. What items are included in calculation of cost of goods sold?

8. Google take loan from Citi bank of Rs. 500 crore and purchase new call centers. Effect on accounting
equations and pass journals entries in books of Google.

9.Cash flow from investing activities

10. Write a note on Error of Compensation

11. Write a note about Indian Accounting Standards

12. Numerical on Inventory turnover ratio and Debtors turnover ratio. (Direct values were given, so just
had to be put in the formula and calculated)

13. Relation between income and balance sheet statements

14. Comparison of GAAP and IFRS in relation to capital.

15. Describe other disclosures under cash flow statement.

MCQs:

For example in the following different ways:

1. AS 20 stands for __
2. Earnings per share is denote by which Standard

Descriptive:

1) Who use accounting information and how?

2) What are special features of financialstatements?

3) Management Discussion & Analysis

Information System for Managers:

Descriptive:

1. ERP in operations finance and HR

2. Security levels required in an organization

3. Difference between IS and IT

4. Waterfall model

5. Define SDN and containers

6. Is salesman example a tactical decision? Justify your answer

7. Short note on outsourcing and off shoring

8. Brief notes on Aggregates and Auction

9. 5 key challenges of migrating to a cloud

10. Data warehouse and Data Mart

11. Why Google is most successful search engine

12.Ideas of extreme programming

13.Qualities needed to draft the business needs for IT infrastructure

14. Various components of modern IT infrastructure

15. Details out the various role & the creation of artifacts under SCRUM

16. Define aggregators

17.How to secure IS infrastructure

18. Scrum framework and different roles

19. Challenges faced my Manager in IS

20. Scrum Method

21. Conficker

Short Questions:
1. Greenhouse gas related - 3 4 questions
2. Which states have the most traffic cameras enabled?

3. Which language is used for embedded software?

4. Evolution of Yahoo to become a successful portal

5. Short notes on Phishing and Identity theft

6. Short notes on data warehouses and data marts

MCQ:
1. Google algorithm follows which approach in page rank

2. Cloud service models

3. What is the latest speed of RAM - 1ns, 4ns?

Business Economics:

Descriptive:

1. Exceptions of supply curve.

2. Supply and its determinants

3. Price elasticity

4. Production possibility CurveOf demand

5. Opinion poll method and explain different methods under it.

6. Price regulations
7. The difference between economics and business economics.

8. Production theory

9. Regression analysis

10. Positive negative externalities

11. Static and dynamic economics

12. Limitations of demand forecasting for Business.

13. Types of costs considered in long run for firms. Explain with suitable example

14. Exceptions of supply curve.

15. Diminishing marginal utility.

16. Ceiling price and relationships with firm efficiency

17. Market Equilibrium

18. Consumer Equilibrium and Income effect and Substitution effect

19. Producers Equilibrium and Expansion path

20. Why demand curve downward slop

21. Factors effecting income elasticity of demand

22. Isoquants Forms

23. Elasticity demand without graph

24. Factors affecting demand

25. Advertising elasticity and factors affecting

26. Types of Isoquants curve

Descriptive Questions

1. Define two type of economic approach

2. Explain Demand forecasting analysis methods

3. Explain Economic & Accounting costs

4. Main exceptions to Law of Supply

5. Fundamental steps of demand forecasting for any organisation

6. Short notes on production in the long run and marginal rate of technical substitution

7. Supply and its determinants

8. Short note on Budget line and relevant preference theory

9. Law of diminishing returns

Organisational Behaviour:

Descriptive:

1. Perception management importance in today's scenario where companies are employee oriented.
Explain with suitable example

2. Types of groupwith examples

3. Conflict resolution in an organisation

4. Explain any 5 Types of leadership.

5. Elements of OB: people,structure,technology,environment

6. Why Economic, political and legal environment is important in Culture

7. Distuonguish b/w functional and dysfunctional conflicts with example.

8. Explain the process of perception with suitable examples.

9. How can be behavior be strengthened using the reinforcement theory proposed by B. F skinner. In
your opinion which element of the theory is most effective is modifying behavior.

10. Reinforcement in environment: Reinforcement theory is a psychological principle

suggesting that behaviors are shaped by their consequences, and that individual
behaviors can be changed through reinforcement, punishment and extinction

11. OCEAN model: Openness, Conscientiousness, Extroversion, Agreeableness, and

Neuroticism.
 12. 'Shaping' in learning: Shaping is the use of reinforcement of successive approximations
of a desired behavior. Specifically, when using a shaping technique, each approximate desired
behavior that is demonstrated is reinforced, while behaviors that are not approximations of the
desired behavior are not reinforced.

13. Cultural dimensions

14. Leadership styles

15. Determinants of Personality with examples : There are 4 major determinants of personality
which include the physical environment, heredity, experiences and culture.

16. Characteristics of motivation: Characteristics/Features of Motivation:

 Interaction between the individual and the situation: Motivation is not a personal trait but
an interaction between the individual and the situation. ...
 Goal-directed behaviour: ...
 Systems oriented: ...
 Positive or negative: ...
 Dynamic and complex in nature:

17. System approach: A systems approach brings together interviews, dialogue, openness to
perspectives from public and private sectors, and people at all levels of an institution's
hierarchy

18. Source of power of inter relationship of leader:

French and Raven (1959) proposed five potential sources of interpersonal power: legitimate,
coercive, reward, referent, and expert power. Supervisors rely on their power to influence
subordinate behavior.

19. Power tactics

20. Write a learning theory which you think is best

21. Erik Erickson 8 stages of phsyosocial development

Erikson's 8 Stages of Psychosocial Development, Explained for Parents
 Trust.
 Independence.
 Initiative.
 Accomplishment.
 Identity.
 Relationships.
 Contribution.
 Reflection.

22. Personality and with examples

23.Learning and techniques

24. Group in organisation

25. Types of generation with respect to their values?

26. Interpersonal conflicts and 2 important concepts?

27. How to overcome Politics in Organisation

28. Explain Pitfalls in Leadership

29. Explain Values with real life examples of organisations.

30. Freudian stages of Personality Development

31. Impact of Rewards and Punishment

32. Machiavellian characteristics with suitable example

Long question on personality

Power traits MCQ's

DECEMBER CYCLE – TEE

Marketing Management

Descriptive questions
1. Explain product mix with example
2. Explain rapid growth of sales promotion
3. Personal Factors with Example
4. Sales Promotion Objective
5. Customer Value Based Pricing.
6. Explain the concept of marketing experience and Marketing Myopia, give an example.
7. Marketing myopia is a term that describes the need for businesses to future-proof their
products or services' usefulness instead of merely ...
8. Explain the difference between Differentiated and Undifferentiated targeting, give
examples.
9. Explain the role of PR marketing
10. What is the similarity between Business & Consumer buying
11. Which one follows the outside in policy in marketing
12. Cause based marketing
13. Levels of products and services
14. Direct and digital marketing
15. Write a short note on customer engagement
16. The internal and external sources of idea generation
17. Rapid growth in direct and digital marketing
18. Short note on increasing diversity...
19. Psycho graphical and behavioral segmentation with examples...
20. Short note on Channel design decisions with examples
21. Explain social factors
22. product life cycle and explain maturity and decline stage
23. Explain economic environment
24. Cost plus pricing
25. Explain VMS with example
26. Role of buyer's culture, subculture and social class
27. Nature of Personal selling
28. Product decision and social responsibility
29. Rapid growth of sales promotion
30. Internal and External Idea generation
31. Explain increasing Diversity in market
32. Model of Consumer Behavior
33. internal and External ideas .sources in idea generation
34. Geographical pricing with examples
35. Short note on company, suppliers, marketing intermediaries with examples
36. Note on Product and Service attributes
37. Define channels
38. Complex buying behavior & Dissonance Reducing Buying behavior and examples
39. Define services and explain nature and characteristics of a service.
40. Psychological pricing with example
41. cause related marketing
42. Concept development and testing.
43. Model of consumer behavior
44. Product Mix with example.
45. Horizontal Marketing System with examples.
46. Explain cause related marketing with examples
47. Define services and explain nature and characteristics of a servic
MCQs
1. What should you be doing with your product to have a higher stand by your competitors-?
- More for less
- Less for more
2. Which of the following influences the preference of a business buyer?
- Environment
-interpersonal
-Individual
-Organizational
3. How many factors influence the customer buying behavior.
- 1/2/3/4
4. At which stage the companies profits falls off to defend against the competitors
- Growth
- Maturity
- Decline
5. At which stage the of product cycle, does a product get a real time simulation
- Testing
- Product development
- Idea screening
6. Which one of the following is not a social media network
- Facebook
-Twitter
-Pininterest
-Amazon
7. A customer who is profitably loyal and there for a long term
- True friend
- Barnacles
- Butterflies
- Strangers

Descriptive questions
1. Describe any five principles of management?
2. Write the differences between the traditional theory and Modern theory in
motivation?
3. explained about Bureaucratic management
4. Herzberg theory
5. dynamic culture with eg
6. MIs and OAS
 7. Role of Business Communication
8. Corporate culture and Administration
9. Managing resistance to change
10. diff between Authoritarian and participative culture
11. Leaders as change agents discuss
12. Centralized vs decentralized decision making styles
13. Discuss with example Conflicts between corporate culture and administration.
14. Difference between MIS and OAS
15. Explain Modern Theories of Motivation.
16. Components of Corporate Culture
17. ERG theory
18. Skill that a leader inculcate amon team members
19. different approacha of management
20. Barriers to communication how to overcome them
21. Different components of MIS explain
22. Contributions done by Webber Max and George E. Mayo
23. What is MIS ? Explain its components
24. Differences between programmed and Non-programmed decisions
25. Different types of corporate culture.
26. LMN case study why new ceo Rajiv faces challenges.
27. Characterstics of Hofsted
28. Org Development and Change Mgt are imter related and different.Explain
29. Concepts of organizational structures
30. Approaches of social responsibility of organisation
31. Explain the functions of DSS
32. Difference between classic n modern approach
33. Maslow's need hierarchy theory explain
34. Explain Marwin weisboard's model m it's limitations
35. barrier to communication and GDSS

MCQs
most of change management ,DSS, Corporate culture and 14 principles questions.
Business communication , leadership , gdss ,Mis , 4 ps ,Maslow , Erg , core heart of
management ?
Programs and non program business communication change management
what is the name of author, and other like author name is given and asked to match the
definition proposed by him

Financial Accounting and Analysis

Descriptive questions
1. Meaning of dual entry system
2. Differences between a. Cost nd expenses b. Debit nd credit c. Debtors nd creditors
 3. Meaning of consolidated financial statements nd Standalone financial statements nd
difference between them
4. Journal a company has 650000/- cash from sales revenue and 50000/- bad debts.
What is operating cash flow?
5. A company has 4300Cr assets, 1000cr liability and mkt value of shares 100/- per
share, what is owners capital?
6. Techniques to analyse financial statements .explain each in brief
7. Write in brief with one example asset, liability , expense , capital and revenue
8. What are accounting standards, how they are helpful
9. explain the concepts with 2 examples - matching concept, accounting period
concept, consistency concept
10. what are the types of companies which needs to mandatorily adopt Ind - AS
11. Sustainable income and quality earning income
12. Right accounting notes of Journalising, posting, balancing, temporary accounts and
permanent accounts
13. Define ind as and right any 8 ind as
14. Cash and cash equivalent and as governing cash and cash equivalent
15. Subsidiary books
16. Sustainable income and types of irregular items
17. Explain how property plants equipment’s is recognised while preparing balance
sheet
18. Note on jounalizing, ledger & posting, permanent & temporary accounts, balancing
ledger accounts
19. Explain liabilities and contents
20. Financing activities and 6 examples
- double entry system
- preparation of profit and loss account
- subsidiary books
- define asset, liability,revenue and expense and state examples of the same
- concept of book keeping
- define these ratios with method of calculation and interpretation. Debtors
turnover ratio, number of days inventory, inventory turnover ratio.

MCQs
1. Date of formation of IFRS
2. What are components of IT infrastructure in an organisation
3. What are steps of software project management. Explain Vendor selection in brief
4. E-commerce in context of Portal and Search Engines.
5. Features of cloud computing.
6. Reverse Engineering.
7. Hype cycle
8. Functional points
9. Discuss differ database
10. Secondary storage and its limitations
11. Type of communication related to IT
 12. Define Data concurrency,Data security, recovery
13. Cloud infrastructure
14. Note on data warehouse
15. Decisions in IS
16. Types of decision making and how do information system helps?
17. What do you know about IT outsourcing?
18. IT infrastructure Lots of debit credit questions
19. GAAP’s, IFRS, analysis of financial statements, Trend & common size analysis and
generic accounting equations

20. Which users of financial statements mainly look outside of financial statement
a. Investor and manager
b. Lender and creditors
c. Govt and customer
d. Labor union and something else

Information System for Managers

Descriptive questions
1. what is direct selling, Explain Auctions with relation to direct selling
2. how to containers facility Virtualisation
3. Explain rapid prototyping
4. Explanation software project management and vendor selection.
5. How Google logic of ranking web pages and how it generates revenue.
6. Explain utility software and networking software.
7. Explain Data efficiency and context aware design with reference to green practices.
8. What are the Security threats to an Organization? Explain Malware and Love Bug in
detail.
9. What are the functions and facilities provided by the CRM system?
10. Green initiatives
11. Function point analysis
12. Challenges in migrating to cloud
13. What is IoT give examples
14. components?

MCQs
SaaS stands for?

Business Economics

Descriptive questions
1. Price regulation and types
2. Price elasticity of demand and types
3. Scope of economics in day to day life
4. Short note on increase and decrease in supply
5. limitations of demand forecasting
6. Short note on replacement cost and social cost
7. Two approaches in Economics
8. Cross Elasticity of Demand and its different types
9. Monopoly market structure and its characteristics
10. economics static and Dynamics 2) criticalities in indifference curve 3) factors of
production
11. Explain supply and aspects of supply
12. Explain Utility as a basis of consumer demand
13. Define supply and 3 aspects of supply
14. Criteria for good demand forecasting
15. Price elasticityof demand
16. short note on accounting cost and economic cost
17. Cross elasticity of demand and its types
18. Classification of economic system
19. Characteristics of Indifference curve
20. Explain inflation & types of inflation
21. Explain Monopolistic characteristics & competition
22. Diff bw economics and business economics
23. Criticism of indifference curve
24. Limitations of Indifference Curve.
25. Factors for creating Individual Demand.
26. Concept of Market.
27. Price elasticity of demand and types
28. Factors influencing individual demand
29. Short note on replacement cost and social cost.
30. Economies of scope. How to attain.
31. Income elasticity of demand and influencing factors.
32. Types of demand.

MCQs
1. Calculate total revenue of 10 fans costing 2000 rupees per unit
 2. Rate of interest is which indicator
3. Formula of percentage price elasticity
4. Monopolistic market
5. Return to scale
6. Negative externalities
7. price elasticity of demand, accounting profit anf forecast of demand for a period.

Organisational Behaviour

Descriptive questions
1. 8 instrumental values as per Rokeach Value Survey
2. Discuss aspects of emotional intelligence
3. State the effort reward imbalance model
4. 8 subject of organisational behaviours
5. What is Stress? Different types of stressor.
6. What is Rokeach Value survey, state any 8 types of instrumental values.
7. Explain about SIX BOX organisational model
8. Personality and its elements
9. Intermittent Reinforcement Theory
10. Conflict and conflict resolution techniques
11. Explain attitude and any three factors of attitude
12. Define motivation and it's approaches
13. What is Conflict Management
14. Elements of Organisational Behaviour
15. Describe charismatic leadership
16. Describe organizational facors contribute to organizational politics
17. Explain determinants of personality
18. Explain Herzberg two factor theory
19. Explain concept of Interpersonal conflict
20. Explain vroom expectancy theory
21. Explain personality traits affecting organisation behavior
22. Factors influencing perception
23. charismatic leadership
24. Concepts of interpersonal conflict
25. Elements of OB
26. Resourses of stress
27. Leadership
28. Perceptual Selectivity
29. Contingency theory of leadership
30. Features and importance of groups
31. Explain resonant leaders
32. Factors influencing perception
33. Power of groups
 34. Contigency theory of leadership
35. Hidden and unknown quadrant of Johri window
36. Elements of OB
37. Perceptual selectivity and factors
38. Group dynamics
39. Resonant Leadership
40. Vrooms Expectancy theory
41. Perception and types
42. What are groups and explain formal groups
43. And as reported by others in group
44. Perpetual theory and it's elements
45. elements of OB
46. Types and Models of Groups
47. 6 Culture
48. Erickson stage

MCQs
Personality, Motivation, Groups and Teams and Stress management