MBMM3001/GN3001

M.B.A. DEGREE EXAMINATION, JANUARY 2022.

Third Semester

General (Common Paper)

CONSUMER BEHAVIOUR

Time : Three hours Maximum : 100 marks

PART A — (5 u 6 = 30 marks)

Answer any FIVE questions.

1. What is Perceptual Mapping?

2. Workman compensation Act, 1923 is a boon or a

bane. Explain.

3. “Playing Trumps’- Explain.

4. Define Liberalization, Privatization and

Globalization.

5. What is Instore choice?

6. Explain “Market Segmentation Approach’’.

7. Discuss “Cognitive Dissonance Theory”.

8. List the Models of Attitude of consumers. Explain

Tri-component Attitude Model.
 PART B — (5 × 10 = 50 marks)

Answer any FIVE of the following questions.

9. Mention the various influences of the Market on

consumers. Explain

(a) Environmental Influence

(b) Social Influence
(c) Cultural influence

10. ‘A’ was a minor admitted to the benefits of a

partnership. After attaining majority, he decided
not to continue as a partner. He did not give any
public notice of the same. Is he liable for the acts
of other partners after his retirement? Explain.
Explain different kinds of partnerships.

11. What are the Scales used to Measure the Attitude

of the Customers in the Customer Intelligence
System.

12. Marketers don’t create needs, needs pre-exist

marketers, and discuss the statement.

13. Explain Input, Process, Output Model.

14. Explain the influence of children and teenagers on

family buying behavior.

15. Discuss the role of Psychographic in affecting the

consumer behavior.
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16. How can a consumer arrive at a decision? Explain
various stages in it.

PART C — (1 u 20 = 20 marks)

Case Study (Compulsory Question)

17. Define Consumer Behaviour. What is the

importance of studying Consumer behaviour?
Discuss the models of Consumer Behaviour and
suggest which model is the best suited at the
present scenario with few examples.

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 MBMM 3002
M.B.A. DEGREE EXAMINATION, JANUARY 2022.

Third Semester

Marketing

MARKETING RESEARCH

Time : Three hours Maximum : 100 marks

PART A — (5 u 6 = 30 marks)

Answer any FIVE questions.

1. How will you analyze the data collected from the

research?

2. List out the sources of variation in measurement.

3. What are the advantages of collecting data

through observation?

4. Mention the any five factors that affect sample

size.

5. List the various types of hypothesis with suitable

examples.

6. What is the difference between pure and applied

research?
7. What is a research design? What are the
significance of research design?
8. Write a note on Marketing Information System.
PART B — (5 u 10 = 50 marks)
Answer any FIVE questions.
9. Define marketing research. List out the various
steps involved in the marketing research process.
10. Enumerate the methods available for data
collection. What are the advantages of secondary
data?
11. What are the types probability sampling?
Differentiate between probability and non-
probability sampling methods.
12. What is meant by filed observation? Explain the
cautions to be taken by the researcher in the field
of operations.
13. Discuss measurement and scaling. What are they
and how are they related?
14. What is cluster analysis? HOW is it useful in
marketing research? Give example.
15. How important do you think are writing skills and
language important in presenting the research
findings?
16. What are the points be considered for making a
written market research report? How are the
reports classified?
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 PART C — (1 u 20 = 20 marks)
(Compulsory)

17. An FMCG company has recently launched a SOYA

MILK based drink in ready-to-consume packs. It is
available in 200 millilitre and 1 litre Tetra-pack
and is positioned on the health platform. The
company wants to commission a research to
determine initial consumer trial and perception
and opinion about the product. Using appropriate
scales develop a questionnaire that could be used
for this research. (The questionnaire would be
administered personally and take about
10-15 minutes to administer).

______________

3 MBMM 3002
 MBMM 3003
M.B.A. DEGREE EXAMINATION, JANUARY 2022.

Third Semester

Marketing

INDUSTRIAL MARKETING

Time : Three hours Maximum : 100 marks

PART A — (5 u 6 = 30 marks)

Answer any FIVE of the following.

1. Define Industrial Marketing and discuss its main
characteristics.
2. Discuss the various types of industrial markets.
3. What is B2B Commerce? Discuss.
4. Explain the Marketing Information System
briefly.
5. How do you classify industrial products and
services?
6. Discuss the promotional strategies for industrial
goods.
7. What is sales force automation? Discuss.
8. What are the factors influencing pricing decisions
of industrial goods and services?
 PART B — (5 u 10 = 50 marks)

Answer any FIVE of the following.

9. Explain the industrial buyer behavior.
10. Describe the industrial buyer marketing system in
India.
11. What is strategic industrial marketing? Explain.
12. Write a brief note on recent trends in marketing
research.
13. Discuss about new product development and
introduction.
14. Discuss about general cost centered approach of
pricing industrial products.
15. Examine the role of personal selling in industrial
marketing.
16. How do you formulate channel strategy for
industrial goods and service?
PART C — (1 u 20 = 20 marks)
(Compulsory)
17. Case Study :

Information is the key word for the business

outfit. The small retailers do understand that but
alas if they could do that. The Reliance Retail,
Bharathi, Wal-Mart Big Bazaar operates with
legacy software. Companies such as SAP, Oracle
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have ERP but for the biggies. Chennai based Go
Frugal is helping out the smaller retailers with
less to spend yet output very much the same as
the biggies. They are offering the cloud technology
They do demand at least Rs. 7 lakhs for high end
software that a software seller wants from a small
retailer. This is not the market Go Frugal caters
or to say Capillary Technologies of Bangalore
caters. The cloud Technologies help the retailer
tell the variety of choices in their product that are
on demand, the collection by category on a daily
basis, various kinds of report generation in
reference to market. These are all various kinds of
report generation in reference to market. These
are all available to the retailers for pay-as-you go
basis or a few thousand a year. Retailers have
started craving for it and adjusted to it since the
cost to Retailers have started craving for it and
adjusted to it since the cost to benefit is favorable.
But bottlenecks do stand out in pockets that have
not tasted the water since some marketing
problems do exist. The main few are :

* Small and mid-sized retailers have been

wary of the technology (Cloud technology)?

* Some are afraid that recording any financial

data may draw in tax authorities to question
them.

3 MBMM 3003
The firm wants to ride on its initial success with
this group of industrial buyers and wants of
combat the contention of the retailers market. The
small retailers’ market is diffused and the firm
has its limitation yet it wants to reap the harvest.
Question :
It has appointed you as consultant to answer the
following :
(a) How should the product development be to
assuage the retailers’ thought?
(b) What should be the distribution model to
reach the diffused client set at a reasonable
cost i.e., distribution cost being absorbed in
the product?

______________

4 MBMM 3003
 MBMM 3004/MBRM 3004
M.B.A. DEGREE EXAMINATION, JANUARY 2022.

Third Semester

Common

LOGISTICS AND SUPPLY CHAIN MANAGEMENT

Time : Three hours Maximum : 100 marks

PART A — (5 × 6 = 30 marks)

Answer any FIVE questions.

1. What are the functions of physical distribution?

2. Explain the factors deciding the target markets.

3. What are the essentials of a marketing channel in

SCM?

4. Write a note on (a) Retail co-operatives and

(b) franchise systems.

5. What is meant by supply chain network?

6. What is the role of inventory management in

SCM?

7. Write about dynamic routing.

8. What are the pros and cons of E-logistics?

 PART B — (5 × 10 = 50 marks)

Answer any FIVE questions.

9. Explain the distribution channel design strategies

in physical distribution.

10. Discuss the methods of evaluating channel

members performance in marketing channel.

11. Explain in detail the vertical marketing systems.

12. Describe the building blocks of a supply chain

network.

13. Discuss the supply chain decision making process.

14. How is economic order quantity determined in

supply chain inventory management?

15. Discuss in detail capacity planning in inventory

management.

16. Evaluate the electronic procurement and logistics.

PART C — (1 × 20 = 20 marks)

Compulsory.

17. Starbucks is pretty much a household name, but

like many of the most successful worldwide
brands, the coffee-shop giant has been through its
periods of supply chain pain. In fact, during 2007
and 2008, Starbucks leadership began to have
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MBRM 3004
severe doubts about the company’s ability to
supply its 16,700 outlets. As in most commercial
sectors at that time, sales were falling. At the
same time, though, supply chain costs rose by
more than $75 million.
Supply Chain Cost Reduction Challenges: When
the supply chain executive team began
investigating the rising costs and supply chain
performance issues, they found that service was
indeed falling short of expectations. Findings
included the following problems
(a) Fewer than 50% of outlet deliveries were
arriving on time.
(b) Several poor outsourcing decisions had led to
excessive 3PL expenses.
(c) The supply chain had, (like those of many
global organizations) evolved, rather than
grown by design, and had hence become
unnecessarily complex.
As a consultant, give your suggestion to the
company and strategies to overcome the
problems/situations.

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3 MBMM 3004/
MBRM 3004
 MBMM 3005/MBRM 3005
M.B.A. DEGREE EXAMINATION, JANUARY 2022.

Third Semester

Common

RETAIL MARKETING

Time : Three hours Maximum : 100 marks

PART A — (5 × 6 = 30 marks)

Answer any FIVE questions.

1. What are issues in retailing? Explain the legal and

ethical issues.

2. What technology used in retailing? List out the

major technological issues in retailing.

3. How do you decide to design the stores lay out?

4. Write a note on ‘Merchandise Planning Process’.

5. Mention the Five ‘R’s of merchandising?

6. What is mark up and mark down strategy?

7. How do you handle difficult customer in retailing?

8. List and explain any three new customized

formats.

PART B — (5 × 10 = 50 marks)

Answer any FIVE questions.

9. What is non store retailing? Explain how the retail

strategy influencing to succeed in the competitive
environment?

10. Define the term ‘Competitive Advantage’. What

are some of the reasons why positioning is an
important tool for competitive advantage?

11. What is meant by Store Lay Out? Explain the

classifications of retail store lay out.

12. What do you mean by retail store exterior design?

Explain the factors to be considered for choosing
exterior lay out.

13. What is meant by Psychological Pricing? Is

psychological pricing effective in retailing? What
are the advantages of psychological pricing?

14. What is Retail promotion mix? Explain how the

promotion techniques are playing a major role in
retail business.

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MBRM 3005
15. What do you understand about customer service?
List out any five examples of good customer
service. Discuss how to apply them to your stores?

16. What is globalization in retailing? Explain the

effect of globalization on Indian retailing.

PART C — (1 × 20 = 20 marks)

Compulsory.

17. Grocery and food retailers are responding to an

unprecedented demand that strains the entire
ecosystem. Customers from all demographics have
shifted to digital and delivery, ushering in a new
normal for food retail that may become
permanent. This has created an environment
poised for innovation, with a need to realign
supply chains, redefine what pans of the food
workforce are essential, and gain a deeper
understanding of how to connect with loyal
customers through social media. Discuss the
strategies to be adopted by food retailers in the
post Covid-19 scenario.

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MBRM 3005