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PROGRAM
Master of Business Administration -
MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT301
SALES DISTRIBUTION & SUPPLY
CHAIN MANAGEMENT
SET 1
Qus:1
Define Sales Management. Enlist the various decisions Sales planning primarily
deals
with.
Answer: The American Marketing Association (AMA) defines sales
management as pertaining comprehensively to the planning, direction, and control
of the personal selling activities of a business unit, including recruiting,
selecting, training, equipping, assigning, routing, supervising, paying,
Qus:2
Explain the types of Compensation Plans. What are the steps involved in
Compensation
Plan?
Answer: Compensation plans can be varied to suit the purpose. We
shall now look at the different types of plans and their rationale:
(i)
Straight
salary: When a compensation plan is fixed for a given period of time and has no
relationship to the
(ii)
Qus:3
Explain Marketing Channels. What are the various functions
of Marketing
Channels?
Answer: Marketing
channels ensure availability of goods and services to customers at locations
suitable for procurement. While finalizing marketing channels, decisions
regarding the most suitable modes
SET2
Qus:1
Write short notes on Supply Chain Management and four stages of policy
integration.
Answer: Supply chain management is the process of planning,
implementing and controlling operations for serving customers as efficiently as
possible. It includes all activities involved in sourcing, procurement,
conversion and logistics. A number of definitions are available in literature
for Supply Chain Management. All these have a common theme – they reflect the
idea of
Qus:2
Explain the Procurement Cycle.
Answer: Procurement and inventory management is a critical component
of contemporary supply chain. With the increase in division of labour to
facilitate speed, process integration and response to customer preferences,
there is a burgeoning need for a modern sourcing system. The amount of
expenditure involved in procurement is an indispensable component of an
organization’s
Qus:3
Explain Benchmarking. What are the various types of
Benchmarking?
Answer: Benchmarking has been used variedly
to refer to several activities. Several definitions have described as
‘benchmarking’. Some of these definitions are discussed to emphasize the
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PROGRAM
Master of Business Administration –
MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT302
Consumer Behaviour
SET 1
Qus:1
Define Consumer Behaviour. What are the various Buying Roles in the Individual
Consumer Buying Decision Process? What are the various categories of
Organisational buyers?
Answer: “Consumer behaviour refers to the actions and decision
processes of people who purchase goods and services for personal consumption.”
James
F Engel, Roger D
Qus:2
What do you mean by Motivational Conflict? Give reasons in support of the
statement “motivated behaviour never ends.”
Answer: “Variety is the spice of life.” Hardly anybody is likely to
disagree with this saying. For most of us, too
Qus:3
What are the various components of Learning? Explain
Classical Conditioning.
Answer: Four components are fundamental to
most learning situations.
Motivation
– Motivation
is the driving force that impels individuals to action and is based on needs
and goals. Motivations function as a spur to learning with needs and goals
acting as stimuli. For example, a
SET 2
Qus:1
Explain various characteristics of culture.
Answer: Culture has the following features:
Culture
is cultivated – Culture is not something that just “exists” and waiting to
be discovered. People are responsible for cultivating or nurturing their
culture and this process consists of three interdependent components:
o Ideological component
Qus:2
Explain the Consumer Decision Making process.
Answer: Generally it is believed that decision-making is the
cognitive process of selecting a course of action from among multiple
alternatives. The most common examples are shopping and deciding what to eat.
Decision-making is said to be a psychological
construct. It means that although one can never "see" a decision, one
can infer from observable behaviour that a decision has been made. Therefore,
we can conclude that a psychological event called "decision-making"
has occurred. It is a construction that imputes commitment to action. That is,
based on observable actions, it is assumed that people have made a commitment to
effect the action.
Qus:3
Explain Organisational Buying Behaviour. What are the
various factors influencing Organisational Buyer Behaviour?
Answer: Organisational buyers/business markets have characteristics
that differ sharply from individual consumers/consumer markets. Fewer Buyers:
Buyers in a business market are much fewer as compared to
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ASSIGNMENT
DRIVE – Winter 2017
PROGRAM
- Masters of Business Administration - MBA
SEMESTER
- III
SUBJECT CODE & NAME - MKT303 -
RETAIL MARKETING
Q1 What is Retail Marketing
Environment? Define elements in a Retail Marketing Environment.
●
Retail Marketing
●
Environment Elements in a Retail
Marketing Environment 2+8=10
Answer:-
Retail Marketing Environment:-
Everything
that surrounds and impinges on a system can be called as an environment.
Systems of many kinds have environments with which they interact. Retail
Marketing can also be seen as a system which must respond to
Q2 Define consumer decision
behavior. Explain types of decision behavior.
●
Consumer Decision Behavior
●
Types of Decision Behavior 2.5+7.5=
10
Answer:-
Consumer
purchase behaviour involves not only understanding how decisions are made but
also understanding the dynamics that
Q3 Critically examine types of Store
Layout.
●
Racetrack form
●
Grid form
●
Free flow
●
Dead block format
2.5+2.5+2.5+2.5+2.5=10
Answer:-
Types of Store Layout:-
Racetrack form
This
layout ensures the shoppers start from the point where they enter the stores,
flow through the entire store and then get back to where they started from. In
lifestyle stores this called forced circulation wherein the shoppers are led
through
SET-II
Q.1 What are Private Label Brands?
Elaborate growth drivers of Private Label Brands.
●
Private Label Brands
●
Growth Drivers of Private Label
Brands 3+7=10
Answer:-
A private
brand or store brand is a product line owned, controlled, merchandised and sold
by a specific retailer in its own stores. Among Indian retailers, Stop, Life
and Kashish by Shoppers' Stop, and ETC by Ebony are some examples of private
Q2. Elaborate Customer Relationship
Management Strategies.
●
Personalization
●
Communication
●
Rewards
●
Special treatment benefits
2.5+2.5+2.5+2.5+2.5=10
Answer:-
Customer Relationship Management
Strategies:
1.
Personalisation: The social
2.
Q3 Describe the four stages of
International Business.
●
Domestic focus
●
Ethnocentric
●
Polycentric
●
Geocentric 2.5+2.5+2.5+2.5+2.5=10
Answer:-
The four stages of International
Business:
1.
Stage one: Domestic focus: In this stage, firms
have a strong domestic focus with all activity concentrated in the
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DRIVE
winter 2017
PROGRAM
MBADS (SEM 3/SEM 5)
MBAFLEX/
MBA (SEM 3)
SUBJECT
CODE &
NAME
MK0013-Marketing
Research
SET 1
1 What do you mean by research? State
some of its characteristics.
Definition
Characteristics
Answer: Meaning of
Research
Research
is a systematic and intensive study undertaken to:
·
Address the fundamental questions or
·
Find a solution to the existing
problems.
It
is an art of scientific
2 Write a short note on the criteria of
choosing a good research design.
Explanation
(2 marks for each criteria)
Answer: The criteria of a good research design
are:
·
Feasibility: Designs
should be implemented in a correct form. The duration and sequence of events
should be designed in a proper way. Problems should be
3 Explain
comparative scales and its types.
Explanation
of the meaning
Explanation
of types
Answer: In comparative
scaling, the respondent is asked to compare one brand or product against
another. Comparative scaling techniques help in direct comparison between
stimulus objects. One of the main advantages of comparative scaling is the easy
application by researcher
Set 2
1 Explain various types of probability
sampling techniques with suitable examples.
Explanation
Answer: Classification of
Probability Sampling Techniques
2 Analyse the steps involved in
hypothesis testing.
Explanation
Answer: Steps
Involved in Hypothesis Testing
1.
Setting-up of hypothesis: The first step is to set up the decision making
process. This involves specifying the null hypothesis (H0) and the alternative
hypothesis (H).
2.
Selecting a significance level: A criterion used for rejecting the null
hypothesis is the significance level. The
3 Write short notes on:
a) Media planning
b) Copy Testing
Answer: Media
Planning
Media
planning is quite essential in establishing the best way to disperse
advertisers’ message across to the consumer market through various media
channels. In short, the main goal of the media plan is to find such
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