Lucknow University B.B.A. (NEP) 3rd Semester Question Papers 2026

This page contains complete, previous-year-style model question papers for all 4 core B.B.A. (NEP) Semester III papers at the Institute of Management Sciences, University of Lucknow: Financial Management, Operations Management, Marketing Management, and Human Resource Management. Each subject has 5 full model sets (Set A to Set E), with 10 questions per set of 15 marks each (answer any five, maximum marks 75), prepared by LUUPDATE for focused exam practice. These are B.B.A. Semester III old-paper-style question banks meant to help you understand the exact pattern, unit-wise weightage and difficulty level you should expect in your actual university examination for the BBA NEP Semester III question paper.

P11: Financial Management — Model Question Papers

Financial Management (Paper P11) covers the Concept of Financial Management and Finance Functions, Time Value of Money, Investment Decisions and Capital Budgeting; the Financing Decision, Capitalization, Cost of Capital and Capital Structure Theories; the Dividend Decision and Dividend Models; and Management of Working Capital including Cash, Receivables and Inventory. Time: 3 Hours, Maximum Marks: 75. Answer any five of the ten questions given below; all questions carry equal marks (15 each). The five sets below (Set A to Set E) give you full practice coverage across every unit of the syllabus.

Set A

Q1. Explain the concept of Financial Management and discuss its various finance functions, namely investment, financing and dividend decisions, highlighting their interrelationship in maximizing the value of a firm. [15]

Q2. Discuss the objectives of financial management and critically examine why the objective of Shareholder Wealth Maximization is considered superior to the traditional objective of Profit Maximization. [15]

Q3. Explain the concept of Capitalization and discuss the various bases used for determining the capitalization of a company, namely the Cost Theory and the Earnings Theory. [15]

Q4. Explain the meaning of Over-Capitalization and Under-Capitalization, and discuss the causes that lead to each of these conditions in a company. [15]

Q5. Company A has a total capitalization of Rs. 50,00,000 and earns a net profit of Rs. 4,00,000, whereas Company B, operating in the same industry with identical business risk, has a total capitalization of Rs. 40,00,000 and earns the same net profit of Rs. 4,00,000. If the normal rate of return expected in the industry is 10 percent, examine, with supporting calculation of the rate of earning on capital employed of each company, which of the two companies is over-capitalized and which is fairly capitalized, and suggest suitable remedial measures for over-capitalization. [15]

Q6. Explain the concept of Dividend Decision in financial management and discuss its relevance to the value of the firm, distinguishing between the relevance and irrelevance schools of thought on dividend policy. [15]

Q7. Explain the assumptions underlying Walter's Model of dividend policy and discuss the relationship it establishes between the internal rate of return (r) and the cost of capital (Ke) in determining the optimal dividend payout ratio. [15]

Q8. The following information is available for a company: Earnings per share (EPS) Rs. 10, Dividend per share (DPS) Rs. 4, Internal rate of return (r) 15 percent and Cost of capital (Ke) 12 percent. Using Walter's Model, calculate the market price per share of the company. [15]

Q9. Explain the concept of Working Capital and distinguish between Gross Working Capital and Net Working Capital, and discuss the factors that determine the working capital requirements of a firm. [15]

Q10. Discuss the various approaches to the financing of current assets, namely the Matching (Hedging) Approach, the Conservative Approach and the Aggressive Approach, bringing out their relative risk-return implications. [15]

Set B

Q1. Mr. Verma deposits Rs. 60,000 in a bank fixed deposit for 4 years at 9 percent per annum interest, compounded annually. Calculate the compound interest earned and the maturity value at the end of 4 years using the concept of compounding under Time Value of Money. [15]

Q2. A firm expects to receive Rs. 2,50,000 at the end of 5 years from an investment. If the applicable discount rate is 11 percent per annum, calculate the present value of this future sum using the concept of discounting under Time Value of Money. [15]

Q3. Discuss the consequences of Over-Capitalization on a company, its shareholders, employees and consumers, and explain the remedial measures that may be adopted to correct a state of over-capitalization. [15]

Q4. Discuss the consequences of Under-Capitalization and the remedial measures that a company may adopt to correct this condition, and distinguish it clearly from over-trading. [15]

Q5. A company issues Rs. 100 debentures at par carrying a coupon rate of 10 percent per annum. If the tax rate applicable to the company is 30 percent, calculate the after-tax cost of debt (Kd). [15]

Q6. A company has an EPS of Rs. 8, an internal rate of return (r) of 18 percent and a cost of capital (Ke) of 12 percent. Using Walter's Model, calculate the market price per share under two different dividend payout situations: (a) when the company distributes 100 percent of its earnings as dividend, and (b) when the company retains 100 percent of its earnings, and comment on which policy is optimal for a growth firm. [15]

Q7. Explain the assumptions underlying Gordon's Model of dividend policy and discuss how the model establishes a relationship between dividend policy and the market value of the firm's shares. [15]

Q8. A company has an EPS of Rs. 10, retains 60 percent of its earnings, earns a return on investment (r) of 14 percent, and has a cost of capital (Ke) of 12 percent. Using Gordon's Model, calculate the market price per share of the company. [15]

Q9. From the following information, estimate the net working capital requirement of a company: Annual sales Rs. 60,00,000; cost of production (including raw materials, labour and overheads) Rs. 48,00,000 per annum, of which raw material cost is Rs. 24,00,000; raw materials are held in stock on average for 2 months before use; finished goods are held in stock on average for 1 month at cost of production; debtors are allowed 2 months' credit at cost of production; and creditors for raw materials allow 1.5 months' credit. Assuming a 12-month year and even production and sales throughout the year, estimate the net working capital requirement of the company (ignore cash balance). [15]

Q10. A company has the following data: Raw material storage period 45 days; Work-in-progress period 15 days; Finished goods storage period 30 days; Debtors collection period 40 days; and Creditors payment period 35 days. Calculate the length of the Gross Operating Cycle and the Net Operating Cycle of the company, assuming a 360-day year, and briefly explain the significance of the operating cycle in the management of working capital. [15]

Set C

Q1. A company is considering a project requiring an initial investment of Rs. 8,00,000. The project is expected to generate cash inflows of Rs. 2,20,000 per annum for 5 years. If the firm's cost of capital is 12 percent, calculate the Net Present Value (NPV) of the project and advise the management on whether the project should be accepted. [15]

Q2. A project requires an initial outlay of Rs. 5,00,000 and is expected to generate equal annual cash inflows of Rs. 1,50,000 for 6 years. Calculate the Internal Rate of Return (IRR) of the project using the trial and error method, and state the decision rule for accepting the project if the cost of capital is 14 percent. [15]

Q3. The current market price of the equity share of a company is Rs. 80. The company is expected to pay a dividend of Rs. 6 per share next year, and the dividend is expected to grow at a constant rate of 5 percent per annum thereafter. Calculate the cost of equity capital (Ke) using the Dividend Growth (Gordon) Model. [15]

Q4. A company issues 9 percent preference shares of Rs. 100 each at a premium of Rs. 10 per share, incurring floatation costs of Rs. 2 per share. Calculate the cost of preference capital (Kp). [15]

Q5. A company's capital structure consists of the following: Equity capital Rs. 20,00,000 with a cost of 15 percent; Preference capital Rs. 5,00,000 with a cost of 10 percent; and Debt Rs. 15,00,000 with an after-tax cost of 7 percent. Calculate the Weighted Average Cost of Capital (WACC) of the company using book value weights. [15]

Q6. A company has an EPS of Rs. 12, a retention ratio of 40 percent, a return on investment (r) of 10 percent, and a cost of capital (Ke) of 12 percent. Using Gordon's Model, calculate the market price per share, and comment on the effect of retention on the value of the share when the firm's rate of return is lower than its cost of capital. [15]

Q7. Explain the Modigliani-Miller (MM) Hypothesis of dividend irrelevance and discuss the assumptions on which it is based, along with the concept of the 'clientele effect'. [15]

Q8. A company has a current market price per share of Rs. 120 and a cost of equity capital of 10 percent. If the company pays a dividend of Rs. 5 per share, use the Modigliani-Miller (MM) valuation model, P0 = (D1 + P1) / (1 + Ke), to calculate the market price per share at the end of the year (P1) that would keep the total return to shareholders unchanged. [15]

Q9. Discuss the motives for holding cash and the various techniques of efficient cash management, including cash budgeting, that a firm may adopt to ensure adequate liquidity while minimizing idle cash balances. [15]

Q10. A company requires Rs. 9,00,000 in cash to meet its transaction needs over a period of one year. The fixed cost per transaction of converting marketable securities into cash is Rs. 200, and the opportunity cost (interest rate) of holding cash is 8 percent per annum. Using the Baumol Model, calculate the optimum cash balance (transaction size) that the company should maintain. [15]

Set D

Q1. A project involves an initial investment of Rs. 6,00,000 and is expected to generate cash inflows of Rs. 1,50,000 in Year 1, Rs. 1,80,000 in Year 2, Rs. 2,00,000 in Year 3, Rs. 2,20,000 in Year 4 and Rs. 1,00,000 in Year 5. Calculate the Payback Period of the project. [15]

Q2. A project costing Rs. 4,00,000, with an expected salvage value of Rs. 40,000, is expected to generate net profits after tax of Rs. 60,000, Rs. 70,000, Rs. 90,000, Rs. 80,000 and Rs. 50,000 during its 5-year life. Calculate the Average Rate of Return (ARR) on the average investment. [15]

Q3. Discuss the various factors that determine the capital structure of a company, such as cost of capital, control, flexibility, and the nature and size of the business. [15]

Q4. Explain the Net Income (NI) Approach and the Net Operating Income (NOI) Approach to capital structure, and discuss the assumptions underlying each theory. [15]

Q5. Explain the Modigliani-Miller (MM) Approach to capital structure and discuss the assumptions on which this theory of capital structure irrelevance is based, along with the arbitrage process that restores equilibrium. [15]

Q6. Discuss the various factors that determine the dividend policy of a company, such as legal restrictions, liquidity position, growth prospects, tax considerations and stability of earnings. [15]

Q7. Explain the concept of a Stable Dividend Policy and discuss its advantages to shareholders and to the company as compared to an unstable or fluctuating dividend policy. [15]

Q8. A company earns a net profit after tax of Rs. 25,00,000 and has 5,00,000 equity shares outstanding. If the company follows a dividend payout ratio of 40 percent, calculate the Earnings Per Share (EPS), the Dividend Per Share (DPS), the retained earnings and the retention ratio of the company. [15]

Q9. Discuss the various dimensions of credit policy in the management of receivables, namely credit standards, credit terms and collection policy, and examine the trade-off involved between profitability and liquidity in liberalising credit policy. [15]

Q10. A company currently sells goods worth Rs. 40,00,000 annually on a cash basis. It is considering a proposal to allow 2 months' credit to customers, which is expected to increase sales to Rs. 50,00,000 per annum. The variable cost ratio is 70 percent of sales, and the company's required rate of return on investment in receivables is 20 percent per annum. Evaluate whether the company should adopt the proposed credit policy, assuming no bad debt loss, by comparing the additional contribution earned with the additional cost of investment in receivables (investment in receivables to be computed at variable cost of the new sales). [15]

Set E

Q1. XYZ Ltd. is evaluating a project requiring an initial investment of Rs. 10,00,000, which is expected to generate cash inflows of Rs. 3,00,000, Rs. 3,50,000, Rs. 3,20,000, Rs. 2,80,000 and Rs. 2,50,000 during the five years of its life. If the company's cost of capital is 13 percent, evaluate the project using both the Net Present Value (NPV) and Internal Rate of Return (IRR) methods, and give your recommendation. [15]

Q2. Discuss the various methods of capital budgeting, namely the Payback Period, Net Present Value, Internal Rate of Return and Accounting Rate of Return, bringing out their respective merits and limitations, and explain why discounted cash flow techniques are generally preferred over traditional methods. [15]

Q3. A company needs Rs. 40,00,000 to finance a project. It is considering two financing plans: Plan I - entirely through equity shares of Rs. 10 each, and Plan II - Rs. 20,00,000 through equity shares of Rs. 10 each and Rs. 20,00,000 through 10 percent debentures. If the expected EBIT is Rs. 8,00,000 and the corporate tax rate is 30 percent, calculate the Earnings Per Share (EPS) under both plans and comment on which financing plan is more favourable to shareholders at this level of EBIT. [15]

Q4. A company's capital structure at market value consists of Equity Rs. 60,00,000 (cost of equity 16 percent) and Debt Rs. 40,00,000 (post-tax cost of debt 8 percent). Calculate the company's Weighted Average Cost of Capital (WACC) based on market value weights. [15]

Q5. Explain the Traditional Approach to capital structure and discuss how it differs from both the Net Income Approach and the Net Operating Income Approach in determining the optimal capital structure of a firm. [15]

Q6. Discuss the various forms in which a company may distribute dividends to its shareholders, such as cash dividend, stock dividend (bonus shares), stock split and share buyback, bringing out the significance of each. [15]

Q7. Two companies, Company X (a growth firm with r = 16 percent) and Company Y (a normal firm with r = 12 percent), both have a cost of capital (Ke) of 12 percent and an EPS of Rs. 10. Using Walter's Model, calculate the market price per share of both companies at a dividend payout ratio of 50 percent, and state which payout policy would be optimal for each company. [15]

Q8. Critically examine the debate between the dividend relevance theories (Walter's Model and Gordon's Model) and the dividend irrelevance theory (Modigliani-Miller Hypothesis), and discuss which view is more realistic in the Indian corporate context. [15]

Q9. Explain the concept of Economic Order Quantity (EOQ) in inventory management and discuss the assumptions underlying the EOQ model, along with the various costs associated with holding and ordering inventory that the model seeks to minimize. [15]

Q10. A company uses 20,000 units of a raw material annually. The ordering cost is Rs. 100 per order, and the carrying cost is Rs. 4 per unit per annum. Calculate the Economic Order Quantity (EOQ), and also determine the number of orders to be placed during the year. [15]

P12: Operations Management — Model Question Papers

Operations Management (Paper P12) covers the Nature and Scope of Production and Operations Management, Plant Layout and Location, Production Planning and Control; Facility Location, Materials Management, Purchasing, Inventory Control and EOQ; Productivity, New Product Development and Conjoint Analysis; and Work Methods, Motion Economy, Maintenance and Quality Control including TQM and ISO 9000. Time: 3 Hours, Maximum Marks: 75. Answer any five of the ten questions given below; all questions carry equal marks (15 each). The five sets below (Set A to Set E) give you full practice coverage across every unit of the syllabus.

Set A

Q1. Explain the nature and scope of Production and Operations Management, and discuss the transformation process by which inputs are converted into outputs of value to the customer. [15]

Q2. Explain the meaning of production analysis and planning, and discuss the various production functions performed in a manufacturing organisation. [15]

Q3. Explain the meaning and objectives of facility location planning, and discuss the various factors that a firm must consider before deciding upon the location of a new facility. [15]

Q4. Discuss the meaning and objectives of layout planning, and examine the relationship between plant layout decisions and the overall efficiency of production operations. [15]

Q5. Explain the meaning, scope and importance of materials management as a function of production and operations management. [15]

Q6. Explain the meaning and concept of productivity, and distinguish it clearly from the related concepts of production and efficiency. [15]

Q7. Discuss the various factors that affect productivity in an organisation, classifying them into factors related to labour, capital, management and the external environment. [15]

Q8. Explain the various methods used for the measurement of productivity, distinguishing between partial productivity measures, total factor productivity and total productivity measures. [15]

Q9. Discuss the development of efficient work methods, and explain the role of method study in improving the efficiency of manual and machine-based work. [15]

Q10. Explain the meaning and purpose of the material flow process chart and the man flow (operator) process chart, and discuss how these charts are used to analyse and improve existing work methods. [15]

Set B

Q1. Discuss the objectives and functions of production management, and examine the responsibilities of the production manager in a modern manufacturing organisation. [15]

Q2. Discuss the various types of manufacturing processes, such as job, batch, mass and continuous (process) production, bringing out their distinguishing characteristics with suitable examples. [15]

Q3. Discuss the purchasing function in an organisation, and explain the various steps involved in the purchasing procedure from requisition to payment. [15]

Q4. Explain the meaning and objectives of store-keeping, and discuss the duties and responsibilities of a store-keeper in a manufacturing organisation. [15]

Q5. Discuss the meaning and importance of the material planning function, and examine the various techniques used for planning material requirements. [15]

Q6. Discuss the various techniques and approaches that an organisation may adopt for the improvement of productivity at the plant and organisational level. [15]

Q7. Explain the meaning and importance of new product development, and discuss the various stages involved in the new product development process, from idea generation to commercialisation. [15]

Q8. Explain the concept and application of Conjoint Analysis as a technique used in new product development to understand customer preferences for different product attributes. [15]

Q9. Discuss the principles of motion economy, and explain how their application helps in reducing fatigue and improving efficiency in manual work. [15]

Q10. Explain the procedure for comparing alternate work methods, and discuss the criteria used to select the most efficient method among several alternatives. [15]

Set C

Q1. Explain the meaning and objectives of plant layout, and discuss the various types of plant layout, namely process layout, product layout, fixed-position layout and cellular layout. [15]

Q2. Discuss the factors that influence the choice of plant location, and explain the various methods used for evaluating alternative plant location sites. [15]

Q3. Explain the meaning, objectives and importance of inventory control, and discuss the various relevant costs associated with holding and ordering inventory. [15]

Q4. A firm has an annual demand of 7,200 units for an item. The ordering cost is Rs. 100 per order and the annual carrying cost is Rs. 4 per unit. Using the Economic Order Quantity (EOQ) Model, calculate the economic order quantity, the number of orders to be placed per year, and show that at the EOQ the total annual ordering cost equals the total annual carrying cost. [15]

Q5. Explain the concept of the reordering point (reorder level) in inventory control, and discuss the factors that determine the level at which a fresh order should be placed. A firm has an annual demand of 7,200 units for a component and operates for 300 working days in a year. The normal lead time for procurement is 10 days and the firm maintains a safety stock of 150 units. Calculate the reorder point for this component. [15]

Q6. Discuss standardization as a technique of product development, and examine its advantages and limitations for a manufacturing organisation. [15]

Q7. Discuss simplification as a technique of product development, and distinguish it from standardization and specialization. [15]

Q8. Discuss specialization as a technique of product development, and examine how standardization, simplification and specialization together contribute to production efficiency. [15]

Q9. Discuss the meaning, objectives and importance of the maintenance of production facilities, and distinguish between breakdown maintenance and preventive maintenance. [15]

Q10. Explain the meaning and objectives of quality control and inspection, and distinguish between quality control and quality inspection as functions in a manufacturing organisation. [15]

Set D

Q1. Explain the meaning and objectives of routing and scheduling in production planning, and discuss the various techniques used for scheduling production activities. [15]

Q2. Discuss the meaning, objectives and functions of Production Planning and Control (PPC), and explain the various stages involved in the PPC process. [15]

Q3. Explain the concept and significance of ABC analysis as a technique of selective inventory control. A firm stocks six items P, Q, R, S, T and U with the following annual usage data: Item P - 500 units at Rs. 100 per unit; Item Q - 1,000 units at Rs. 20 per unit; Item R - 300 units at Rs. 50 per unit; Item S - 800 units at Rs. 10 per unit; Item T - 400 units at Rs. 10 per unit; and Item U - 600 units at Rs. 5 per unit. Compute the annual usage value of each item, rank the items in descending order of value, and classify them into categories A, B and C on the basis of their cumulative percentage of total value. [15]

Q4. Discuss the meaning and objectives of materials management, and distinguish between the functions of purchasing, store-keeping and material planning within this broader area. [15]

Q5. Explain the various relevant costs considered in inventory decisions, namely ordering cost, carrying (holding) cost, shortage (stock-out) cost and the cost of the item itself, and discuss how these costs interact in determining the economic order quantity. [15]

Q6. Explain the meaning and scope of automation in production operations, and discuss its advantages and limitations for a manufacturing organisation. [15]

Q7. Discuss the various stages of new product development in detail, and examine the role of screening and business analysis in eliminating unviable product ideas at an early stage. [15]

Q8. Examine the impact of automation on productivity, employment and the quality of manufactured goods, with suitable examples from modern industry. [15]

Q9. Discuss the concept of cost of quality, and explain its components, namely prevention cost, appraisal cost, internal failure cost and external failure cost. [15]

Q10. Explain the concept and philosophy of Total Quality Management (TQM), and discuss its essential principles and the benefits it offers to a manufacturing organisation. [15]

Set E

Q1. Explain the concept of assembly line balancing, and discuss the objectives and methods used to achieve an efficient balance between workstations on an assembly line. [15]

Q2. A manufacturing unit performs eight sequential assembly tasks with individual task times (in minutes) of 3, 2, 4, 1, 3, 2, 3 and 2 on a single assembly line. The unit works an 8-hour shift of 480 minutes per day and must produce 96 units per shift. Determine the cycle time required, the theoretical minimum number of workstations needed to balance the line, and the resulting line efficiency and balance delay. [15]

Q3. Explain the concept of buffer stock (safety stock) in inventory management, and discuss the factors that determine the appropriate level of buffer stock to be maintained by a firm. [15]

Q4. Discuss the meaning and working of the Economic Order Quantity (EOQ) Model, and examine the assumptions underlying this model along with its practical limitations. [15]

Q5. Discuss the relationship between economic lot size, reordering point and buffer stock in the design of an effective inventory control system, and examine how ABC analysis helps a firm allocate its inventory control effort efficiently. [15]

Q6. Discuss the relationship between productivity measurement and productivity improvement programmes, and examine how a firm can use productivity indices to monitor its performance over time. [15]

Q7. Explain how Conjoint Analysis helps a firm decide on the optimum combination of product features, and discuss its usefulness compared to traditional market research methods. [15]

Q8. Discuss the factors responsible for low productivity in Indian industry, and suggest measures that may be adopted to improve productivity at the national level. [15]

Q9. Discuss the significance of Quality Standards such as ISO 9000, and examine the process and benefits of ISO 9000 certification for a manufacturing organisation. [15]

Q10. Explain the meaning and importance of sampling inspection in quality control, and distinguish between control charts for attributes and control charts for variables, illustrating your answer with the calculation of control limits. In a manufacturing process, ten samples of size 4 each were drawn and it was found that the mean of the sample means (X-double-bar) is 50 and the mean range (R-bar) is 6. Using the standard control chart factors for a sample size of 4 (A2 = 0.729, D3 = 0 and D4 = 2.282), calculate the upper and lower control limits for the X-bar chart and the R chart. [15]

P13: Marketing Management — Model Question Papers

Marketing Management (Paper P13) covers the Introductory Concept of Marketing, Marketing versus Selling, the Modern Marketing Concept, Marketing Mix and Market Segmentation; Consumer Behaviour, Buying Motives, Motivational Research, Marketing Research and Advertising; Product Management including Product Life Cycle, Branding, Packaging and Pricing; and Distribution Management, Sales Promotion, Sales Force Management and Integrated Marketing Communication. Time: 3 Hours, Maximum Marks: 75. Answer any five of the ten questions given below; all questions carry equal marks (15 each). The five sets below (Set A to Set E) give you full practice coverage across every unit of the syllabus.

Set A

Q1. Explain the concept and scope of marketing, and discuss how the meaning and understanding of marketing has evolved over time from a purely exchange-based activity to a customer-centric discipline. [15]

Q2. Distinguish between marketing and selling, bringing out the fundamental differences between the two in terms of focus, starting point, orientation and ultimate objective. [15]

Q3. Explain the concept and nature of consumer behaviour, and discuss its significance for marketing decision-making in a modern business enterprise. [15]

Q4. Discuss the meaning of buying motives and explain the different types of buying motives, such as product buying motives and patronage buying motives, that influence consumer purchase decisions. [15]

Q5. Distinguish between rational buying motives and emotional buying motives, with suitable examples, and discuss how marketers appeal to each in their promotional strategies. [15]

Q6. Discuss the nature and scope of product policy decisions in an organisation, and examine the factors that a firm must consider while formulating its product policy. [15]

Q7. Explain the concept of product-mix and product-line, and discuss the strategies of product-line expansion, product-line contraction and product-line modernisation available to a firm. [15]

Q8. Explain the concept and successive stages of the product life cycle, and discuss the marketing strategies that are appropriate at each stage of the cycle. [15]

Q9. Discuss the meaning, importance and functions performed by channels of distribution in the marketing of goods and services. [15]

Q10. Explain the various factors that influence the choice of a suitable channel of distribution for a product, and discuss the decisions relating to selection, motivation and evaluation of channel intermediaries. [15]

Set B

Q1. Explain the evolution of marketing thought from the production concept and product concept to the selling concept, marketing concept and societal marketing concept. [15]

Q2. Discuss the modern marketing concept and examine its significance for a business enterprise operating in a highly competitive environment. [15]

Q3. Explain the concept, nature and scope of motivational research in the study of consumer behaviour, and discuss why an understanding of underlying motives is important for marketers. [15]

Q4. Discuss the various types of motivational research techniques used to study consumer behaviour, such as depth interviews, focus group discussions and projective techniques. [15]

Q5. Examine the role and importance of motivational research in formulating effective marketing, product development and advertising strategies. [15]

Q6. Discuss the process of product planning and development, right from idea generation and screening to business analysis, product development, test marketing and commercialisation. [15]

Q7. Explain the concept and forms of product diversification, and discuss the reasons that prompt firms to adopt a diversification strategy. [15]

Q8. Discuss the concept of product improvement and product modification, and examine the circumstances under which a firm resorts to improving or modifying an existing product. [15]

Q9. Explain the concept and importance of physical distribution management, and discuss its major components, such as transportation, warehousing, inventory control and order processing. [15]

Q10. Discuss the concept, importance and process of sales planning and forecasting, and examine why accurate sales forecasts are essential for effective marketing management. [15]

Set C

Q1. Explain the concept of marketing mix. Discuss the elements of the traditional 4Ps of marketing, namely Product, Price, Place and Promotion, with suitable examples. [15]

Q2. Discuss the extended marketing mix of 7Ps and examine why the additional elements of People, Process and Physical Evidence are considered particularly important in the marketing of services. [15]

Q3. Explain the meaning and objectives of marketing research, and discuss the various steps involved in conducting a marketing research study. [15]

Q4. Discuss the various methods of collecting primary data in marketing research, distinguishing between the survey method, observation method and experimentation method. [15]

Q5. Explain the concept, objectives and importance of sales promotion, and discuss the various tools of sales promotion directed at consumers, dealers and the sales force. [15]

Q6. Explain the meaning, importance and functions of branding, and discuss the essential qualities that a good brand name should possess. [15]

Q7. Distinguish between a trade mark and a brand, and discuss the legal protection available to trade marks and brand names under the applicable law in India. [15]

Q8. Discuss the various branding strategies available to a firm, such as individual branding, family branding, multi-branding and private branding, with suitable examples. [15]

Q9. Explain the various methods used for forecasting sales, such as the survey of buyers' intentions, expert opinion and time-series analysis, and discuss the factors influencing the choice of a suitable method. [15]

Q10. Discuss the process involved in the management of the sales force, covering recruitment, selection, training, motivation and compensation of salesmen. [15]

Set D

Q1. Explain the concept, importance and objectives of market segmentation, and discuss the essential conditions that must be satisfied for segmentation to be effective. [15]

Q2. Discuss the various bases used for segmenting consumer markets, namely geographic, demographic, psychographic and behavioural bases, with suitable examples of each. [15]

Q3. Explain the concept and functions of advertising, and discuss the various types of advertising media along with the factors to be considered while selecting a suitable advertising medium. [15]

Q4. Discuss the process of designing an effective advertising campaign, and examine the methods commonly used to measure advertising effectiveness. [15]

Q5. Discuss the psychological, personal and social factors, such as perception, learning, attitude, personality, age and occupation, that influence consumer behaviour. [15]

Q6. Explain the meaning, functions and growing importance of packaging as a marketing tool, and discuss the recent trends in packaging design and materials. [15]

Q7. Discuss the concept, nature and scope of product pricing decisions, and examine why pricing is regarded as one of the most critical decisions in the marketing mix. [15]

Q8. Explain the various price policy considerations, such as cost, demand, competition and government regulation, that a firm must take into account while fixing the price of its product. [15]

Q9. Explain the various methods of analysing sales performance, and discuss the importance of sales performance analysis as a tool of sales control. [15]

Q10. Discuss the distinctive characteristics of services, such as intangibility, inseparability, variability and perishability, and examine the special problems involved in the marketing of services. [15]

Set E

Q1. Explain the concept, importance and process of marketing planning in an organisation, and discuss the major steps involved in preparing a marketing plan. [15]

Q2. Discuss the various approaches to marketing strategy formulation, and examine the role that marketing planning and strategy play in helping a firm achieve sustainable competitive advantage. [15]

Q3. Explain the cultural and economic factors influencing consumer behaviour, and discuss their significance for market segmentation and positioning decisions. [15]

Q4. Distinguish between the various stages of the consumer buying decision process, from problem recognition and information search through to purchase decision and post-purchase evaluation. [15]

Q5. Discuss the role played by reference groups, family and social class in shaping consumer buying behaviour, with suitable examples from Indian markets. [15]

Q6. Discuss the various objectives, such as profit maximisation, market share, survival and product-quality leadership, that a firm may pursue while formulating its pricing policy. [15]

Q7. Explain the various pricing strategies available to a firm for a new product, such as skimming pricing and penetration pricing, and distinguish between them. [15]

Q8. Discuss the internal and external factors influencing the pricing decisions of a firm, and examine how psychological pricing is used to influence consumer perception of value. [15]

Q9. Explain the concept and growing importance of integrated marketing communication (IMC), and discuss the various elements of the promotion mix that together constitute it. [15]

Q10. A consumer-goods company finds that despite heavy advertising, its sales in rural markets remain low due to weak channel penetration and poor after-sales service. Discuss the factors influencing the choice of distribution channels in such markets, and suggest a suitable channel and physical distribution strategy the company could adopt. [15]

P14: Human Resource Management — Model Question Papers

Human Resource Management (Paper P14) covers Personnel versus Human Resource Management, the Evolution of HRM, Human Resource Planning and Job Analysis; Recruitment, Selection, Placement, Induction, Training and Development, and Job Design; Job Evaluation, Employee Remuneration, Fringe Benefits, Incentive Payments and Performance Appraisal; and Industrial Relations, Discipline, Grievance Procedure, Trade Unionism and Collective Bargaining. Time: 3 Hours, Maximum Marks: 75. Answer any five of the ten questions given below; all questions carry equal marks (15 each). The five sets below (Set A to Set E) give you full practice coverage across every unit of the syllabus.

Set A

Q1. Distinguish between Personnel Management and Human Resource Management, and discuss the significance of HRM in the contemporary organisational context. [15]

Q2. Explain the functions and objectives of Human Resource Management, bringing out how the managerial and operative functions of HRM support the achievement of organisational goals. [15]

Q3. Explain the concept of recruitment and discuss the various internal and external sources of recruitment available to an organisation. [15]

Q4. Discuss the techniques used for the assessment of the effectiveness of recruitment programmes, and explain how an organisation can measure the yield of different recruitment sources. [15]

Q5. Explain the concept and significance of selection, and describe the steps involved in a typical selection procedure. [15]

Q6. Explain the concept and objectives of Job Evaluation, and discuss its significance in the determination of an equitable wage and salary structure. [15]

Q7. Discuss the various methods and techniques of Job Evaluation, such as ranking, job classification, point rating and factor comparison methods. [15]

Q8. Explain the concept of Wage and Salary, and distinguish between the various wage concepts such as minimum wage, fair wage and living wage. [15]

Q9. Explain the concept, objectives and significance of Industrial Relations, and discuss the various approaches to the study of industrial relations. [15]

Q10. Discuss the role of the principal actors of Industrial Relations - the State, employers and trade unions - in maintaining harmonious employer-employee relations. [15]

Set B

Q1. Trace the evolution and development of Human Resource Management from the personnel administration approach to the strategic HRM approach. [15]

Q2. Explain the concept and process of Human Resource Planning, and discuss its significance for an organisation. [15]

Q3. Discuss the various selection tests, such as aptitude, intelligence, personality and trade tests, used by organisations, and explain the importance of the selection interview. [15]

Q4. Distinguish between placement and induction, and discuss the objectives and content of a well-designed induction programme for new employees. [15]

Q5. Explain the concept, need and objectives of training and development, and distinguish between training and development. [15]

Q6. Discuss the concept and importance of Reward Management, and examine the components of a total reward system in a modern organisation. [15]

Q7. Explain the meaning and objectives of Fringe Benefits, and discuss the various types of fringe benefits provided by organisations to their employees. [15]

Q8. Discuss the concept and objectives of Incentive Payments, and explain the various individual and group incentive plans used by organisations. [15]

Q9. Explain the concept and objectives of Discipline, and discuss the essential aspects of a fair disciplinary procedure in an organisation. [15]

Q10. Discuss the principles of natural justice that should be followed while conducting a disciplinary enquiry, and explain the various steps involved in the disciplinary procedure. [15]

Set C

Q1. Discuss the process of integrating Human Resource Planning with the Strategic Planning of an organisation, and examine the problems commonly faced in this integration. [15]

Q2. Explain the concept, purpose and components of Job Analysis, and discuss the various methods used for collecting job analysis information. [15]

Q3. Discuss the on-the-job and off-the-job methods of training, bringing out the merits and limitations of each. [15]

Q4. Explain the various stages involved in a systematic training process, from the identification of training needs to the evaluation of training effectiveness. [15]

Q5. Discuss the methods used for the identification of training needs at the organisational, task and individual levels. [15]

Q6. Explain the concept, objectives and significance of Performance Appraisal in the management of human resources. [15]

Q7. Discuss the traditional and modern techniques and methods of Performance Appraisal, bringing out the merits and limitations of each. [15]

Q8. Explain the process of Performance Appraisal, from setting performance standards to providing feedback to employees. [15]

Q9. Explain the meaning, need and characteristics of an effective Grievance Procedure, and discuss the essential features of a model grievance procedure. [15]

Q10. Discuss the concept, functions and objectives of Trade Unions, and examine the major problems faced by the trade union movement in India. [15]

Set D

Q1. Distinguish between Job Description and Job Specification, and discuss their uses in various HR functions such as recruitment, selection and training. [15]

Q2. ABC Ltd., a rapidly growing manufacturing company, has expanded its workforce from 200 to 800 employees within three years but has no formal HR planning system in place. Critically examine the problems this organisation is likely to face and suggest, giving reasons, how a systematic Human Resource Planning process could help resolve them. [15]

Q3. Explain the concept of Job Design and discuss the various approaches to job design, such as the engineering approach, human relations approach and job characteristics approach. [15]

Q4. Discuss the techniques of job design, such as job rotation, job enlargement and job enrichment, bringing out their advantages and limitations. [15]

Q5. XYZ Bank has been experiencing a high rate of early attrition among newly recruited employees within the first six months of joining. Critically examine the possible weaknesses in the recruitment, selection, placement and induction process, and recommend measures to address the problem. [15]

Q6. Discuss the problems and errors commonly encountered in the process of Performance Appraisal, such as the halo effect, central tendency and leniency, and suggest measures to minimise them. [15]

Q7. Distinguish between Job Evaluation and Performance Appraisal, bringing out the objectives and uses of each in human resource management. [15]

Q8. Explain the concept of Wage and Salary Administration, and discuss the factors that influence the determination of wage and salary levels in an organisation. [15]

Q9. Explain the concept and significance of Collective Bargaining, and discuss its various types, such as distributive, integrative and productivity bargaining. [15]

Q10. Discuss the concept, causes and types of Industrial Disputes, and examine the machinery available for the prevention and settlement of such disputes. [15]

Set E

Q1. Critically evaluate the changing role of the HR function from a traditional administrative function to a strategic business partner, with reference to the challenges of globalisation, technology and workforce diversity. [15]

Q2. Discuss the objectives and significance of Human Resource Management, and examine the factors that have contributed to its growing importance in modern organisations. [15]

Q3. Discuss the relative merits and demerits of internal and external sources of recruitment, and examine the factors an organisation should consider while choosing between them. [15]

Q4. Explain the concept and objectives of employee training, and discuss the role of training and development in improving organisational effectiveness and employee career growth. [15]

Q5. Distinguish between recruitment and selection, and explain how a scientifically designed selection procedure helps an organisation reduce the cost of wrong hiring decisions. [15]

Q6. A manufacturing firm's employees have complained that the current job evaluation system has resulted in unfair pay differentials between similar jobs across departments. Critically examine the possible causes of such a grievance and suggest a suitable job evaluation method to correct the wage structure. [15]

Q7. Discuss the significance of Fringe Benefits and Incentive Payments in employee motivation and retention, and examine the challenges organisations face in designing an effective benefits package. [15]

Q8. Explain the 360-degree feedback method and the Management by Objectives method of performance appraisal, and discuss their suitability for modern organisations. [15]

Q9. In a large manufacturing plant, a group of workers has lodged a formal complaint alleging unfair treatment by their supervisor, and the matter has not been resolved despite repeated informal discussions. Critically examine the situation and recommend, with reasons, how a well-designed grievance procedure could have prevented the dispute from escalating. [15]

Q10. Discuss the relationship between Discipline, Grievance Handling and Collective Bargaining in maintaining sound industrial relations, and examine the role of trade unions in this process. [15]