MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2025

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. What are the marketing concepts? Explain the evolution process of Marketing Management Philosophy. (20)

2. Compare and contrast a company's micro and macro environments. (20)

3. Explain the various factors influencing buyer behaviour briefly. (20)

4. Explain the various steps of product development process with example. (20)

5. Describe various objectives of pricing with suitable examples. (20)

6. Discuss the various factors influencing the choice of channel for distribution. (20)

7. Explain marketing logistics and its importance. Discuss the relationship between supply chain management and marketing logistics. (12 + 8)

8. Describe various components of promotion mix with their respective characteristics. (20)

9. Write short notes on any two of the following: (10 + 10)

(a) Selling vs. Marketing

(b) Integrated Marketing Communication

(c) Micro segmentation and Mass customization

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2025

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Describe product life cycle. Explain its implication on marketing strategies with examples. (10 + 10)

2. "There are various factors that influence the choice of channel of distribution." Comment upon the statement with suitable example. (20)

3. (a) Is personal selling equally relevant in all situations? Discuss with the help of examples. (10)

(b) Describe various sales promotion methods/schemes directed at consumers. Give suitable example. (10)

4. Discuss in detail the objectives of pricing with suitable example. (20)

5. Discuss various stages involved in the buying decision process with suitable example. (20)

6. Differentiate between selling and marketing. Also explain different marketing management philosophies. (8 + 12)

7. Explain marketing environment. Describe relevance of environment in marketing with suitable example. (12 + 8)

8. Write short notes on any two of the following: (10 + 10)

(a) Channel design decisions

(b) Function of wholesalers

(c) Product mix

(d) Relationship marketing

9. Discuss the role of Technological Environment in framing Technology Policy Statement. Also explain the various technology transfer practices. (12 + 8)

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2024

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. "Marketing activities are influenced by several factors inside and outside a business firm." Elucidate the statement with example. (20)

2. Explain the steps involved in conducting a marketing research study, with the help of a hypothetical marketing research project. (20)

3. Discuss briefly various factors influencing buyer behaviour with examples. (20)

4. Explain briefly various bases for segmenting consumer markets with examples. (20)

5. XYZ company is planning to develop a new product and launch in the market. What process shall the marketing manager follow to develop the new product? Discuss. (20)

6. Explain cost based pricing methods with suitable examples. (20)

7. Describe Total System Approach and Total Cost Approach to marketing logistics. (20)

8. Write short notes on any two of the following: (10 + 10)

(a) Marketing communication

(b) Sales promotion

(c) Objectives of advertising

(d) Marketing of services

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2024

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. What are the risks associated with test marketing? How can a company guard against the risks? (10 + 10)

2. What steps are involved in conducting a marketing research study? Briefly discuss them with the help of a hypothetical marketing research project. (12 + 8)

3. What role do intermediaries play in the distribution of products? Can intermediaries be eliminated? Discuss. (12 + 8)

4. Define marketing and explain its implications for an emerging economy like India? Explain the importance of marketing for a consumer durable company in Indian context. (12 + 8)

5. Describe the concept of integrated marketing communication and discuss the reasons of its growing importance. (10 + 10)

6. What is service? In what respect is it different from a product? Suggest some marketing strategies for service firms. (6 + 8 + 6)

7. (a) Customer service and cost reduction are the two benchmarks of an effective system of marketing logistics. Comment. (10)

(b) How do environment factors affect marketing policies and strategies? (10)

8. (a) Explain the rules relating to display of retail prices. (10)

(b) How do perception and learning influence the buyer behaviour? Elaborate with the help of suitable examples. (10)

9. Distinguish between the following: (4 × 5 = 20)

(a) FOB-Origin Pricing and FOB contract pricing

(b) Zone-Pricing and Basing-point pricing

(c) Cumulative discount and non-cumulative discount

(d) Fixed pricing and flexible pricing.

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2023

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Briefly explain various stages involved in the consumer buying decision process. (20)

2. What is marketing information system? Explain the major components of marketing information system with the help of suitable example. (20)

3. Define market targeting and explain the procedure on how to target different markets. (8 + 12)

4. Differentiate between product and services. Discuss various challenges in marketing of services. (5 + 15)

5. What is a channel conflict? Identify the causes of channel conflict and suggest remedies for them. (4 + 16)

6. (a) What factors are involved in setting prices? Discuss. (10)

(b) Discuss various geographical pricing strategies with the help of suitable example. (10)

7. What is promotion mix? Discuss the factors that affect the promotion mix of a company. (5 + 15)

8. Differentiate between micro and macro environments of marketing. Discuss various factors of macro environment of marketing in India. (5 + 15)

9. Write short notes on any two of the following: (10 + 10)

(a) Market segmentation

(b) Consumer behaviour

(c) Pricing objectives

(d) Retail management

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2023

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Compare and contrast the concepts of marketing and selling for consumer goods. How consumer orientation at all the levels of a company can be created? Give examples in support. (10 + 10)

2. What is Market Segmentation? Discuss the importance and bases that can be used to segment the market. Give example in support. (5 + 15)

3. Explain Consumer Buying Decision Process taking into account level of involvement. Discuss the factors influencing consumer in arriving of decision related to brand selection. (10 + 10)

4. (a) Explain the expanded services mix and the services marketing triangle in the context of Indian consumer market. (10)

(b) Discuss the classification of services with examples. (10)

5. Write short notes on the following: (5 Marks Each)

(a) Advantages and disadvantages of Branding

(b) Product positioning

(c) Cost based pricing

(d) Trade discounts and allowances

6. Explain various channels of distribution applicable in a large sized business organization. How do the channels of distribution add value to marketing of goods? (12 + 8)

7. What is Marketing Communication? Explain various types of marketing communication with examples. (8 + 12)

8. (a) Why relationship marketing is gaining significance these days? Discuss. (10)

(b) What are different types of relationship building strategies? Discuss with examples. (10)

9. What is pricing? Explain different methods of pricing with examples. (5 + 15)

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2022

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Write a note on the Micro and Macro Environment of Marketing. Explain their influence on marketing process. (8 + 12)

2. What is Marketing Research? Explain the steps involved in the marketing research with examples. (5 + 15)

3. Explain the Market Targeting Process. Discuss the market targeting strategies with examples. (5 + 15)

4. Discuss the meaning and importance of market segmentation. What bases would you consider for segmenting market of fast moving consumer goods and why? (10 + 10)

5. What steps are involved in New Product Development Process? Explain them with examples. (20)

6. What decisions will you take as a brand manager for costly durable products? How is labelling useful in this context? (12 + 8)

7. (a) Explain the methods used in pricing a new product with example. (12)

(b) Discuss the difference between fixed pricing and flexible pricing. (8)

8. (a) What are major distribution channel conflicts in industrial goods? Explain. (10)

(b) How are these conflicts resolved? Discuss. (10)

9. (a) Discuss the objectives of Advertising. (8)

(b) What advertising media will you select for the following products and why? (12)

(1) Passenger car
(2) Mobile phone
(3) Body care service
(4) Taxi service

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2022

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Critically examine various phases of consumerism in India. Also examine various regulations that affect marketing decisions in India. (10 + 10)

2. How do perception and learning influence the buyer behaviour? Elaborate with examples. Analyse the personal factors which influence buyer behaviour. (10 + 10)

3. Why should a company brand a product? What are distinctions among brand identity, brand image and brand position? Discuss with examples. (8 + 12)

4. What do you mean by re-sale price maintenance? Discuss briefly the legal provisions for its regulation in India. (10 + 10)

5. Why is distribution channel important for flow of goods from producer to consumer? Discuss the functions of retailing briefly. (12 + 8)

6. Is personal selling equally relevant in all situations? How can a manager create a positive image by using the publicity? (10 + 10)

7. What are the various steps that you should undertake for developing an effective marketing communication? How do you improve the efficiency of the channel members? (10 + 10)

8. Explain the rules relating to display of retail prices. Discuss the features responsible for failure of new products. (10 + 10)

9. Discuss various stages involved in the buying decision process. Explain various cultural factors which influence consumer behaviour. (10 + 10)

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2021

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Discuss in detail, the evolution process of Marketing Philosophy. How is marketing process handled? (10 + 10)

2. What do you understand by the concept of competitive advantage? How is it created for positioning the product? (8 + 12)

3. Discuss the life stretching strategies adopted in the case of a consumer product when its sales start declining. Why are product innovations necessary? (12 + 8)

4. Explain the various product-price adjustment strategies. How is break-even point achieved in terms of volume of production? (10 + 10)

5. Explain the total system approach to marketing logistics. What are its strengths and weaknesses? (12 + 8)

6. What products are suited for mass advertising, direct advertising and interactive advertising? Justify the suitability. How is publicity different from advertising? (12 + 8)

7. (a) Discuss the main functions of marketing communication. (10)

(b) Write a short note on channel conflict. (10)

8. What are the various geographical pricing strategies? Discuss the importance of labelling to marketers. (12 + 8)

9. How do you evaluate the potential of a target market? How do environmental factors affect marketing strategies? Discuss. (10 + 10)

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2021

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. What is marketing management? Discuss the steps involved in the marketing management process. (4 + 16)

2. ‘‘Market segmentation, targeting and positioning are inter-related.’’ Discuss each one of them with examples. (20)

3. (a) Explain the role that consumer plays in consumer buying process. (10)

(b) Differentiate between the following: (5 + 5)

(i) Marketing Information System and Marketing Intelligence System.
(ii) Marketing Research and Market Research.

4. Explain the various stages of new product development process, giving suitable examples. (20)

5. Differentiate between product mix and product line with the help of suitable examples. Discuss various pricing strategies used by marketers, with examples. (4 + 16)

6. What is a channel conflict? Identify the causes of channel conflict and suggest remedies for them. (4 + 16)

7. What is promotion mix? State the factors you will keep in mind while deciding promotion mix for a product. (4 + 16)

8. What are factors considered in designing channel of distribution in case of FMCG products? Discuss. (20)

9. Write short notes on any two of the following: (10 + 10)

(a) Relationship Marketing

(b) Functions of Middlemen

(c) Individual Branding vs. Umbrella Branding

(d) Competition Based Pricing

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination December, 2020

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. “Marketing managers should focus more on the micro-environment than the macro-environment while deciding marketing policies and strategies.” Do you agree? Give comments in support of your argument. (20)

2. Differentiate between consumer market and organisational market. Discuss the distinctive characteristics of organisational markets. (5 + 15)

3. (a) Discuss different methods used in positioning the product. Give examples. (10)

(b) Discuss various factors to be kept in mind while developing an effective marketing information system. (10)

4. Differentiate between product and service. Discuss various challenges in marketing of services. (5 + 15)

5. Discuss various factors you should keep in mind while determining the price of the product. Also explain methods of pricing. (20)

6. “Channels of distribution are different for different products”. Discuss. (20)

7. “Customer service and cost reduction are the two benchmarks of an effective system of marketing logistics.” Comment. (20)

8. Discuss the various steps involved in the personal selling process. (20)

9. Write short notes on any two of the following: (10 + 10)

(a) Integrated marketing communication

(b) Resale price maintenance

(c) Reasons for failure of new products

(d) Mass customization

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MASTER OF COMMERCE (M. COM.)

MCO-06: MARKETING MANAGEMENT Question Paper

Term-End Examination June, 2020

Time: 3 Hours | Maximum Marks: 100 | Weighted: 70%

Note: Attempt any five questions. Marks are given against each question.

1. Discuss the scope of marketing research in terms of its applications in various marketing decision areas. (20)

2. (a) Briefly explain, how macro environmental factors affect a company's marketing policies and strategies. (10)

(b) Describe various types of consumer buying behaviour situations. (10)

3. Explain the steps involved in the process of product positioning. Give suitable examples to support your answer. (20)

4. Differentiate between products and services. Discuss the interdependence of products and services. (10 + 10)

5. (a) Why do new products fail? (10)

(b) What is re-sale price maintenance? What are the legal provisions for its regulation in India? (3 + 7)

6. Discuss the basic methods of price determination and their advantages and limitations. (20)

7. What role does intermediaries play in the distribution of products? Can intermediaries be eliminated? Give reasons in support of your answer. (10 + 10)

8. Discuss the steps involved in the personal selling process. (20)

9. Write short notes on any two of the following: (10 Marks Each)

(a) Total system approach to marketing logistics

(b) Direct channel of distribution

(c) Role of sales force in relationship marketing

(d) Integrated marketing communication

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