IGNOU MCO-06 December 2016 Previous Year Question Paper

Q1.Discuss briefly the factors that influence buyer behaviour.

Q2."Marketing environment comprises all those factors which have an impact on market and marketing efforts of an enterprise." Comment giving suitable examples.

Q3.Explain the various stages involved in the new product development process with suitable examples. Also state the reasons responsible for the failure of a new product.

Q4.Distinguish between the following : 4x5=20

(a) Optional product pricing and Captive product pricing

(b) Product line pricing and Product bundle pricing

(c) FOB — Origin pricing and FOB — Contract pricing

(d) Zone pricing and Basing-point pricing

Q5.Describe briefly the factors that influence the choice of channel used for distributing the goods.

Q6."Marketers use an array of tools for the purpose of communicating and promoting their products and services." In the light of the above statement, explain the concept of promotion mix and its various components.

Q7.(a) Discuss the benefits of advertising to the

(i) Producers,

(ii) Middlemen,

(iii) Customers and

(iv) Community.

(b) State the role of sales force in Relationship Marketing.

Q8.Write short notes on the following : 8+6+6

(a) Stages in Buying Decision Process

(b) Market Targeting Strategies

(c). Product Positioning Process .#1.311.-06 qi 1.7q t-iiich TR WIRT TM* trfilir Rtil-elt, 2016 : 1`i rims TAM: 3 P* 31R/W-07 3i* : 100 (25ei T : 70%) : /We elfw dri( 007 / T2 t TR71 * 31W fiffig

Q9.it oeicwk 311-1-Aff cnt wrc+i- 0:1 , :ca *if -4R I

Q10.tlitk4T * *Tiff WiWzit (chRch) wet trw-qw .1* qi„iik dsoi 1. 14u1.1 31-44711 tR 3fITT-4 t zErgT dqWul c -F Alf* I

Q11.31Tzr dcWul 97 3c ii 4>iti 3ri*zrr ti grid few ar41:2ua1 al tge41 AifAR I 71-q A—dr-4R % dr1K aTutm drRqiell chkui ;EfIs t I

Q12.PH 01-Zgcr aiffK ixre AtrA : 4x5=20 cb dctil<ILFF-fkiTikvi err 37 -44 (Captive) dCtliq 1:FF-AufKul dcki 14 (11*1 vei-i*ThuT ii u dC4 lc Isci 41V-1- tul 14:/rTh (FOB) — -40 (aTlitN9') WzIT f4:3c4 (FOB) — 3iT4tI 4r-4-ftircir 041z1. (Zone) +0-AlThut 3TRITK (Basing point) +t-04r

Q13.Tim * 3RiT TasszrzT j azr4 3nTrNa. w4 girl ct.141 i 404 . Avfq *P4R I

Q15.(i) ZFIKO,

(ii)

(iii) -974 atT

(iv) tiiim ?OFF *fi *rf* I N) fot . ctoivIllkeil fir .451 41.1* I

Q16.PHICiRgi uzTifkif rduiPieir 'PAR : 8+6+6 wer Pule' -srWrr II AR sicki l< •PierZi4 3rWrr MCO-06 6 15,000