NSW INDEPENDENT TRIAL EXAMS – 2011
BUSINESS STUDIES TRIAL HSC EXAMINATION
MARKING GUIDELINES
Section I
1
2
3
D B C
4
C
5
C
6
D
7
A
8
B
9
D
10
B
11
A
12
C
13
C
14
A
15
B
16
B
17
D
18
D
Section I
Question 21(a)
Criteria/Suggested answer
 Students identify ONE marketing strategy. This may include:
o Increase market share
o Expand into new geographic markets
o Expand the product range
Question 21(b)
Criteria/Suggested answer
 Students describe TWO promotional strategies the business can use to market the new
products. These may include:
o Personal selling
o Advertising
o Below-the-line promotions
o Public relations
 Students describe ONE promotional strategy OR they identify/outline TWO strategies
 Students identify/outline ONE promotional strategy which could be used
Question 22(a)
Criteria/Suggested answer
 Students define industrial conflict, i.e. the situation where disputes and disagreements arise
between employees and employers over matters related to the working conditions
Question 22(b)
Criteria/Suggested answer
 Students identify ONE cause of industrial conflict. This may include:
o For higher wages
o Hours of work
o Work entitlements
o Leave
o Managerial policy
o Physical working conditions
o Trade union issues
19
A
20
B
Marks
1
Marks
3–4
2
1
Marks
1
Marks
1
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 1
Question 22(c)
Criteria/Suggested answer
 Students discuss ONE overt and ONE covert type of industrial action employees may
engage in
 Overt may include:
 Covert may include:
o Strikes
o Absenteeism
o Pickets
o Sabotage
o Work bans
o Employee turnover
o Work to rule
 Students discuss EITHER ONE overt or ONE covert type of industrial action OR they
identify ONE of EACH with no discussion
 Students identify either a covert OR overt action employees may take
Question 23(a)
Criteria/Suggested answer
 Students identify ONE reason why an Australian manufacturer may relocate their
production plant overseas. This may include:
o Regulatory differences
o Tax minimisation
o Acquire resources
o Have access to technology
o Minimise competitive risk
Question 23(b)
Criteria/Suggested answer
 Students outline how TWO stakeholders that may be affected by the decision to relocate
overseas. Answers can include:
o Employees – losing their job
o Government – loss of revenue from taxation
o Suppliers – loss of a client
 Students outline ONE stakeholder that may be affected by the decision to relocate overseas
Question 23(c)
Criteria/Suggested answer
 Students analyse ONE operations strategy AND ONE employment relations strategy that
can be used when managing a global business
 Operations strategy can include:
o Sourcing (vertical integration, make or buy)
o Global web (components produced in different countries)
 Employment relations strategy may include:
o Organisational structure
o Shortage of skilled labour – training and educating employees
o Labour law variations
o Minimum standards of labour
o Ethnocentric/polycentric/geocentric staffing system
 Students describe ONE operations strategy AND ONE employment relations strategy that
can be used when managing a global business OR they analyse ONE of these strategies and
outline the other
 Students outline ONE – TWO strategies
Marks
3–4
2
1
Marks
1
Marks
2
1
Marks
5–6
3–4
1–2
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 2
Question 24(a)
Criteria/Suggested answer
 Students distinguish between the leadership style advocated by the classical-scientific
theorists and that of the behavioural theorist’s employers
 Classical – scientific theorists adopts an autocratic leadership style whereas the behavioural
theorists adopt a democrative/participative leadership style
 Students outlines both strategies in a basic sense, or give a very good description, but fails
to distinguish between them.
Question 24(b)
Criteria/Suggested answer
 Student’s distinguish between interpersonal and informational managerial roles AND
provide ONE example of each
 Interpersonal role refers to the relationship between people. It is based on effective
communication, conflict resolution and teamwork. Examples include:
o Figurehead role
o Leader
o Liaison
 Informational role involves receiving, collating and analysing information and giving this
information to appropriate people. Examples include:
o Monitoring information
o Disseminator of information
o Spokesperson
 Students correctly define ONE role AND provide an example OR they distinguish between
the two roles but provide no examples
 Defines ONE of the roles
Question 24(c)
Criteria/Suggested answer
 Students explain TWO internal influences that may result in change within a business.
These influences may include:
o Effects of accelerating technology, including e-commerce
o New systems and procedures
o New business cultures
 Students explain ONE internal influence OR they identify TWO influences
Marks
2
1
Marks
3–4
2
1
Marks
3–4
1–2
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 3
Question 25(a)
Criteria/Suggested answer
 Students calculate debt to equity ratio for Stationary Supplies. Total debt/total equity =
1.64:1
Question 25(b)
Criteria/Suggested answer
 Students comment on the change in working capital between 2009 and 2010
2009: CA/CL = 18500/8000 = 2.3:1
2010: CA/CL = 27000/8000 = 3.3:1
This working capital ratio has increased. They are able to meet their short term obligations
when they fall due, however; the companies’ ratio has increased, meaning it could be
investing too heavily in short term assets
 Correctly calculates working capital for 2009 OR 2010 but does not comment on the
change
Question 25(c)
Criteria/Suggested answer
 Students calculate and comment on the efficiency of Stationary Supplies between 2009 and
2010
2009: sales/accounts receivable = 78000/12000 = 6.5. 365/6.5 = 56 days
2010: sales/accounts receivable = 93000/10000 = 9.3 365/9.3 = 39 days.
In 2009, debtors were not paying their account on time, taking up to 56 days, however, in
2010, accounts receivable was being paid within the businesses trade credit policy, which
is 40 days. This has resulted in improving the efficiency ratio
 Students correctly calculate the efficiency ratio for BOTH 2009 and 2010 OR they
calculate ONE year correctly and comment on it
 Students correctly calculate the efficiency ratio for 2009 OR 2010
Question 25(d)
Criteria/Suggested answer
 Students recommend TWO strategies management can use to improve its working capital.
They need to justify the strategies recommended. This could include:
o Leasing
o Factoring
o Sale and lease back
 Students only recommend ONE strategy OR they identify TWO but do not justify reasons
 Students identify only ONE strategy
Marks
1
Marks
2
1
Marks
3
2
1
Marks
3–4
2
1
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 4
Section III
Question 26
Criteria
Marks
17–20
 Presents a sustained, logical and well-structured answer and clearly communicates in the
form of a business report, with relevant business terminology and concepts
 Provides a detailed description of an alternative management theory
 Accurately recommends TWO cash flow management strategies to reduce accounts
payable and accounts receivable
 Provides a thorough evaluation of TWO strategies which could be used to improve
employment relations
13–16
 Presents a well-organised business report and uses appropriate business terminology and
concepts
 Provides an accurate description of an alternative management theory
 Recommends TWO cash flow management strategies to reduce accounts payable and
accounts receivable
 Provides a detailed evaluation of TWO strategies which could be used to improve
employment relations
9–12
 Includes features of a business report and uses some terminology and concepts
 Provides a description of an alternative management theory
 Describes TWO cash flow strategies that could be used to reduce accounts payable and
accounts receivable
 Discusses TWO strategies which could be used to improve employment relations
5–8
 Includes some features of a business report and uses basic terminology
 Provides a basic outline of an alternative management theory
 Limited discussion of cash flow strategies that could be used to reduce accounts payable
and accounts receivable
1–4
 Provides an outline of an alternative management theory
 Identifies/outlines a cash flow statement that could be used
 Uses basic terminology
Answers may include a discussion of the following: Students describe an alternative management theory.
This can be behavioural or contingency.
 Behavioural:
o Management is leading, motivating, communicating
o Flat organisational structure, teams
o Participative/democratic leadership style
 Systems/contingency – adapting management and organisational approaches to circumstances
Students need to recommend TWO cash flow management strategies. These may include:
 Cash flow statements – need to use cash flow statements for effective financial planning. It provides
the link between revenue statement and the balance sheet
 Management strategies which can be used to improve cash flow – distribution of payments throughout
the month, year or other financial period to avoid shortfalls of cash
 Cash flow projection may be used to identify periods of shortfalls and surpluses assisting in cash flow
management
 Chasing up accounts and offering discounts for early payments
 Reduce the accounts receivable by factoring accounts that are well overdue
 Use a bank overdraft to reduce the accounts payable
Evaluates TWO strategies which could be used to improve employment relations:
 Rewards – financial, non-financial
 Training and development – induction
 Flexible working conditions – family-friendly programs
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 5
Section IV
Question 27
Criteria
Marks
17–20
 Presents a sustained, logical and well-structured response that demonstrates a detailed
description of the social/cultural influences on global business
 Thorough analysis of the product and pricing strategies a global business may use in its
standardised marketing plan
 Adds a degree of depth, understanding and reflection in relation to the above strategies
 Comprehensively utilises case study material to address all aspects of the question
 Presents a logical and well-structured business response and clearly communicates
response, using appropriate business terminology and concepts
 Presents a sustained, structured response that demonstrates an understanding of the
13–16
social/cultural influences on global business
 Provides an analysis of the product and pricing strategies a global business may use in its
standardised marketing plan
 Makes reference to relevant case study/studies
 Presents a well-organised answer and uses appropriate business terminology and concepts
 Presents a descriptive, structured response, demonstrating some understanding of the
9–12
social/cultural influences on global business
 Sketches in general terms some product and pricing strategies which may be used in
marketing plan
 May make some reference to relevant case study/studies
 Presents an organised answer and communicates using business terminology and concepts
 Demonstrates limited understanding of the social/cultural influences on global business
5–8
 Identifies some pricing AND/OR product strategies
 May make limited reference to case study/studies
 Communicates using limited business terminology and concepts
 Makes reference to a social AND/OR cultural influence on a global business
1–4
 May refer to a marketing strategy
 Uses basic or limited business terminology
Answers may include a discussion of the following: “In a global marketplace a business needs to predict
and manage the impact of a vast array of factors in its operations.”
Defines global business and makes a statement that a global business needs to predict and manage the
cultural/social influences.
Students need to describe how the social and cultural influences will impact on a business by looking at:
 Languages
 Tastes
 Religion
 Varying business practices and ethics
Students then analyse the product and pricing strategies a global business may implement in its marketing
plan.
Product strategies:
 Positioning – refers to the image that a product has in the mind of the customer compared to
alternative products
 Global branding – the use of names, terms or symbols that customers may use to identify the products
 Packaging – used to enhance identification and differentiation of the product
Pricing strategies:
 Cost, market and competition-based
 Pricing strategies/tactics – skimming, penetration, loss leaders, price points
 Price and quality interaction
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 6
Question 28
Criteria
Marks
17–20
 Presents a sustained, logical and well-structured response that demonstrates a detailed
description on the elements of a marketing plan
 Thorough analysis of the marketing strategies management may implement on a global
scale
 Adds a degree of depth, understanding and reflection to the marketing strategies
 Comprehensively utilises case study material to address all aspects of the question
 Presents a logical and well-structured business response and clearly communicates
response using appropriate business terminology and concepts
13–16
 Presents a sustained, structured response that demonstrates an understanding of the
elements of a marketing plan
 Detailed analysis of some of the marketing strategies management may implement on a
global scale
 Makes reference to relevant case study/studies
 Presents a well-organised answer and uses appropriate business terminology and concepts
9–12
 Presents a descriptive, structured response demonstrating some understanding of the
elements of a marketing plan
 Provides some discussion of marketing strategies management use on a global scale
 May make some reference to relevant case study/studies
 Presents an organised answer and communicates using business terminology and concepts
5–8
 Recognises and names some of the elements of a marketing plan
 Sketches in general terms some marketing strategies which may be used on a global scale
 May make limited reference to case study/studies
 Communicates using some business terminology
1–4
 Makes a general statement about the marketing plan
 May make some reference to a marketing strategy which may be used by a global business
 Makes little or no use of a case study
 Uses basic terminology
Answers may include a discussion of the following: Students describe the elements of a marketing plan.
 Situational analysis including SWOT and product life cycle
 Establishing market objectives
 Identifying target market
 Developing marketing strategies
 Implementation, monitoring and controlling – developing a financial forecast, comparing actual and
planned results and revising the marketing strategy
Students then analyse how a business could manage its marketing strategies on a global scale. This
includes an analysis of the following:
Marketing refers to the process of planning and executing the conception, pricing, promotion and
distribution of ideas, goods and services to satisfy customers. On a global scale a business can manage its
marketing by:
 Research of market
 Global branding
 Standardisation and differentiation
As businesses expand into global markets they must decide whether to rebrand themselves or maintain a
common global brand. This decision must be based on research of the attributes of customers and
competitors in the new markets. Market research will play an important role when the business expands
into a new market to help gather information that will allow managers to implement their marketing plan
on a global scale.
A business must also decide whether to standardise their product across a range of global markets or
differentiate themselves in each new market. This choice will largely depend on cultural and competitive
differences across markets.
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 7
NSW INDEPENDENT TRIAL EXAMS – 2011
BUSINESS STUDIES TRIAL HSC MAPPING GRID
Qu
Mark
Content
1
2
1
1
3
4
5
6
7
8
9
10
11
12
1
1
1
1
1
1
1
1
1
1
13
1
14
15
1
1
16
17
18
19
20
21(a)
21(b)
22(a)
22(b)
23(a)
23(b)
23(c)
1
1
1
1
1
1
4
1
1
4
1
2
6
24(a)
24(b)
24(c)
25(a)
25(b)
25(c)
25(d)
2
4
4
1
2
3
4
26
20
27
20
Marketing – elements of a marketing plan
Financial planning and management – using financial
information
Financial planning and management – ethical and legal practices
Business management and change – management theories
Global business – political influence on business.
Financial Planning and management – ratios
Global business – drivers of globalisation
Employment relations – effective employment relations
Marketing – strategies
Marketing – ethical and legal aspects
Global business – managing global business
Employment relations – effective employment relations
(rewards)
Business management and change – understanding business
organisations with reference to management theories
Business management and change – nature of change
Financial planning and management – use of financial
information
Global business – specific influences on global business
Employment relations – industrial conflict
Employment relations – industrial conflict
Global business – managing global business
Employment relations – perspectives of conflict
Marketing – objectives
Marketing – strategies
Employment relations – definition
Employment relations – industrial conflict
Employment relations – industrial conflict
Global business – global business strategy
Management and change – nature of management
Global business – managing global business (employment
relations/operations )
Business management and change – theories of management
Business management and change – management roles
Business management and change – managing change
Financial planning and management- debt to equity
Financial planning and management – working capital
Financial planning and management – efficiency ratio
Financial planning and management – effective financial
planning: management strategies
Financial planning and management – effective financial
planning: management strategies
Financial management and planning role of financial planning;
Global business: managing global business (financial)
28
20
Financial management and planning management of funds;
Global business: management responsibility in a global
environment
Syllabus
Outcomes
H2.1
H5.1
Performance
Bands
2-3
2-3
H4.1
H3.1
H2.1
H5.4
H2.1
H2.1
H2.1
H5.1
H2.2
H2.1
3-4
2-4
3-4
4-5
2-4
3-5
4-5
4-5
4-6
2-4
H3.1
4-5
H5.1
H5.1, H5.4
4-6
4-6
H2.2
H2.1, H3.2
H3.2
H5.1
H2.1
H1.2
H2.1, H 5.3
H2.1
H2.1
H2.1, H5.3
H2.2
H3.3
H2.1, 2.2, 5.3
4-6
3-4
4-6
4-6
4-5
2-3
4-6
2-3
3-4
4-6
2-3
3-4
4-6
H3.1
H2.1
H2.1, H3.2, H5.3
H5.4
H5.1, H5.4
H5.1, H5.4
H4.2, H5.1, H5.4
2-3
3-6
3-6
2-4
3-5
3-5
3-6
H2.1, H3.2, H4.2,
H5.1, H5.3
H2.1, H2.2, H3.2,
H3.3, H4.2, H5.1,
H5.2, H5.3
H2.1, H2.2, H3.2,
H3.3, H4.1, H4.2,
H5.1, H5.2, H5.3
2-6
NSW Independent Trial Exams 2011 – Business Studies Trial HSC Examination: Marking Criteria - Page 8
2-6
2-6