GPAT Pharmaceutical Management Syllabus

What are the directions of formal communication?

Downward (superior to subordinate), Upward (subordinate to superior), Horizontal/Lateral (same level), and Diagonal/Crosswise (across levels and departments).

List the main types of barriers to communication.

Physical (noise, distance), Semantic/Language (jargon, ambiguity), Psychological/Emotional (stress, perception), Organizational (hierarchy, rules), and Personal/Cultural barriers.

What is 'semantic barrier' in communication?

A barrier arising from problems in meaning of words and symbols—use of jargon, technical terms, ambiguous words, faulty translations, or words with multiple meanings.

Define research design.

Research design is the blueprint or framework specifying the methods and procedures for collecting and analyzing data to answer the research question, ensuring validity and reliability.

Name the three main types of research design.

Exploratory (formulating problem/hypothesis), Descriptive (describing characteristics—surveys), and Experimental/Causal (establishing cause-effect relationships).

Differentiate primary and secondary data.

Primary data is original data collected first-hand by the researcher for a specific purpose (surveys, experiments); secondary data is pre-existing data collected by others (journals, reports, census).

List the main methods of primary data collection.

Observation, Interview, Questionnaire, Schedule, Surveys, Experiments, and Focus group discussions.

Differentiate a questionnaire and a schedule in data collection.

A questionnaire is filled in by the respondent themselves (mailed/self-administered); a schedule is filled in by the enumerator/interviewer who asks the questions in person.

What is the difference between probability and non-probability sampling?

In probability sampling every unit has a known, non-zero chance of selection (random, stratified, cluster, systematic); in non-probability sampling selection is subjective (convenience, judgment, quota, snowball).

Define recruitment and selection.

Recruitment is the positive process of searching and attracting a pool of potential candidates for a job; selection is the negative process of screening and choosing the most suitable candidate from that pool.

Differentiate internal and external sources of recruitment.

Internal sources: promotions, transfers, employee referrals from within. External sources: advertisements, campus placements, employment agencies, job portals, walk-ins.

List the typical steps in the selection process.

Application screening → Preliminary interview → Selection tests → Employment interview → Reference/background checks → Medical examination → Final selection and appointment.

Define training and development.

Training is short-term, job-specific skill enhancement for the current role; development is long-term, broad growth of overall personality and abilities for future roles, especially for managers.

Differentiate on-the-job and off-the-job training methods.

On-the-job: learning while working (job rotation, apprenticeship, coaching, internship). Off-the-job: learning away from workplace (lectures, role play, case studies, simulations, vestibule training).

What are the four levels of the Kirkpatrick model of training evaluation?

Level 1: Reaction, Level 2: Learning, Level 3: Behavior, Level 4: Results.

Differentiate strategic, tactical, and operational planning.

Strategic: long-term, top management, overall direction. Tactical: medium-term, middle management, departmental implementation. Operational: short-term, lower management, day-to-day tasks.

Differentiate single-use plans and standing plans.

Single-use plans are for one-time, non-recurring activities (programs, budgets, projects); standing plans are for repetitive activities (policies, procedures, rules, methods).

Differentiate qualitative and quantitative forecasting techniques.

Qualitative methods use expert judgment/opinion (Delphi method, market survey, sales force composite) and suit new products. Quantitative methods use historical numerical data (time-series, moving average, regression).

What is the Delphi technique of forecasting?

A qualitative method where a panel of experts answers questionnaires in successive anonymous rounds, with feedback after each round, until a consensus forecast is reached.

What is the moving average method of forecasting?

A quantitative time-series technique that forecasts demand by averaging a fixed number of recent past periods, smoothing out short-term fluctuations and random variation.

Define organizational structure.

Organizational structure is the formal framework that defines how job tasks are divided, grouped, and coordinated—specifying reporting relationships, authority, span of control, and chain of command.

Differentiate line, functional, and matrix organizational structures.

Line: direct vertical authority, simple chain of command. Functional: grouping by specialized function with functional experts. Matrix: dual reporting combining functional and project/product authority.

What is 'span of control'?

The number of subordinates a manager can effectively supervise. A narrow span creates a tall structure with many levels; a wide span creates a flat structure with few levels.

Define organizational culture.

The shared values, beliefs, norms, assumptions, and behaviors that characterize an organization and guide how its members interact and work.

What are the three levels of organizational culture per Edgar Schein?

Artifacts (visible structures, symbols, dress), Espoused values (stated strategies, goals, philosophies), and Basic underlying assumptions (unconscious, taken-for-granted beliefs).

What is the WTO and when was it established?

The World Trade Organization, established on 1 January 1995 (succeeding GATT), is the global body that regulates and liberalizes international trade among member nations.

What is the TRIPS agreement and how does it affect pharma?

Trade-Related Aspects of Intellectual Property Rights—a WTO agreement mandating product patents (20-year term). It required India to grant product patents from 2005, ending reverse engineering of patented drugs and affecting generic production.

How did the WTO/TRIPS agreement impact the Indian pharmaceutical industry?

Forced a shift from process patents (1970 Act) to product patents (2005), requiring 20-year protection, encouraging R&D and innovation, raising prices of patented drugs, and promoting contract research and outsourcing.

Name key regulatory authorities governing the Indian pharmaceutical industry.

CDSCO (Central Drugs Standard Control Organization) headed by DCGI, State Drug Control Authorities, Pharmacy Council of India (PCI), NPPA (pricing), and the US-FDA/WHO for exports.

What is the role of the DCGI in India?

The Drugs Controller General of India (head of CDSCO) approves new drugs and clinical trials, sets standards for drugs, and is the central licensing authority for certain categories of drugs and devices.

Name important pharmaceutical quality standards/guidelines.

GMP (Good Manufacturing Practices, Schedule M in India), GLP, GCP, GDP, ICH guidelines, WHO-GMP, ISO 9001, and pharmacopoeial standards (IP, BP, USP).

What was GATT and when did it come into force?

The General Agreement on Tariffs and Trade, a multilateral treaty effective 1948, aimed at reducing tariffs and trade barriers; it was replaced by the WTO in 1995 after the Uruguay Round.

What was the Uruguay Round of GATT significant for?

The Uruguay Round (1986-1994) led to the creation of the WTO and introduced agreements on services (GATS), intellectual property (TRIPS), and agriculture.

Define market segmentation and its main bases.

Dividing a heterogeneous market into homogeneous sub-groups of consumers. Main bases: Geographic, Demographic, Psychographic (lifestyle), and Behavioral (usage, benefits sought).

What does STP stand for in marketing?

Segmentation, Targeting, and Positioning—the strategic sequence of dividing the market, selecting target segments, and creating a distinct image in consumers' minds.

What is consumer behavior analysis?

The study of how individuals/groups select, buy, use, and dispose of goods and services, including the psychological, social, cultural, and personal factors influencing their purchase decisions.

What are the five stages of the consumer buying decision process?

Need/problem recognition → Information search → Evaluation of alternatives → Purchase decision → Post-purchase behavior.

List the main leadership styles (Lewin's classification).

Autocratic (leader decides alone), Democratic/Participative (involves the group), and Laissez-faire (free-rein, minimal direction).

What does the Blake and Mouton Managerial Grid measure?

It plots leadership styles on two axes—concern for people vs concern for production—identifying styles like Impoverished (1,1), Country Club (1,9), Task/Authority (9,1), Middle-of-road (5,5), and Team (9,9, ideal).

State Maslow's Hierarchy of Needs in order.

Physiological → Safety → Social (love/belonging) → Esteem → Self-actualization. Lower needs must be satisfied before higher ones motivate.

What are the two factors in Herzberg's Two-Factor Theory?

Hygiene factors (salary, working conditions, policy)—their absence causes dissatisfaction but presence doesn't motivate; and Motivators (achievement, recognition, growth, responsibility)—which produce satisfaction and motivation.

What does McGregor's Theory X and Theory Y describe?

Two assumptions about workers: Theory X assumes employees dislike work and need coercion/control; Theory Y assumes employees are self-motivated, seek responsibility, and enjoy work.

What are the three needs in McClelland's Theory of Needs?

Need for Achievement (nAch), Need for Power (nPow), and Need for Affiliation (nAff).

What is Vroom's Expectancy Theory of motivation?

Motivation = Expectancy × Instrumentality × Valence. Effort leads to performance (expectancy), performance leads to reward (instrumentality), and the reward is valued (valence).