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Textbook:
Pages : 316;
Paperback;
210 X 275 mm approx.
Suggested Case Studies
Textbook Price: Rs. 750;
Shipping & Handling Charges: Rs. 100 per book;
Books Available only in INDIA
Chapter Price : Rs. 100
To download chapters in electronic format, click on the button below,
and select the chapter from the list of available chapters.
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Chapter No. |
Chapter |
Suggested Case |
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1 |
Introduction to Industrial Marketing |
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2 |
Products, Services and Customers |
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3 |
Demand Issues |
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4 |
Organizational Buying & Buyer Behavior |
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5 |
Buyer - Seller Relationships |
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6 |
Assessing Market Opportunities |
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7 |
Strategic Planning |
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8 |
Market Segmentation, Targeting and Positioning |
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9 |
Product Strategy and New Product Development |
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10 |
Service Design & Delivery |
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11 |
Pricing Decisions |
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12 |
Channel Structure & Dynamics |
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13 |
Logistics Management |
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14 |
Planning the Promotion Mix |
FedEx vs. UPS - Competing with Contrasting Strategies in China |
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15 |
Advertising, Sales Promotion and Public Relations |
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16 |
Personal Selling and Direct Marketing |
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17 |
Performance Measurement & Control |
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18 |
Business Networks and Technology |
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19 |
Ethics in Industrial Marketing |
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20 |
International Industrial Marketing |
