ISBN 9780070083257,Business Marketing

Business Marketing



Tata McGraw - Hill Education

Publication Year 2010

ISBN 9780070083257

ISBN-10 0070083258


Number of Pages 572 Pages
Language (English)


This Business marketing text is unique in its emphasis on the complexity of the buying process, strategic relationships between business buyers and sellers, and their mutual dependence. The additions and changes shows, in a realistic way, the emerging trends in business marketing practices. In particular, the following new features have been included in the third edition.This book focuses on the needs and interests of an Indian reader. Its emphasis is on global thinking, but its plan is to act locally. The organisation of the book is based on the current marketing thinking and new ideas to meet the new challenges. Salient Features: Chapter on Product and Brand Strategy? Chapter on business-to-business marketing through e-commerce Detailed discussion on Customer value in business markets Extensive coverage of Relationship marketing and Customer Relationship Management Discussion on New concepts of product lifecycle management for new product development Was this product information helpful? Yes No TABLE OF CONTENTS 1. The Nature of Business Marketing 2. Understanding Business Markets and Environment 3. Organisational Buying and Buying Behaviour 4. Buyer-Seller Relationship 5. Business Marketing Intelligence and Marketing Research 6. Segmenting, Targeting and Positioning in Business Marketing 7. Product and Brand Strategy 8. New Product Development and Marketing of Business Services 9. Business Marketing Channels and Market Logistics 10. Managing the Personal Selling Function 11. Business Marketing Communication 12. Pricing in Business Marketing 13. Planning, Implementation, and Control in Business Marketing 14. Business-to-Business (Industrial) Marketing through Electronic Commerce 15. International Business Marketing Integrated Cases 1. Metal Products India Limited 2. Star Engineering Company Ltd 3. Star Material Handling Company Ltd 4. Precision Steel Tubes Ltd 5. Sigma Telecom Company 6. Plastic Technologies (India) Ltd 7. Alfa Networks 8. ROobo Knon 9. Shah and Company?New Training Package for Sales Personnel 10. Electrical Equipment Ltd 11. Saragam Aluminium Limited 12. Hindustan Engineering and Automotive Products Ltd 13. Information Solutions, Inc 14. Karnataka Gears Ltd 15. Structural Engineering Consultants Ltd 16. 4S India Ltd 17. IMS Company Ltd 18. Optotech Systems Pvt. Ltd 19. BT Technologies 20. Nammura Hotel Ltd 21. TNM Systems, Inc 22. NM Technologies Ltd