Industrial Marketing

Industrial Marketing

Industrial Marketing

Industrial Marketing is a comprehensive textbook specially designed to meet the needs of management students. "The book explains core concepts of...

  • ISBN: 9780195677942
  • Availability: In Stock
  • Author P.K. Ghosh
  • Publisher Oxford University Press
  • Binding Paperback
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Industrial Marketing is a comprehensive textbook specially designed to meet the needs of management students.

"The book explains core concepts of industrial marketing through practical applications and supplements them with numerous managerial examples, case-lets, and detailed case studies. It provides in-depth coverage of the three key components of industrial marketing management: organizational buying and buyer behavior, strategy formulation in industrial markets, and product, channel, and price planning for industrial goods and services. Beginning with an overview of industrial marketing, the book discusses in detail integrated business development, industrial market segmentation, and pricing and distribution of industrial products and services. It goes on to discuss the role of personal selling in industrial marketing, customer satisfaction, and industrial marketing research. Finally, it discusses standard and fabricated industrial products and capital equipment and services. "

Salient Features

1. Examines the challenges faced by business organizations in industrial marketing
2. Explores the emerging issues in industrial marketing from an Indian perspective
3. Contains cases and examples in the key areas of industrial marketing
4. Provides chapter-end exercises with concept review and critical-thinking questions, and suggests interesting classroom and field projects
5. Accompanied by an Instructor's Manual

Table of Contents


  • Introduction to Industrial Marketing Management
  • Integrated Business Development
  • Relevant Models on Industrial Buyer Behavior
  • Implications of Industrial Buyer Behavior
  • Industrial Market segmentation
  • Pricing of Industrial Products and services
  • Role of Personal selling in Industrial Marketing
  • Customer Satisfaction, Loyalty and Retention
  • Industrial Marketing Research
  • Standard Industrial Products and Services
  • Business-to-Business Marketing
  • Index
 
Author P.K. Ghosh
ISBN 9780195677942
Langauage English
Pages 568
Publisher Oxford University Press
Binding Paperback

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