01 dossier mk 04 (e) b2b mkt

7/24/2019 01 Dossier Mk 04 (e) b2b Mkt

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MK04 ( E ) B2B Marketing(Business Marketing)

Syllabus

The complete course will be covered in about 20 Lectures (2 classes per week)

Informal hours as required by students can be arranged to discuss cases

!valuation will be based on written test of "0 marks and #ui$$es% &ssignments of

'0 marks

The books to be referred during this course Industrial arketing* by Robert r.

Reeder, Edward G. Brierly Betty !. Reeder, "renti#e !all o$ %ndia.

+usiness arketing anagement by !utt &'e, Logistical anagement by

Bower&o *loss, Industrial arketing by Ri#ard M. !ill, Ral' &.

+leender a-es s.

Grading /inal uarter 1ritten test ea- "0 arks

+ssign-ent 20 arks

uies and #ase dis#ussion 20 arks

1eek 3 %ntrodu#tion to Business Marketing Manage-ent.

,ecap of arketing anagement---"ili' Kotlerarketing

anagement( &)555

.urchase / .roduction / arketing Interface---hapter-1%

Logistical anagement/By Bower&o *loss(&)555

verview of Industrial arketing---hapter-3% 2 4 1 of

Industrial arketing by Robert R. Reeder ( R )555

5ramework of +usiness arketing anagement--hapter /3

of +usiness arketing anagement by !utt &'e (R)555

1eek 2 6rganiational Buying "ro#ess.

Industrial +uying process% 6ituations 4 +ehaviour ---hapter-

' 47 of Industrial arketing by Robert R. Reeder ( R )555

+da'ti7e Bea7iour in Buyer&u''lier Relationsi's.

Ross Brennan "eter 1. 8urnbull, Industrial arketing

anagement% 8ol-29% 3:::% pp'93-':7.( R )555


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1eek 9 &trategy /or-ulation in te %ndustrial Market.

&ssessing arket pportunities% 6egmenting the

organi$ational arket% Target arketing and .ositioning---

hapter-7% "% ; 4 9 of +usiness arketing anagement by!utt &'e (R)555

%ntuition #an el' in &eg-enting %ndustrial Markets

"aul Millier, Industrial arketing anagement% 8ol-2:% 2000%

pp3';-377.( R )555

1eek 4 /or-ulating "rodu#t "lanning.


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anagement% 8ol-29% 3:::% pp"1;-"':.( R )555

1eek @ %ndustrial Marketing *o--uni#ation "lanning

arketing 6trategy--- &dvertising% .ersonal 6elling 4.ublic ,elation----- hapter-20% 23 4 22 of Industrialarketing by Ri#ard M. !ill, Ral' &. +leender a-es s. *ross ( R )555

1eek A E7aluating Business Marketing &trategy and "er$or-an#e

hapter /3" of Industrial arketing anagement

by !utt &'e (R)555

1eek *ase &tudy

a) "ower 8ools (+) ;e7elo'-ent o$ new "rodu#ts

b) "ower 8ools (B) "ri#ing and ;istribution o$ "rodu#ts.

#) =ni7ersal Motors "arts ;i7ision "ysi#al ;istribution.

1eek 30 +ssign-ents to be 'resented by &tudents

( R )555 6tudents are RE=%RE; T > T?,@>? T?! T.I

( & )555 6tudents are&=GGE&8E; T > T?,@>? T?! T.I

6ome .laces to 6tart Looking

Ahttp=BBlinkbublacukAhttp=BBwwwmarketingstrathacukB

Ahttp=BBwwwmarketresearchcomB

Ahttp=BBwwwresearchinfocomB

Ahttp=BBwwwmintelcomB

Ahttp=BBwwwkeynotecoukB

1
http://link.bubl.ac.uk/http://www.marketing.strath.ac.uk/http://www.marketresearch.com/http://www.researchinfo.com/http://www.mintel.com/http://link.bubl.ac.uk/http://www.marketing.strath.ac.uk/http://www.marketresearch.com/http://www.researchinfo.com/http://www.mintel.com/


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http=BBwwwinccom

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01 dossier mk 04 (e) b2b mkt

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