Industrial Marketing Text and Cases

ISBN Number : 978-93-5202-808-5

Student Price : Rs.475

Student Dollar Price : 19$

Book Edition : Fourth

Year of Publication : 2015

No. Of Pages : 378

Book Weight :516

About The Book

Industrial Marketing, also known by such names as Business Marketing, Business to Business Marketing, Organisational Marketing, etc., is growing in importance and popularity. However, there is a dearth of literature on this subject, particularity in India. This book fills this void to a considerable extent. The book is comprehensive, concise and lucid and has a number of illustrative diagrams and tables which make recapitulation and presentation easy for the students.

The book also contains a number of Cases-very small to medium size, a discussion of which will help get more into and practical orientation to the subjects.

This book covers the syllabi of the Industrial Marketing of the Management and Commerce courses prescribed by the UGC Model Curriculum.


Book Content of Industrial Marketing Text and Cases
1. An overview of Industrial Marketing
2. Comparison Between Business and Consumer Market/Marketing
(Characteristics of Industrial Market / Marketing)
3. Demand for Industrial Gods
4. Industrial Buying and Buying Behaviour
5. Partnering / Relationship Marketing and CRM
6. Industrial Market Segmentation, Targeting and Positioning
7. Industrial Product Decision
8. Industrial Pricing
9. Industrial Marketing Communication
10. Personal Selling
11. Industrial Business Marketing Logistics
12. Industrial Marketing Information System
13. Services Marketing
14. E-Business
15. Strategic Marketing Planning and Control
16. International Industrial Marketing
17. Cases

About The Author

Dr. Francis Cherunilam, a postgraduate in Economics and Management and a doctorate in the area of International Business, was Director of School of Management Studies, Cochin University of Science and Technology and some other B-Schools. He was earlier on the faculties of the Department of Postgraduate Studies and Research in Economics and the Department of Management Science, University of Mysore. He also had a short stint at the Indian Institute of Management, Kozhikode, as Professor and Chairman, Marketing Area. Currently, he is Dean, Viswajyothi School of Management Studies.

Dr. Cherunilam is a prolific writer and has to his credit more than 50 books and 250 research papers and articles spanning over Management, Economics, Demography and Habitat. His popular books include Industrial Marketing, International Business, Strategic Management, Global Economy and Business Environment, Business and Government, International Business Environment, Two Decades of LPG and Economic Reforms in India and Abroad. The Garyounis University, Libya, has published the Arabic version of his International Economics. Some of his works have been published in Hindi too. He contributes a regular feature entitled Corporate Scene to the quarterly journal Organisational Management. Several of his books are best sellers in the respective areas.

He has been a consultant to several public and private organisations and Director of some companies. He is a member of Management Committee of Kerala Management Association and Indian Society for Training and Development; founder member and chairman, Socio-Economic and Management Research Institute and founder member, Indian Professional Congress.

He is a winner of the first Air India Excellence Award for Teachers.

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