Business Marketing

ISBN Number : 81-7866-050-4

Student Price : Rs.165

Student Dollar Price : 7$

Book Edition : Second

Year of Publication : 2001

About The Book

Business marketing, also known by such names as Industrial Marketing, Business to Business Marketing, Organisation Marketing etc., is growing importance and popularity. However, there is a dearth of literature on this subject, particularly in India. This book, which is the first Indian textbook on this subject, 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 insight into and practical orientation to the subject.

Book Content of Business Marketing
  1. Introduction
  2. Difference Between Business and Consumer Markets / Marketing
  3. Competitive Structure of Industries
  4. Strategic Marketing Planning
  5. Business Buying and Buying Behaviour
  6. Partnering / Relationship Marketing
  7. Business Market Segmentation, Targeting and Positioning
  8. Industrial Product Decisions
  9. Industrial Pricing
  10. Business Marketing Communication
  11. Personal Selling
  12. Business Marketing Logistics
  13. Service Marketing
  14. E - Business
  15. International Marketing
  16. 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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