Industrial Marketing Text and Cases

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

Student Price : Rs.575

Student Dollar Price : 23$

Book Edition : Fourth

Year of Publication : 2022

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, has been closely associated with several reputed educational institutions, professional bodies and business enterprises.

He started his career in the Department of Postgraduate Studies and Research in Economics, University of Mysore and later shifted to the Department of Management Science of the same University. He served as Director, School of Management Studies, Cochin University of Science and Technology; Director, Albertian Institute of Management, Cochin; Kochi Business School, Cochin; Director, Mangalam School of Management Studies, Ettumanoor and HOD and Dean, Viswajyothi School of Management Studies, Vazhakulam (Muvattupuzha). He also had a short stint at the Indian Institute of Management, Kozhikode (IIMK), as Professor and Chairman, Marketing Area.

Dr. Cherunilam is a prolific writer and has to his credit more than sixty books and more than 250 research papers and articles spanning over Management, Commerce, Economics, Sociology, Public Administration, Demography, Habitat, etc. He was the first one in India to author a book on Business Environment. The book International Business (PHI Learning) got a best-seller book award. The Garyounis University, Libya, has published the Arabic version of his International Economics, the English edition of which has been published by McGraw-Hill Education. His other popular books include Business and Government, Strategic Management, Industrial Marketing, International Marketing, Two Decades of LPG, International Business Environment, International Trade and Export Management etc. Several of the books are best-sellers in the respective areas and are recommended for various courses by UGC and AICTE and universities and institutes throughout the country.

Dr. Cherunilam has been a member of the Board of Directors of some firms and has been a consultant to several public and private organisations. He is founder editor of some reputed journals.

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