Reference no: EM131085293
Business Marketing Management (B2B) - A Strategic View of Industrial and Organizational Markets
Eight Edition (Michael D.Hutt; Thomas W.Speh)
Chapter 1
What are the chief differences between consumer-goods marketing and business marketing? Use the following matrix as a guide in organising your response! (please be specific)
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CONSUMER GOODS MARKETING |
BUSINESS MARKETING |
| CUSTOMERS |
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| BUYING BEHAVIOUR |
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| BUYER-SELLER RELATIONSHIP |
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| PRODUCT |
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| PRICE |
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| PROMOTION |
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| CHANNELS |
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Chapter 3
Jim Jackson, an industrial salesperson for Pittsburgh Machine Tool, will call on two accounts this afternoon. the first will be a buying organisation Jim has been servicing for the past 3 years. The second call, however, poses more of a challenge. This buying organization has been dealing with a prime competitor of Pittsburgh Machine Tool for 5 years. Jim, who has good rapport with the purchasing and engineering departments, feels that the time may be right to penetrate this account. recently, Jim learned that the purchasing manager was extremely unhappy with the existing supplier's poor delivery service. Define the buying situations for confronting Jim and outline the appropriate strategy he should follow in each case.
Chapter 4
Describe switching cost. Discuss the switching cost that Southwest Airlines would incur if it began to phase out its fleets of Boeing Airliners with replacements from Airbus. What steps could Airbus take to reduce these switching costs? How might Boeing counter to strengthen its relationship with Southwest?
Chapter 5
1. Please explain the macrosegmentation based in the product categories in the business market.
2. Sara Lee Corporation derives more than $1.5 billion of sales each year from the institutional market (for example, hospitals, schools, restaurants). explain how a firm such as Sara Lee or General Mills might apply the concept of market segmentation to the institutional market.
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What is the present value of the annuity
: FIN419: Individual Project: TVM & Bond Duration. A 15-year annuity pays $1,500 per month, and payments are made at the end of each month. If the interest rate is 12% compounded monthly for the first seven years, and 6% compounded monthly thereafter..
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Identifying a minimum of one individual in history
: Students will be required to write a paper discussing your choice of an emphasis or topic area within parks, recreation, and tourism. This includes looking at the historical perspective of this area and identifying a minimum of one individual in h..
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Can advertising be standardized of all countries
: Can Advertising be standardized of all countries? How can advertisers overcome the problems of low literacy in their market to conduct business? with at least 4 peer review references!
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Targeting any group of consumers
: Some say that targeting any group of consumers who are willing and able to purchase a product is simply good marketing.
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Strategic view of industrial and organizational markets
: 1. Please explain the macrosegmentation based in the product categories in the business market. 2. Sara Lee Corporation derives more than $1.5 billion of sales each year from the institutional market (for example, hospitals, schools, restaurants). ..
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Do americans spend too much for drugs
: Should the pharmaceutical industry become more regulated? If the government buys the rights to patented drugs and then distributes the drugs to the public, will the costs for pharmaceuticals be reduced?
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Write a lab report about a dissection of a brain
: Write a lab report about a dissection of a brain that was 4cm anchor and 3.5 largo we saw all the cranial nerves. cerebellum was 4cm an and 3.5 large.
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Why do you think psas strategic alliances
: Do you think PSA should revise its strategy of entering into joint ventures, considering that it was experiencing falling sales (in Europe), while VW, even without alliances, was able to secure a large market share?
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Characteristic of the target market
: Develop at least one question for each characteristic of the target market (demographic, geographic, psychographic, and behavioral) that will be important for you as you determine the marketing strategy for this new product.
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