29 Jun Business Marketing Management-A Strategic View of Industrial and Organizational Markets
Question
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)
CONSUMER GOODS MARKETING BUSINESS MARKETING
CUSTOMERS
BUYING BEHAVIOUR
BUYER-SELLER RELATIONSHIP
PRODUCT
PRICE
PROMOTION
CHANNELS
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.
Our website has a team of professional writers who can help you write any of your homework. They will write your papers from scratch. We also have a team of editors just to make sure all papers are of HIGH QUALITY & PLAGIARISM FREE. To make an Order you only need to click Ask A Question and we will direct you to our Order Page at WriteDemy. Then fill Our Order Form with all your assignment instructions. Select your deadline and pay for your paper. You will get it few hours before your set deadline.
Fill in all the assignment paper details that are required in the order form with the standard information being the page count, deadline, academic level and type of paper. It is advisable to have this information at hand so that you can quickly fill in the necessary information needed in the form for the essay writer to be immediately assigned to your writing project. Make payment for the custom essay order to enable us to assign a suitable writer to your order. Payments are made through Paypal on a secured billing page. Finally, sit back and relax.
About Writedemy
We are a professional paper writing website. If you have searched a question and bumped into our website just know you are in the right place to get help in your coursework. We offer HIGH QUALITY & PLAGIARISM FREE Papers.
How It Works
To make an Order you only need to click on “Order Now” and we will direct you to our Order Page. Fill Our Order Form with all your assignment instructions. Select your deadline and pay for your paper. You will get it few hours before your set deadline.
Are there Discounts?
All new clients are eligible for 20% off in their first Order. Our payment method is safe and secure.