Table of Contents1 Advertising1.1 Generating Awareness (Informing):1.2 Creating Favourable Attitude (Persuasion for Attitude Formation):1.3 Managing Customer Loyalty (Reinforcement of the Desired Behaviour):2 Major Players in
Table of Contents1 Influences on Buying Decisions2 Variables of Influencing Business Buyer’s Decisions2.1 Environmental Variables2.2 Organizational Variables2.3 Interpersonal Variables2.4 Individual Variables Influences on Buying Decisions
Table of Contents1 What is Organizational Buying Process?2 Buying Decision Process2.1 Recognizing an Organisational Need2.2 Determining Product Specifications2.3 Identifying Suppliers2.4 Information Search and Supplier Evaluation2.5
Table of Contents1 What is Value Chain?2 Core Business Processes2.1 Market Sensing Process2.2 New Product Launch Process2.3 Customer Acquisition Process2.4 Customer Relationship Management Process2.5 Fulfilment
Table of Contents1 What is Customer Satisfaction?2 Customer Delight3 Monitoring and Measuring Customer Satisfaction What is Customer Satisfaction? Customer satisfaction refers to the level of
Table of Contents1 Factors Influencing Consumer Behaviour1.1 Influence of Cultural Factors1.1.1 Culture1.1.2 Sub-culture1.1.3 Social Class1.2 Influence of Social Factors1.2.1 Reference Group1.2.2 Family1.2.3 Roles and Status1.3
Table of Contents1 What is Consumer’s Decision Process?2 Stimulus Response Model of Consumer Decision-making3 Stages in Consumer Decision Process3.1 Stage of Problem Recognition3.2 Stage of
Table of Contents1 Techniques of Demand Forecasting1.1 Survey Methods1.1.1 Consumer Survey Method1.1.2 Collective Opinion Method1.1.3 Reasoned Opinion (Delphi) Method1.1.4 Market Experiment Method1.2 Statistical Methods1.2.1 Time
Table of Contents1 Product Life Cycle (PLC)1.1 Shapes of the Product Life Cycle1.2 Stages in the Product Life Cycle1.2.1 Introduction Stage1.2.2 Growth Stage1.2.3 Maturity Stage1.2.4
Table of Contents1 New Product Development Process1.1 Concept Generation and Market Structure Identification1.2 Idea Generation1.2.1 Market Structure Analysis1.2.2 Sales Potential1.2.3 Concept Screening1.3 Advertising Development1.4 Product
