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Consumption patterns and macromarketing : a radical perspective
In studying the choices for consumption, marketing scholars have been almost totally occupied with a very narrow spectrum of choice, viz brand choice. This paper discusses the nature of consumption patterns and how social ...
New marketing in a new environment: some thoughts on a basic restructuring
A case is developed for some basic changes in the conceptual repertoire of the marketing discipline in view of the changes in the economic and social environment in India today. It is argued that the adaptation of existing ...
Banwari Lal and Subir Bose
Deals with the situation where a major retailer of consumer products is obtaining supplies through unauthorized channels. The problem is to motivate the retailer to deal with the authorized salesman and distributor. The ...
The Ranipet Begumpur Sales War
Deals with a sales territory dispute. Janardhan has accused Thomas of "stealing" sales from his territory. Thomas feels he is generating additional sales by sending patients to a free clinic in Janardhan's territory. An ...
Creative Exercises in Sales and Distribution Strategy
Five short exercises dealing with domestic and international sales and distribution strategy formulation.