This document provides an introduction and synopsis for a doctoral dissertation on sales promotion strategies of fast-moving consumer goods (FMCG) companies in Gujarat, India. The study aims to understand concepts of promotion, sales promotion, and the need for and impact of sales promotion strategies. It will examine the sales promotion tools, parties involved, and how strategies influence sales, profits, and business progress. The researcher will analyze practices of leading FMCG companies in Gujarat and provide suggestions. The study contributes to knowledge on marketing communications, promotion strategies, and their effects. Beneficiaries include academics, managers, and future researchers.
This document provides a synopsis and methodology for a research study on "Sales Promotion Strategy of Selected Companies of FMCG Sector in Gujarat Region".
1. The study aims to understand concepts of promotion, sales promotion, and the need for a sales promotion strategy. It will examine tools, impact, and management of sales promotion measures.
2. Both primary and secondary data will be collected through questionnaires, interviews, and company records. The sample includes 400 respondents from salespeople, dealers, retailers and customers of selected FMCG companies in Gujarat.
3. The study expects to clarify concepts relating to marketing communication and sales promotion strategy. It intends to benefit academics, managers and future researchers
The document discusses key aspects of developing a strategic marketing plan, including:
1) Conducting a situation analysis to identify problems, opportunities, threats and understand internal strengths and weaknesses.
2) Setting objectives and determining marketing strategies for products, pricing, placement, promotion.
3) Evaluating alternatives and making decisions on recommendations and implementing the strategies while monitoring their effectiveness.
4) Considering factors like customer demand, competition, trends in the political, economic, socio-cultural and technological environment.
The document provides an overview of the strategic marketing planning process and issues that marketers need to address at each stage to develop an effective plan.
The impact of consumer sales promotion on customer buying behavior with speci...Janith Chandranath
this is a research proposal namely how consumer sales promotion influence on customer buying behavior with special reference to FMCG sector in Sri Lanka.
The document discusses key aspects of marketing including marketing strategy, product distribution, marketing management, marketing research, and pricing. It defines marketing strategy as all long-term activities dealing with analyzing a company's strategic situation and formulating market-oriented strategies to contribute to business goals and objectives. It describes product distribution as making products available for consumers through direct or indirect means using intermediaries. It also provides definitions and considerations for marketing management, marketing research, and determining pricing.
This document provides an overview of marketing research and trends in marketing. It discusses the marketing research process, which involves defining a problem, collecting and analyzing data, reaching a conclusion, and implementing the research findings. Various methods of primary and secondary data collection are described. New trends in marketing are also summarized, including the shift to digital marketing, e-commerce, customization, and customer relationship marketing using tools like CRM. Marketing practices are changing to focus more on customer retention, lifetime value, and stakeholder satisfaction rather than just sales and shareholders.
This document discusses key concepts in marketing management, including the marketing concept and various orientations to the marketplace. It explains the four Ps of marketing - product, place, price, and promotion. It also covers the product life cycle and its four stages: introduction, growth, maturity, and decline. Finally, it discusses market segmentation, the need for segmentation, and requirements for effective market segments such as being identifiable and accessible.
A study on marketing strategies in mba infosoft pvt. ltdPrateek Gahlot
This document discusses marketing strategies and provides an overview of MBA-Infosoft Pvt. Ltd. It begins with an introduction to enterprise resource planning (ERP) solutions and how they allow for efficient business processes. It then discusses the importance of multi-channel marketing plans for technology companies. The document also provides details on MBA-Infosoft, a Microsoft Certified Partner that provides IT consulting and solutions. It describes their offerings and goals to be a turnkey solutions provider through advisory services, application development, ERP implementations, and hosting solutions.
This document discusses pricing strategy and provides an overview of pricing concepts and approaches. It defines price and pricing, and lists 10 factors that influence pricing decisions. It then outlines 10 common pricing strategies, including penetration pricing, price skimming, premium pricing, economy pricing, odd pricing, prestige pricing, geographic pricing, price lining, dual pricing, and sealed bid/competitive bid pricing. The strategies aim to maximize profits and market share by setting prices based on objectives, costs, competition, and other market factors.
This document provides a synopsis and methodology for a research study on "Sales Promotion Strategy of Selected Companies of FMCG Sector in Gujarat Region".
1. The study aims to understand concepts of promotion, sales promotion, and the need for a sales promotion strategy. It will examine tools, impact, and management of sales promotion measures.
2. Both primary and secondary data will be collected through questionnaires, interviews, and company records. The sample includes 400 respondents from salespeople, dealers, retailers and customers of selected FMCG companies in Gujarat.
3. The study expects to clarify concepts relating to marketing communication and sales promotion strategy. It intends to benefit academics, managers and future researchers
The document discusses key aspects of developing a strategic marketing plan, including:
1) Conducting a situation analysis to identify problems, opportunities, threats and understand internal strengths and weaknesses.
2) Setting objectives and determining marketing strategies for products, pricing, placement, promotion.
3) Evaluating alternatives and making decisions on recommendations and implementing the strategies while monitoring their effectiveness.
4) Considering factors like customer demand, competition, trends in the political, economic, socio-cultural and technological environment.
The document provides an overview of the strategic marketing planning process and issues that marketers need to address at each stage to develop an effective plan.
The impact of consumer sales promotion on customer buying behavior with speci...Janith Chandranath
this is a research proposal namely how consumer sales promotion influence on customer buying behavior with special reference to FMCG sector in Sri Lanka.
The document discusses key aspects of marketing including marketing strategy, product distribution, marketing management, marketing research, and pricing. It defines marketing strategy as all long-term activities dealing with analyzing a company's strategic situation and formulating market-oriented strategies to contribute to business goals and objectives. It describes product distribution as making products available for consumers through direct or indirect means using intermediaries. It also provides definitions and considerations for marketing management, marketing research, and determining pricing.
This document provides an overview of marketing research and trends in marketing. It discusses the marketing research process, which involves defining a problem, collecting and analyzing data, reaching a conclusion, and implementing the research findings. Various methods of primary and secondary data collection are described. New trends in marketing are also summarized, including the shift to digital marketing, e-commerce, customization, and customer relationship marketing using tools like CRM. Marketing practices are changing to focus more on customer retention, lifetime value, and stakeholder satisfaction rather than just sales and shareholders.
This document discusses key concepts in marketing management, including the marketing concept and various orientations to the marketplace. It explains the four Ps of marketing - product, place, price, and promotion. It also covers the product life cycle and its four stages: introduction, growth, maturity, and decline. Finally, it discusses market segmentation, the need for segmentation, and requirements for effective market segments such as being identifiable and accessible.
A study on marketing strategies in mba infosoft pvt. ltdPrateek Gahlot
This document discusses marketing strategies and provides an overview of MBA-Infosoft Pvt. Ltd. It begins with an introduction to enterprise resource planning (ERP) solutions and how they allow for efficient business processes. It then discusses the importance of multi-channel marketing plans for technology companies. The document also provides details on MBA-Infosoft, a Microsoft Certified Partner that provides IT consulting and solutions. It describes their offerings and goals to be a turnkey solutions provider through advisory services, application development, ERP implementations, and hosting solutions.
This document discusses pricing strategy and provides an overview of pricing concepts and approaches. It defines price and pricing, and lists 10 factors that influence pricing decisions. It then outlines 10 common pricing strategies, including penetration pricing, price skimming, premium pricing, economy pricing, odd pricing, prestige pricing, geographic pricing, price lining, dual pricing, and sealed bid/competitive bid pricing. The strategies aim to maximize profits and market share by setting prices based on objectives, costs, competition, and other market factors.
This document discusses various aspects of pricing, including objectives of pricing, factors influencing pricing, and pricing strategies. It provides details on different pricing methods such as cost-oriented pricing, customer demand-oriented pricing, and competition-oriented pricing. The document also covers topics like promotion mix, advertising, sales promotion, personal selling, publicity, public relations, and media management.
This document provides an overview and syllabus for a Principles of Marketing course taught by Dr. Manishankar Chakraborty. The course introduces key marketing concepts like the marketing mix, customer satisfaction, and marketing environment. It will examine topics like marketing orientations, consumer behavior, and the steps in the buying decision process. Assessments include quizzes, exams, presentations, and class participation. The goal is for students to develop an understanding of fundamental marketing principles and their application to real-world business situations.
The document discusses integrated marketing communications (IMC). IMC is defined as carefully integrating and coordinating a company's various communication channels to deliver a clear, consistent message about the organization and its products. This ensures all communication and messages are carefully linked together. IMC includes coordinating various promotional tools, including advertising, sales promotions, public relations, personal selling, and direct marketing to effectively communicate customer value. The promotion mix must also be aligned with other elements of the marketing mix, including product, price, and place. Recent technological advances have led to a new IMC model where companies engage in more targeted, personalized communication through specialized media channels rather than mass broadcasting.
This document provides an overview of marketing concepts and frameworks. It includes:
1) Definitions of marketing, marketing management, and the importance of marketing for business success.
2) Descriptions of Kraft Canada's customer-focused marketing strategy and how it led to business growth.
3) Explanations of fundamental marketing concepts like the marketing mix, internal marketing, and the societal marketing concept.
4) An outline of common marketing management tasks such as developing strategies, understanding customers, and communicating value.
This document discusses promotion and promotional strategies. It begins by defining promotion and the promotional mix, which includes advertising, sales promotions, public relations, and personal selling. It then distinguishes between product promotion, which encourages consumers to select a company's products, and institutional promotion, which creates a favorable company image. The document concludes by describing various promotional tools like coupons, premiums, incentives, and loyalty programs that are used to encourage purchasing.
This document provides an introduction and overview of key marketing concepts including needs, wants and demands, products, exchange and transactions, markets, and different marketing concepts such as production, product, selling, marketing, and societal concepts. It also discusses the importance of marketing and analyzing the internal and external marketing environment, including factors such as economic, demographic, social/cultural, political/legal, and technological environments. Finally, it compares the differences between selling and marketing orientations.
This document provides an overview of buyer behavior and consumer behavior concepts. It defines consumer behavior as the study of how consumers select, buy, use, and dispose of goods and services. Understanding consumer behavior is important for businesses for several reasons, including shaping organizational fortunes, regulating consumption, developing marketing strategies, and formulating production policies. The document also discusses different types of consumer behaviors such as complex buying behavior, dissonance reduction behavior, variety seeking behavior, and habitual buying behavior. Overall, the key points are that consumer behavior research is important for marketing management and product development to understand customers' needs and provide satisfactory goods and services.
The document traces the evolution of marketing concepts from production orientation to holistic marketing. It discusses the key concepts of production, product, selling, marketing and holistic marketing. The holistic marketing concept acknowledges that all aspects of marketing are important, including relationship marketing, social responsibility marketing, internal marketing, and integrated marketing. It emphasizes building long-term relationships with customers and other stakeholders through an integrated marketing approach.
The document discusses key concepts in marketing management including the marketing mix, different marketing concepts, demand forecasting methods, market segmentation, and business to business marketing segmentation. Specifically, it defines marketing management as planning and executing the pricing, promotion, and distribution of goods and services. It also explains the four Ps of the marketing mix - product, price, promotion, and place.
The document discusses the steps involved in product planning and development, including identifying target markets, competitors, and desired brand image. It describes the key terms related to a company's product mix, such as product lines, items, width, and depth. The seven main steps of new product development are outlined, from generating ideas to evaluating customer acceptance. Existing products can be developed through line extensions or modifications to appeal to new customers or markets.
Marketing research involves gathering information about consumers and customers to help identify opportunities and solve problems for marketers. It provides data to implement marketing plans and assess performance. The primary goal is obtaining insights into consumer preferences, opinions, behaviors, trends and plans. Marketing research is valuable for companies of all sizes as it can help determine which products to offer, where to sell them, how to promote them and price them, saving companies money by predicting success. Different types of marketing research include attitude, market, media and product research.
The document discusses marketing orientation and customer orientation. It defines marketing as activities designed to generate exchange to satisfy human needs. The key aspects of customer orientation are being obsessed with customers and their unfulfilled needs, monitoring needs continuously through research, and ensuring marketing expenditures are an investment. The goal of customer orientation is profitability through customer satisfaction.
Marketing management refers to the professionals responsible for planning and directing marketing strategies to benefit a business. This includes delegating tasks, researching strategies, and analyzing competitor techniques. Strategic marketing management focuses on implementing a company's mission through targeted processes to optimize existing marketing plans and identify target customers, helping transform plans into action. A marketing strategy is a business's overall plan for attracting customers and converting them, working with marketing plans to align activities.
This document discusses various definitions and concepts of marketing. It begins by providing definitions of marketing from several experts such as the American Marketing Association and Philip Kotler. It then lists characteristics of marketing such as it being a societal process, customer-oriented, and focused on customer satisfaction. The document contrasts marketing and selling approaches. It also outlines traditional marketing concepts like the exchange, production, and product concepts as well as modern concepts like the marketing, societal, and holistic concepts. Overall, the document provides a comprehensive overview of the nature, definitions, and evolution of marketing concepts.
The document summarizes key concepts from a marketing chapter, including:
1) It defines the marketing environment as the set of forces that affect a company's ability to build relationships with customers. This includes the microenvironment of actors close to the company and the macroenvironment of broader societal forces.
2) It distinguishes between consumer markets, made up of end users, and business markets, made up of organizations that purchase goods for further production or resale.
3) It outlines some of the major forces in the marketing environment, including competitors, suppliers, customers, and socioeconomic, technological, political, and cultural trends.
Marketing is “a matching process based on goals and capabilities by which a producer provides a marketing mix that meets consumers needs within the limits of society”.
There are five competing concepts under which organizations can choose to conduct their marketing activities. These are the production concept, the product concept, the selling concept, the marketing concept and the societal marketing concept.in this presentation you will get a detailed explanation on these concepts, or learn more in website at www.skyrocket.ezyro.com
This document provides an overview of marketing concepts and functions. It defines marketing as anticipating, managing, and satisfying customer demand through exchange. The marketing concept focuses on customer needs rather than production and aims to profit through customer satisfaction. Relationship marketing builds loyalty by satisfying customers. The 8 basic marketing functions are environmental analysis, product planning, distribution, promotion, pricing, and management of the overall marketing effort.
The document presents information about marketing to Mr. Amir Mushtaq from Muzammal Hussain, Hassan Shahid, Muhammad Asif, and Muhammad Arsalan. It defines marketing and discusses the 4 P's of marketing - product, price, place, and promotion. It provides examples of each P and types of sales promotion, consumer oriented promotion, and trade oriented promotion. It also outlines seven functions of marketing and describes push and pull marketing strategies.
El documento describe los conceptos fundamentales de la programación orientada a objetos como clases, herencia, métodos y objetos. Explica las características clave como abstracción, encapsulamiento, modularidad e herencia y el principio de ocultación. También resume brevemente la historia de la programación orientada a objetos, desde su creación en el lenguaje Simula67 hasta convertirse en el estilo dominante a mediados de los años 80.
Encrustamiento de distintas gadgets a bloggerRicardoCarro
Este documento describe tres herramientas para incluir contenido en un blog: ISSU permite subir documentos digitales y encrustarlos en un blog, Vacaroo permite grabar y compartir mensajes de voz para incluirlos en un blog, y Hicortex permite crear posters que también se pueden encrustar en un blog.
La programación orientada a objetos (POO) es un enfoque para diseñar programas basado en objetos que tienen atributos y métodos. Sus características principales incluyen abstracción, encapsulamiento, polimorfismo, herencia y reusabilidad. Los objetos juegan un papel central al representar entidades del mundo real y resolver problemas mediante sus características y métodos.
Sudoku es un juego numérico que consiste en colocar los números del 1 al 9 en una cuadrícula de 9x9 de tal forma que no se repitan en filas, columnas o cuadrantes. El pseudocódigo describe los métodos para validar una celda y resolver el Sudoku recursivamente probando valores posibles hasta completar la cuadrícula.
This document discusses various aspects of pricing, including objectives of pricing, factors influencing pricing, and pricing strategies. It provides details on different pricing methods such as cost-oriented pricing, customer demand-oriented pricing, and competition-oriented pricing. The document also covers topics like promotion mix, advertising, sales promotion, personal selling, publicity, public relations, and media management.
This document provides an overview and syllabus for a Principles of Marketing course taught by Dr. Manishankar Chakraborty. The course introduces key marketing concepts like the marketing mix, customer satisfaction, and marketing environment. It will examine topics like marketing orientations, consumer behavior, and the steps in the buying decision process. Assessments include quizzes, exams, presentations, and class participation. The goal is for students to develop an understanding of fundamental marketing principles and their application to real-world business situations.
The document discusses integrated marketing communications (IMC). IMC is defined as carefully integrating and coordinating a company's various communication channels to deliver a clear, consistent message about the organization and its products. This ensures all communication and messages are carefully linked together. IMC includes coordinating various promotional tools, including advertising, sales promotions, public relations, personal selling, and direct marketing to effectively communicate customer value. The promotion mix must also be aligned with other elements of the marketing mix, including product, price, and place. Recent technological advances have led to a new IMC model where companies engage in more targeted, personalized communication through specialized media channels rather than mass broadcasting.
This document provides an overview of marketing concepts and frameworks. It includes:
1) Definitions of marketing, marketing management, and the importance of marketing for business success.
2) Descriptions of Kraft Canada's customer-focused marketing strategy and how it led to business growth.
3) Explanations of fundamental marketing concepts like the marketing mix, internal marketing, and the societal marketing concept.
4) An outline of common marketing management tasks such as developing strategies, understanding customers, and communicating value.
This document discusses promotion and promotional strategies. It begins by defining promotion and the promotional mix, which includes advertising, sales promotions, public relations, and personal selling. It then distinguishes between product promotion, which encourages consumers to select a company's products, and institutional promotion, which creates a favorable company image. The document concludes by describing various promotional tools like coupons, premiums, incentives, and loyalty programs that are used to encourage purchasing.
This document provides an introduction and overview of key marketing concepts including needs, wants and demands, products, exchange and transactions, markets, and different marketing concepts such as production, product, selling, marketing, and societal concepts. It also discusses the importance of marketing and analyzing the internal and external marketing environment, including factors such as economic, demographic, social/cultural, political/legal, and technological environments. Finally, it compares the differences between selling and marketing orientations.
This document provides an overview of buyer behavior and consumer behavior concepts. It defines consumer behavior as the study of how consumers select, buy, use, and dispose of goods and services. Understanding consumer behavior is important for businesses for several reasons, including shaping organizational fortunes, regulating consumption, developing marketing strategies, and formulating production policies. The document also discusses different types of consumer behaviors such as complex buying behavior, dissonance reduction behavior, variety seeking behavior, and habitual buying behavior. Overall, the key points are that consumer behavior research is important for marketing management and product development to understand customers' needs and provide satisfactory goods and services.
The document traces the evolution of marketing concepts from production orientation to holistic marketing. It discusses the key concepts of production, product, selling, marketing and holistic marketing. The holistic marketing concept acknowledges that all aspects of marketing are important, including relationship marketing, social responsibility marketing, internal marketing, and integrated marketing. It emphasizes building long-term relationships with customers and other stakeholders through an integrated marketing approach.
The document discusses key concepts in marketing management including the marketing mix, different marketing concepts, demand forecasting methods, market segmentation, and business to business marketing segmentation. Specifically, it defines marketing management as planning and executing the pricing, promotion, and distribution of goods and services. It also explains the four Ps of the marketing mix - product, price, promotion, and place.
The document discusses the steps involved in product planning and development, including identifying target markets, competitors, and desired brand image. It describes the key terms related to a company's product mix, such as product lines, items, width, and depth. The seven main steps of new product development are outlined, from generating ideas to evaluating customer acceptance. Existing products can be developed through line extensions or modifications to appeal to new customers or markets.
Marketing research involves gathering information about consumers and customers to help identify opportunities and solve problems for marketers. It provides data to implement marketing plans and assess performance. The primary goal is obtaining insights into consumer preferences, opinions, behaviors, trends and plans. Marketing research is valuable for companies of all sizes as it can help determine which products to offer, where to sell them, how to promote them and price them, saving companies money by predicting success. Different types of marketing research include attitude, market, media and product research.
The document discusses marketing orientation and customer orientation. It defines marketing as activities designed to generate exchange to satisfy human needs. The key aspects of customer orientation are being obsessed with customers and their unfulfilled needs, monitoring needs continuously through research, and ensuring marketing expenditures are an investment. The goal of customer orientation is profitability through customer satisfaction.
Marketing management refers to the professionals responsible for planning and directing marketing strategies to benefit a business. This includes delegating tasks, researching strategies, and analyzing competitor techniques. Strategic marketing management focuses on implementing a company's mission through targeted processes to optimize existing marketing plans and identify target customers, helping transform plans into action. A marketing strategy is a business's overall plan for attracting customers and converting them, working with marketing plans to align activities.
This document discusses various definitions and concepts of marketing. It begins by providing definitions of marketing from several experts such as the American Marketing Association and Philip Kotler. It then lists characteristics of marketing such as it being a societal process, customer-oriented, and focused on customer satisfaction. The document contrasts marketing and selling approaches. It also outlines traditional marketing concepts like the exchange, production, and product concepts as well as modern concepts like the marketing, societal, and holistic concepts. Overall, the document provides a comprehensive overview of the nature, definitions, and evolution of marketing concepts.
The document summarizes key concepts from a marketing chapter, including:
1) It defines the marketing environment as the set of forces that affect a company's ability to build relationships with customers. This includes the microenvironment of actors close to the company and the macroenvironment of broader societal forces.
2) It distinguishes between consumer markets, made up of end users, and business markets, made up of organizations that purchase goods for further production or resale.
3) It outlines some of the major forces in the marketing environment, including competitors, suppliers, customers, and socioeconomic, technological, political, and cultural trends.
Marketing is “a matching process based on goals and capabilities by which a producer provides a marketing mix that meets consumers needs within the limits of society”.
There are five competing concepts under which organizations can choose to conduct their marketing activities. These are the production concept, the product concept, the selling concept, the marketing concept and the societal marketing concept.in this presentation you will get a detailed explanation on these concepts, or learn more in website at www.skyrocket.ezyro.com
This document provides an overview of marketing concepts and functions. It defines marketing as anticipating, managing, and satisfying customer demand through exchange. The marketing concept focuses on customer needs rather than production and aims to profit through customer satisfaction. Relationship marketing builds loyalty by satisfying customers. The 8 basic marketing functions are environmental analysis, product planning, distribution, promotion, pricing, and management of the overall marketing effort.
The document presents information about marketing to Mr. Amir Mushtaq from Muzammal Hussain, Hassan Shahid, Muhammad Asif, and Muhammad Arsalan. It defines marketing and discusses the 4 P's of marketing - product, price, place, and promotion. It provides examples of each P and types of sales promotion, consumer oriented promotion, and trade oriented promotion. It also outlines seven functions of marketing and describes push and pull marketing strategies.
El documento describe los conceptos fundamentales de la programación orientada a objetos como clases, herencia, métodos y objetos. Explica las características clave como abstracción, encapsulamiento, modularidad e herencia y el principio de ocultación. También resume brevemente la historia de la programación orientada a objetos, desde su creación en el lenguaje Simula67 hasta convertirse en el estilo dominante a mediados de los años 80.
Encrustamiento de distintas gadgets a bloggerRicardoCarro
Este documento describe tres herramientas para incluir contenido en un blog: ISSU permite subir documentos digitales y encrustarlos en un blog, Vacaroo permite grabar y compartir mensajes de voz para incluirlos en un blog, y Hicortex permite crear posters que también se pueden encrustar en un blog.
La programación orientada a objetos (POO) es un enfoque para diseñar programas basado en objetos que tienen atributos y métodos. Sus características principales incluyen abstracción, encapsulamiento, polimorfismo, herencia y reusabilidad. Los objetos juegan un papel central al representar entidades del mundo real y resolver problemas mediante sus características y métodos.
Sudoku es un juego numérico que consiste en colocar los números del 1 al 9 en una cuadrícula de 9x9 de tal forma que no se repitan en filas, columnas o cuadrantes. El pseudocódigo describe los métodos para validar una celda y resolver el Sudoku recursivamente probando valores posibles hasta completar la cuadrícula.
For Research methodology Module 3
Title: Primary and Secondary Sources
Learning Objective: Students will be able to distinguish between primary and secondary sources and will be able to use them appropriately in their research.
Creator: Jen Klaudinyi
Date of Creation: 08/09
Last Updated: 09/09
Target Audience: Early undergraduate students
Copyright: cc-by-nc-sa
Keywords: primary, secondary, sources, information literacy, tutorial, captivate
Object Classification of Satellite Images Using Cluster Repulsion Based Kerne...IOSR Journals
Abstract: We investigated the Classification of satellite images and multispectral remote sensing data .we
focused on uncertainty analysis in the produced land-cover maps .we proposed an efficient technique for
classifying the multispectral satellite images using Support Vector Machine (SVM) into road area, building area
and green area. We carried out classification in three modules namely (a) Preprocessing using Gaussian
filtering and conversion from conversion of RGB to Lab color space image (b) object segmentation using
proposed Cluster repulsion based kernel Fuzzy C- Means (FCM) and (c) classification using one-to-many SVM
classifier. The goal of this research is to provide the efficiency in classification of satellite images using the
object-based image analysis. The proposed work is evaluated using the satellite images and the accuracy of the
proposed work is compared to FCM based classification. The results showed that the proposed technique has
achieved better results reaching an accuracy of 79%, 84%, 81% and 97.9% for road, tree, building and vehicle
classification respectively.
Keywords:-Satellite image, FCM Clustering, Classification, SVM classifier.
Grupo Bafar está considerando implementar procesos y materiales más sustentables para reducir su huella ambiental. La alternativa 1 involucra invertir en materiales biodegradables, energías renovables y sistemas de recolección de agua y aceite usado, lo que mejoraría su imagen pero con mayores costos iniciales. La alternativa 2 mantiene los procesos actuales con materiales más baratos pero contaminantes. El análisis utilitarista concluye que la alternativa 1 beneficia más a la sociedad a largo plazo. Grupo Bafar escoger
Kolkata, known as the 'City of Joy', is located on the eastern bank of the Hooghly River in West Bengal. As one of the first British colonies in India, it has many historical buildings that showcase its cultural heritage. The document recommends visiting major landmarks like Victoria Memorial, the Indian Museum, St. Paul's Cathedral, Rabindranath Tagore's ancestral home, and Eden Gardens cricket stadium. It also describes the city's famous Bengali cuisine like fish curry and rice or rasogolla sweets, as well as markets for shopping like Dakshinapan, New Market, and College Street.
PowerPivot permite analizar grandes cantidades de datos de múltiples fuentes utilizando Excel como interfaz. Permite importar tablas de datos de fuentes como Access y SQL Server, crear relaciones entre ellas, y generar tablas y gráficos dinámicos para explorar y analizar los datos de forma interactiva. El documento describe el proceso de importar tablas de ventas y datos de productos de una base de datos de Access usando PowerPivot en Excel.
nous allons étudier at analyser le phénomène de cheval de Troie, en particulier : ce qui concerne la lutte, et les moyens disponibles pour ce but, et puisque la propagation de ce troyen dans ces derniers temps est prodigieux nous devons tenir ces évolutions en compte.
Nous essayons aussi dans cet article à sensibiliser l'utilisateur aux menaces du cheval de troie et aux des marches des prudences qu’il doit le suivre.
Rosa Pequeno has over 15 years of experience in banking and financial services. She has held roles in credit management, customer service, and business development. Currently, she works as a credit controller at NCH Europe, where her responsibilities include checking customer credit ratings, making credit decisions, and contacting debtors. She has a degree in business administration and an IT certificate, and is proficient in Microsoft Office applications.
O documento descreve o domínio morfoclimático das Araucárias, localizado no sul do Brasil. Apresenta conceitos sobre domínios morfoclimáticos, situação geográfica, localização, características do povoamento, condições ambientais, relevo, solo, clima, hidrografia, flora, fauna e impactos ambientais desta região.
Brand identity is created through elements like a logo and name that allow audiences to recognize a brand. For magazines, the masthead and font are especially important for recognition. The brand name can also indicate what the magazine is about. It is important not to change these elements dramatically so audiences still recognize the magazine.
The document discusses how to market a pop culture magazine brand to its target audience of 18-24 year olds. Below-the-line digital marketing using social media platforms like Facebook and Twitter would be effective since this demographic uses social media heavily. Synergy marketing across different media like a radio station could also attract more audiences and help them recognize the magazine brand.
Diapositivas presentadas en el eRetail Day México 2015 en la plenaria "eLOGISTICS EN RETAIL: LOGÍSTICA, OPERACIÓN Y FULFILLMENT APLICADOS AL RETAIL
ECOMMERCE. CUALES SON LAS MEJORES PRÁCTICAS PARA AUMENTAR LA CONVERSIÓN Y LA CONFIANZA DEL CLIENTE MULTICANAL."
The document outlines a shooting schedule for two filming sessions, one taking place on November 18th in the black box at Haydon High School from 3:30-5:30pm requiring a camera, tripod, steadicam, red lights, casual clothing and guitar. The second filming session will take place on November 29th and December 6th in locations around London such as Oxford Circus, Piccadilly Circus and Tower Bridge from 4:30-8pm requiring a camera, steadicam, casual clothing and guitar.
El documento proporciona información sobre los requisitos y procedimientos para matricularse en los talleres de arte de Bellas Artes Sede La Molina, incluyendo los documentos requeridos, el pago de la matrícula y los importes mensuales, y los detalles de contacto. Se enumeran nueve talleres para niños y nueve para jóvenes y adultos con sus horarios, profesores y costos respectivos.
Las listas ortogonales utilizan cuatro apuntadores por nodo para representar matrices, incluyendo apuntadores para moverse izquierda, derecha, arriba y abajo entre nodos vecinos.
This document provides a synopsis for a research project comparing the marketing mix of fast moving consumer goods (FMCG) companies, using SCA Hygiene Product India Pvt. Ltd. as a reference case study. The 8-page synopsis outlines the introduction, rationale, objectives, research methodology, expected contributions, limitations, directions for future research, and bibliography for the project. The research aims to understand India's FMCG sector and marketing promotion strategies used by leading companies, and analyze the impact of different marketing mix elements on sales performance.
1) Marketing involves creating, communicating, delivering, and exchanging offerings that have value for customers. There are various types of marketing such as influencer marketing, relationship marketing, viral marketing, green marketing, and keyword marketing.
2) Marketing management involves conducting consumer research, determining product and distribution policies, and making promotional decisions. The marketing management process includes conducting market research, developing a marketing strategy and marketing plan, and providing feedback and control.
3) The marketing mix, also known as the 4Ps, refers to the set of controllable tactical marketing tools - product, price, place, and promotion. It is the crux of marketing and must be constantly reviewed and adapted to changes in the external environment.
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1. Synopsis
On
Sales Promotion Strategy of Selected
Companies of FMCG Sector in Gujarat Region
Submitted to Fulfil Requirement for
Award of Doctor of Philosophy Degree
Research Guide: Submitted By:
Dr. H M Shah Name: Asha Sindhu
KK Parikh Commerce College Registration No: 4141
Amreli ( Gujarat)
Submitted To:
Department of Business Management
Saurashtra University
Rajkot-360005 (Gujarat)
February, 2011
2. 1
Sales Promotion Strategy of Selected Companies of
FMCG Sector in Gujarat Region
Chapter 1: Introduction
1. Introduction to the topic
Every business organization reaches to the customers through their goods or services. To
sell the products to the customers a number of activities are being performed. This is called
marketing and it is an important function. Marketing is the performance of business
activities that directs the flow of goods and services from producer to the customer. It is the
activity that directs to satisfy the human needs through exchange process. Marketing starts
with the identification of a specific need of customers and ends with satisfaction of that
need. The customer is found in the beginning and end of marketing process. In marketing a
large number of activities are performed. For easy understanding these activities are divided
in 4 groups for products and 7 groups for services. These elements are product, price
promotion, placement for products and three additional elements for services are process,
people and physical evidence. These are called elements of marketing mix.
Promotion is one of the elements of marketing mix. Promotion decisions are taken
simultaneously with other decisions like finding target group, determining objectives,
budgeting for promotion, launching of new products, distribution etc. Promotion is one of
the variables through which information regarding products or services is being
communicated to customers to change their attitude and behaviour. Marketers are concerned
with effective utilization of promotion-mix to increase sales and market share. Methods of
promotion include advertising personal selling, publicity, sales promotion and packaging.
Sales Promotion is the activity that aims directly to influence buyers to buy products and
increase sales. In sales promotion mainly three parties are involved i.e. consumers, traders
and sales force. Sales promotion refers to many kinds of incentives and techniques that are
directed towards consumers, traders and sales force with the intention to increase sales in
short term.
3. 2
“Sales promotions include incentive offering and interest creating activities which are
generally short term marketing events other than advertising, personal selling, publicity and
direct marketing. The purpose of sales promotion is to stimulate, motivate and influence the
purchase and other desired behavioural responses of the firm’s customers”.
Kazmi and Batra
The main objective of sales promotion is to increase the sales of products in short term by
influencing behaviour of buyers. Sales promotion methods are many and these are selected
as per the target groups. For this purpose, a sales promotion strategy is to be prepared to
achieve the objectives effectively. The strategy is a game plan that is needed to perform the
tasks effectively and get competitive advantages over others in market. Sales promotion
strategy directs the manager in selection of parties, methods of sales promotion,
implementation of methods and measuring effectiveness of whole efforts regarding sales
promotion. In competitive situation, it is very difficult to increase sales or profit. But with
sales promotion strategy sales can be increased in short – term. Strategy is the game plan to
achieve the targets as per planning. It explains what, when, where, who and how to do so
that objectives of the planning are achieved. Without the strategy the task may not be
completed effectively. Sales promotion strategy would help to neutralize the effective of
competition and defend the company in the market in performing the sales related tasks. The
importance of sales promotion strategy is increasing day by day and in future higher level of
competition it would increase further.
Indian industry is a fast developing industry. Fast Moving Consumer Goods (FMCG) are
more in demand and frequently purchased by customers. These goods include all
consumable goods (other than pulses and grains) and consumers buy at regular intervals in
small quantities. Main items in this category are detergents, soaps, shaving products,
shampoos, toothpastes and brushes, packed food stuffs, household accessories, creams, oils,
tea, coffee etc. Every family spends a large portion of monthly budget on FMCG products.
Contribution of FMCG sector in every economy is significant. Now, due to globalization,
every economy is facing tough competition. Entries of MNCs and cheaper import have
made the situation more difficult. To carry out the business in this sector, it has become very
difficult. Every company has to spend a large portion of their budget on promotional efforts.
4. 3
Most of the companies have applied various elements of promotion mix. Promotion mix
elements include advertising, publicity, sales promotion, personal selling and packaging.
Sales promotion is one of them and it is our concerned topic. In present competitive
situation most of MNCs had developed sales promotion strategy in selection of parties,
techniques and managing sales promotion techniques effectively and efficiently. This
strategy provides competitive advantage to the companies in the market to grow, stabilize
and excel in business performance. Therefore, sales promotion strategy is very significant
for companies to earn bread and butter. This attracted me to select and study this topic.
2. Rationale of the Study
In present situation not only in one industry but also all sectors are facing tough
competition. It has become very difficult to grow, stabilize and excel in business
performance. It is required to influence the attitude and behaviour of buyers. A lot of
promotional activities are needed. The leading companies are using difference techniques
for promotion. These are advertising, publicity, sales promotion, personal selling and
packaging. These are serving the difference objectives. Sales promotion is one of them and
gives a great impact on customer buying behaviour to increase sales in short term. It
contributes to neutralize the competition effect. To achieve the objective a strategy is needed
for effective application of sales promotion. The contribution of sales promotion strategy is
significant in present time to stay in business in competitive market. The importance of it
attracted my attention to select this topic for research study.
3. Objectives of the study
The study of this topic has been undertaken with a number of objectives. Following are the
objectives of this study:
(a) To understand the concept of promotion, methods of promotion in markets, sales
promotion, need, objectives, importance in competitive situation, and relation with
various promotional methods,
(b) To study the tools or techniques of sales promotion, impact on sales, parties involved in
sales promotion, management of sales promotion measures, need for sales promotion
5. 4
strategy and its importance, and role of sales promotion strategy in progress of number
of customers, sales volume, profits and progress of the business as a whole.
(c) To understand Indian FMCG sector and find out the practices adopted by the leading
companies regarding sales promotion strategy, their effects and difficulties faced in it
by the selected companies.
(d) On the basis of study, to summarise the findings and give suggestions for further
improvement in sales promotion strategy practices and its contribution in achieving
objectives of sales promotion.
(e) To meet the requirement of Ph.D research study.
4. Scope of the Study
This study is relating to promotion-mix elements out of total marketing efforts. It will cover
mainly sales promotion, methods for sales promotion, parties involved for sales promotion,
combination of promotion methods with sales promotion, sales promotion strategy and its
related concepts. This topic has studied in FMCG sector in world and Indian industry.
Leading companies have been selected on the basis of their market share for the research
study and their comparative study has been carried out.
5. Expected Contribution from the Study
It is expected the study of this topic would contribute in clarifying the all concepts relating
to marketing communication, promotion mix, sales promotion, strategy relating to sales
promotion, impact of sales promotion strategy on sales, profit and profitability of
companies, market share and goodwill of the companies. The beneficiary from the study of
this topic would be first of all self-researcher, academicians, practicing managers, prospects
researchers and the banks. If these parties refer this research study in future may take
advantage of the finding and suggestions. Academician, practicing managers and research
students may take benefits for academic purpose and on the jobs. The FMCG companies
may implement the suggestions for improvement of sales for achieving sales targets. It can
be said the benefits would be multidimensional for above mentioned parties.
6. 5
Chapter 2: Research Methodology
Research methodology process includes a number of activities to be performed. These are
arranged in proper sequence of timing for conducting research. One activity after another is
performed to complete the research work. Research methodology includes following steps:
1. Type of Research
The topic for the research study is sales promotion strategy and the nature of the topic is
theoretical and descriptive. So the conduct the research study the type of research suitable is
descriptive research only. The data are collected from sales records, dealers, customers and
salesmen of the companies performing in FMCG sector. The descriptive research has met
the requirement of research study.
2. Sources of Data
For the study purpose both primary and secondary data are used. The primary data collected
from sales men of the companies, customers and dealers dealing in the products of the
company. The secondary data collected from records of the company, retailers and dealers.
The data of past sales also have been collected. The primary and secondary data have been
collected to cover every aspect of the study. The primary data are related to behaviour and
response of employees, dealers and customers. The secondary data shows the sales of the
company product wise. Considering merits and demerits of both sources of date, these have
been used in combination to meet the requirements of the research work.
3. Instruments for data collection
(a) For collection of data the instruments have been used are; Questionnaire, Telephone,
mobile phone and facsimile Mail, Interview etc. These have been used for collection of data
from respondents. The data have been collected from respondents from different places. So
according to suitability of instruments for data collection, these data have been used.
4. Research Methods
For collection of primary data for this research work survey and observation methods have
been used. Experimental method is not found suitable for this study because the topic is a
theoretical topic and there is no need to have experiments.
7. 6
5. Sampling
Sampling is the process in which a representative part of a population for the purpose of
determining parameters or characteristics of the whole population is selected. This is called
a sample. It is easier to contact a smaller part of the population for data collection. It can be
done within a limited time, efforts and with minimum cost. For selection of a sample
special care should be taken that the sample is proper representative of the whole
population. Every segment of the population should be included but the number should not
be very large which may become difficult to manage within time and cost limits. For this
research study purpose out of different sampling methods the stratified random sampling has
been selected. The universe includes salesmen, wholesalers, retailers and customers of
selected companies located in different parts of Gujarat region. Out of Gujarat region main
cities like Ahmedabad, Vadodara, Surat, Rajkot and Bhavnagar have been selected. The
salesmen are selected from branches of companies and further on the basis of availability
during visits. Cities are divided into areas and from each area the dealers, retailers and
customers have been selected from urban and rural areas of these cities. They have been
selected randomly. So stratified random sampling has been used for the study. Keeping in
view the proper representation of every segment of population and manageable size of the
sample, the sample size selected is 400.
6. Time Duration
The permitted time by the university for completion of research study for Ph. D degree is
two years. Continuous efforts have been put to work on this research. It has been completed
and submitted within the permitted time period.
7. Statistical Tools for Data Analysis
For data analysis the statistical tools have been used are pie- chart, tables, percentage, and
chi-square test.
8. Hypothesis
The following hypotheses have been tested with the help of statistical tools:
(i) Null Hypotheses:
8. 7
• There is significant difference amongst sales promotion strategies of the selected
companies.
• There is significant impact of sales promotion strategies on sales, number of customers,
overall profitability and business performance of selected companies
(ii) Alternative Hypotheses:
• There is no significant difference amongst sales promotion strategies of the selected
companies.
• There is no significant impact of sales promotion strategies on sales, number of
customers, overall profitability and business performance of selected companies
On the basis of testing of data by using chi- square, it is concluded that there is no
significant difference amongst sales promotion strategies of the selected companies. Most of
the companies are using similar strategies. So there is no significant impact of sales
promotion strategies on sales, number of customers, overall profitability and business
performance of selected companies. Therefore, the alternative hypothesis have been
accepted
9. Limitations of the Study
To carry out the research study the following limitations were expected and faced during
the research study:
(a) Availability of secondary data from sales records of the companies was difficult.
(b) Salesmen, customers, dealers and retailers were reluctant or hesitant to share data.
(c) Management may not like to share their views on the topic.
(d) Time, cost and location factors become major difficulties in completion of research.
(e) Sample size may not be exact representative of the universe. There is possibility of
some error to a limited extent.
However, to overcome the limitations and maintain the effectiveness of research work
sincere efforts were put.
9. 8
Chapter 3: Findings, Conclusions and Suggestions
1. Findings
Part I: For Customers
1. Customers buy branded products frequently are bath soaps, shampoos, food products
and tooth pastes. Branded beverages are purchased least.
2. Advertisement and sales promotions methods attract more customers and personal
selling is the least method that attracts customers.
3. One third of customers said price off, and nearly one fourth of respondents said
discount and premium are the methods used for promotion.
4. Price off or discount method is the most effective method, premium and extra quantity
methods are second and third respectively to motivate customers to buy products
5. One third of respondents said sometimes, nearly one fourth said often and always
respectively gets information regarding sales promotions methods.
6. More than one third respondents opined sometimes, one fourth said often and nearly
one fifth said always, the shoppers provide information regarding sales promotions
benefits.
7. Respondents more than one third opted sometimes willingly, nearly one fourth only on
request and one fifth opted always willingly, the shoppers give benefits of the scheme.
8. As per opinion of respondents the company interested to offer sales promotions benefits
are ranked as HLL first, Nestle second, Colgate third and P&G fourth.
9. The respondents opined that the timing for bringing sales promotions scheme are off
season, during falls in sales volume and during peak season.
10. More than one third of the respondents said the objective of sales promotions schemes
are to increase sales, push up sales in off season, increase sales of products out of
demand and neutralize completion effect.
11. Two fifth of the respondents said sometimes, one fourth said often and one fifth said
always they get benefits of sales promotion schemes.
10. 9
Part II: For Salesmen
12. Nearly one third of respondents in each case agreed that the role of sales force is
important, very important and most important in sales promotions.
13. For motivation of salesmen management takes step, more than one third said
sometimes, nearly one fourth said often and always respectively.
14. Nearly two third majority for salesmen agreed that the methods used for promotions of
salesmen are incentives, travelling allowance, commission on sales, recognition and
rewards.
15. Two fifth agree for sometimes, more than one fourth agreed for often and one fifth of
respondents agreed for always that the motivational methods are implemented properly.
16. Nearly, two third majority of salesmen agreed that unfair practices are not used by
mangers in implementation of schemes.
17. Majority of salesmen are having experience in present job less than three year. Very
less number of salesmen is having experience more than 3 years.
18. More than half of salesmen are not planning to change their jobs and nearly one fourth
are planning to change their jobs.
19. Nearly half of the salesmen agreed that they are satisfied and slightly less than one
fourth agreed that they are highly satisfied. Number of unsatisfied salesmen is less
comparatively.
20. For motivation of salesmen the method used are ranked on the basis of their
effectiveness, commission on sales as first, incentives as second, recognition and
rewards third.
21. For motivation of salesmen they suggested the methods are human touch in
implementation, increased financial incentives and present methods should continue in
preference of concerned parties.
22. They agreed that for motivation of salesmen the leaders in markets are HUL, Nestle
Colgate and ITC Ltd. in order.
11. 10
Part III: For Dealers
23. Majority of dealers agreed that they are given as nearly one fourth said they are not
given sales promotions benefits by the companies.
24. On the basis of effectiveness, discount is the best method and followed by travel
allowances, Pop display, dealers gift sales contests and cooperative advertisement.
25. Majority of dealers agreed that they get POP display items from companies. More than
one third agreed for always there are benefits from POP display, More than one fourth
agreed for often, and one fifth agreed for sometimes.
26. Nearly half of dealers said no and less than half say yes they have participated and had
knowledge of sales contests. A very less dealers have no idea about this.
27. Nearly half of the dealers agreed they get discounts on sales always and one third
agreed they get discount from companies often.
28. Majority of the dealers agreed that they get trade allowances from the company
frequency varying from always, often to sometimes.
29. Out of respondents nearly one third said sometimes, one fourth said often and nearly
17% said always and rarely respectively they get gifts from dealers.
30. Majority of dealers agreed that the company supports them in cooperative
advertisement but the frequency varied from always to rarely.
Part IV: For Managers
31. Nearly all the mangers agreed that there is need for sales promotions scheme to
increase sales.
32. Nearly three fourth of managers agreed that the reasons for using sales promotions are
increasing competition, standard products need non–price factor support, customer
numbers increase marginally and easy to measure effect of them.
33. More than half of the respondents agreed that sales promotion is used with the objective
to increase sales of slow moving products, and in off season, attract new customers,
improve relationship and neutralize competition effect.
12. 11
34. Over whelming majority of managers agreed that sales promotions schemes are
targeting customers, dealers, and sales force.
35. All respondents have agreed that there is impact of sales promotions. Nearly half of
them agreed that the impact is sometime immediate and sometimes delayed.
36. Nearly half of the managers agreed that the responsibility for sales promotion planning
and implementation is of top level, department heads and territory mangers. Nearly one
fourth said only top management is responsible.
37. More than one third of respondents agreed that customers, dealers and salesmen are
important. Whereas nearly one fourth agreed for customers only the important party for
increasing sales.
38. Higher majority of managers agrees that sales promotion scheme are implemented
properly but the percentage level vary from sometimes, often and always.
39. Nearly half of managers accepted the sales scheme misfired due to faulty
administration, lack of proper planning, poor dealers’ relationship and lack of interest.
Less than one fourth agreed for poor dealers’ relationship.
40. HUL is leader and followed by Colgate, P&G, Nestle and Dabur in implementation of
sales promotion scheme.
41. Nearly half of them suggested proper timing, involvement of managers, proper
communication and transparency for effective working of schemes. Less than one
fourth suggested proper timing for launching of schemes.
2. Conclusions and Suggestions
Part I: For Customers
1. Branded products are purchased frequently so special care should be taken for these
products to increase sales and get business.
2. Different promotions methods are useful for improvement of sales. A promotion mix
should be selected very carefully to achieve the objective.
3. Price off, discount and premium are important tools of sales promotion. Proper care
should be taken for these tools in planning and implementation.
4. Information regarding sales promotion methods not readily available to all customers.
More efforts needed to communicate to all concerned parties very often to increase
more awareness regarding sale promotion methods.
13. 12
5. Shoppers lack in communication and providing benefit to the customers regarding sales
promotion schemes. They should be motivated and good relations should be
maintained. They should be provided with proper dealers promotional scheme benefits.
6. MNCs in FMCG sector in India are the leaders in offering sales promotions benefits.
Indian domestic companies should gear up and put more efforts to increase sales
through sales promotion methods.
7. Sales promotion schemes are mainly brought in off season, during falls in sales volume
and peak of the season. In future, for launching of schemes the timing is to be followed
for better result.
8. Benefit of sales promotion schemes are not reaching to all customers always. A wide
gap is there. Sales manager of the company should implement the scheme strongly and
review of the scheme is to be carried out periodically.
Part II: For Salesmen
9. Role of salesmen is very important in increasing sales. Head of sales department should
keep the salesmen well trained and motivated for more effective role in future. More
efforts are needed from mangers side.
10. Mainly used methods for motivation of salesman are incentives, commission, travelling
allowances, recognition and reward. These methods are proper but these should be
implemented more effectively so irregularities can be checked.
11. Experienced salespersons are not available. They change the jobs very frequently.
Satisfaction level is not very high. Management should put sincere efforts for retaining
experienced salesmen. They should be treated well and provide with higher incentives,
commissions and rewards for better results.
12. Again in motivation of salesmen the leaders are MNCs in India. Indian company must
learn a lesson and follow them for higher sales and profits.
Part III: For Dealers
13. Majority of dealers get sales promotion benefits from FMCG companies. The
companies should maintain the position more strongly to fight tough competition in
markets.
14. Various sales promotion methods for dealers are being used by companies. While
planning and implementation of sales promotion methods more care is needed so
effectiveness can be improved.
14. 13
15. Majority of dealers are supplied with POP display items for promotion of sales and
business. The position in this case should be maintained looking for further
improvement in results.
16. Knowledge of and participation in sales contests by dealers is not good. A wide gap is
found. Dealers should be informed regarding contests and their participation should be
improved. This is necessary for better relationship.
17. The sales promotions methods for dealers provided are discounts, dealers, gifts, trade -
discounts and sales contests. They have agreed for this but not all. This problematic
area should be taken care of so the benefits should reach to them and company can get
willing cooperation of dealers in sales promotion.
Part IV: For Managers
18. High majority of managers agreed that there is need for sales promotion scheme to
increase sales due to increasing competition, difficult to increase customers and easy to
measure effects on sales. Sales mangers of the company should pay proper attention to
sales promotion and its methods for customers, salesmen and dealers.
19. All companies have planned and implemented sales promotion methods for customers,
dealers and salesmen. All the three parties are important in completion of sales. They
should not be ignored at any point of time.
20. Impact of sales promotion is very good sometimes it is immediate and sometimes
delayed. For sales promotion strategy formulation the impact should be kept in mind
for successful efforts.
21. Implementation of sales promotion schemes seems to be good from the analysis. But all
have not agreed that the implementation is proper. There are chances of poor
implementation. Special care should be taken by sales manages on planning, dealers
relationship, motivational aspects of parties involves, and implementation so it should
not misfire.
22. For improving effectiveness of the scheme the management should focus on proper
timing of launching scheme, communication and transparency regarding sales
promotion schemes.
23. It is found that in planning and implementation of schemes MNCs like HUL, Nestle,
Colgate and P&G are the leader in markets. Indian companies should wake up and learn
a lesson from foreign competitors. They should work more effectively in this area
15. 14
Chapter 4: Bibliography
4.1: Reference Books
Marketing Research
1. Beri G.C, Marketing Research, 4th
Edtion, 2008, TMH, New Delhi.
2. Boyd, Harper W. Junior, Westfall, Ralph and Stasch, Marketing Research Text and
Cases, Richard D. Irwin Inc, Homewood, Illinois.
3. Burns, Bush, Marketing Research, 5th
Edition, 2007, Pearson Pub, New Delhi.
4. Churchili, Lacobucci, Marketing Research, 9th
Edition, 2009, Cengage, Australia.
5. Cooper, Schindler, Marketing Research, 1st
Edition, 2006, TMH, New Delhi.
6. Easwaran, Singh, Marketing Research, 1st
Edition, 2007, Oxford, New Delhi.
7. Easwaran, Singh, Marketing Research: Concepts Practices and Cases, 1st
Edtion,
2006, Oxford.
8. Green and Tull, Research for Marketing Decisions, Fifth edition, Prentice Hall of
India, New Delhi.
9. Hair, Bush & Ortinau, Marketing Research, 3rd
Edition, 2007, TMH, New Delhi.
10. Kumar V, International Marketing Research, 1st
Edition, 2007, PHI, New Delhi.
11. Luck, Wales, Taylor DA and Rubin, Marketing Research, 7th
Edition, 2007, PHI,
New Delhi.
12. Malhotra Naresh K, Marketing Research: Applied Orientation, 5th
Edition, 2007,
Pearson Pub, New Delhi.
13. Mishra M.N, Modern Marketing Research, 1st
Edition, 2005, Himalaya Pub,
Mumbai.
14. Nargundakar, Rajendra, Marketing Research: Text and Cases, 2007, TMH, New
Delhi.
15. Sontakki C.N, Marketing Research, 1st
Edition, 2006, Himalaya Pub, Mumbai.
16. Tull, and Hawkins, Marketing Research, 6th
Edition, 2008, PHI, New Delhi.
17. Zikmund, Babin, Essentials of Marketing Research, 3rd
Edition, 2007, Thomson,
Australia.
Advertise and Sales Promotion
1. Arens Willam F, Contemporary Advertising, 10th
Edition, 2008, TMH, New Delhi.
2. Batra, Myers & Aaker, Advertising Management, 1st
Edition, 2006, PHI, New Delhi.
16. 15
3. Batra, Myers & Aaker, Advertising Management, 5th
Edition, 2007, Pearson, New
Delhi.
4. Batra, Myers & Aaker, Advertising Management, 5th
Edition, 2008, Pearson, New
Delhi.
5. Chatterjee Sabyasachi, Media and Advertising Management, 1st
Edition, 2006,
ICFAI, Hyderabad.
6. Chunawala S.A, Sethia K.C, Foundations of Advertising: Theory and Practice, 6th
Edition, 2007, Himalaya Pub, Mumbai.
7. Chunawala S.A, Advertising Sales and Promotion Management, 3rd
Edition, 2008,
Himalaya Pub, Mumbai.
8. Chunawala S.A, Advertising Sales and Promotion Management, 2nd
Edition, 2006,
Himalaya Pub, Mumbai.
9. Clow, Baak, Integrated Advertising Promotion and Marketing Communications, 3rd
Edition, 2007, Pearson Pub, New Delhi.
10. Duncan Tom, Principles of Advertising & IMC, 2nd
Edition, 2006, TMH, new
Delhi.
11. Jain, Singh, Modern Advertising Management, 1st
Edition, 2007, Regal, New Delhi.
12. Jefkins, Yadin, Advertising, 4th
Edition, 2009, Pearson Pub, New Delhi.
13. Jethwaney, Jain, Advertising Management, 1st
Edition, 2006, Oxford, New Delhi.
14. Kazmi, Batra, Advertising & Sales Promotion, 1st
Edition, 2007, Excel Books, New
Delhi.
15. Kelley, Jugenheimer, Advertising Media Planning: A Brand Management Approach,
1st
Edition, 2008, PHI, New Delhi.
16. Mohan Mahendra, Advertising Management: Concepts and Cases, 28th
Edition,
2008, TMH, New Delhi.
17. Mohan Mahendra, Advertising Management: Concepts and Cases, 1st
Edition, 2007,
TMH, New Delhi.
18. Oguinn, Allen & Semenik, Advertising & Integrated Brand Promotion, 4th
Edition,
2009, Cengage, Australia.
19. Rajput, Vasishth, Advertising & Personal Selling, 1st
Edition, 2008, Himalaya Pub,
Mumbai.
17. 16
20. Sarathay Parthav, Changing Face of Advertising, 1st
Edition, 2005, ICFAI,
Hyderabad.
21. Sharma, Singh, Advertising: Planning and Implementation, 2nd
Edition, 2008, PHI,
New Delhi.
22. Stafford, Faber, Advertising Promotion and New Media, 1st
Edition, 2006, PHI, New
Delhi.
Research Methodology
1. Bhattacharyya, Research Methodology, 2nd
Edition, 2006, Excel Books, New Delhi.
2. Donald R Cooper and Pamela S Schindler, Business Research Methods, Tata
MacGraw Hill, 2007, New Delhi.
3. Kothari C.R, Research Methodology: Methods & Techniques, 2nd
Edition, 2009,
New age, New Delhi.
4. Krishnaswamy, Sivkumar & Mathirajan, Management Research Methodology, 2nd
Edition, 2008, Pearson Pub, New Delhi.
5. Mohan, Elangovan, Research Methodology in Commerce, 1st
Edition, 2007, Deep
& Deep, New Delhi.
6. Narsh Malhotra, Marketing Research: An applied Orientation, Pearson Education,
Fourth edition, 2004.New Delhi.
7. Panneerselvam R, Research Methodology, 6th
Edition, 2008, PHI, New Delhi.
8. Rao KV, Research Methods for Management and Commerce, Sterling.
9. Wilkinson Bhandarkar, Methodology and Techniques of Social Research, Himalaya
Publishing House, Mumbai.
10. Uma Shekaran, Research Methods for Business, Wiley Publications.
Marketing Management
1. Appannaiah, Reddy & Ramanath, BBM Marketing Management, 1st
Edition, 2006,
Himalaya Pub, Mumbai.
2. Bose Biplab S, handbook of Marketing Management, 1st
Edition, 1998, Himalaya
Pub, Mumbai.
3. Czinkota, Kotabe, Marketing Management, 1st
Edition, 2007, Thomson, Australia.
18. 17
4. Dhunna Mukesh, Marketing Management: Text and Cases, 1st
Edition, 2005,
Wisdom, New Delhi.
5. Gaur, Saggere, Event Marketing Management, 2nd
Edition, 2007, Vikas, New Delhi.
6. Govindrajan M, Marketing Management: Concepts, Cases, Challenges & Trands, 2nd
Edition, 2007, PHI, New Delhi.
7. ICFAI, Case Studies in Marketing Management, 1st
Edition, 2001, ICFAI,
Hyderabad.
8. ICMR, Fundamental of Marketing Management, 1st
Edition, 2004, ICMR,
Hyderabad.
9. ICMR, Fundamental of Marketing Management Workbook, 1st
Edition, 2004,
ICMR, Hyderabad.
10. ICMR, Marketing Management, 1st
Edition, 2004, ICMR, Hyderabad.
11. ICMR, Strategic Marketing Management, 1st
Edition, 2002, ICMR, Hyderabad.
12. ICMR, Strategic Marketing Management Workbook, 1st
Edition, 2004, ICMR,
Hyderabad.
13. Jain, Singh, Modern Marketing Management: Principles and Techniques, 1st
Edition,
Regal Pub, New Delhi.
14. Jayachandran S, Marketing Management: Text and Cases, 1st
Edition, 2006, Excel
Books, New Delhi.
15. Keegan Warren, Global Marketing Management, 7th
Edition, 2008, Pearson Pub,
New Delhi.
16. Kotler and Other, Marketing Management, 12th
Edition, 2007, Pearson Pub, New
Delhi.
17. Kotler Philip, Framework for Marketing Management, 2nd
Edition, 2006, Pearson
Pub, New Delhi.
18. Kotler, Keller, Marketing Management, 13th
Edition, 2008, PHI, New Delhi.
19. Kumar, Meenakshi, Marketing Management, 1st
Edition, 2006, Vikas, New Delhi.
20. Lal, Quelch & Rangan, marketing management: Text, and cases, 1st
Edition, 2007,
TMH, New Delhi.
21. Lee, Carter, Global Marketing Management, 1st
Edition, Oxford, New Delhi.
22. Mathur V S, Strategic marketing Management: Text and Cases, 1st
Edition, 2006,
Macmillan, New Delhi.
19. 18
23. Mukund, Dutta, Marketing Management, 1st
Edition, 2003, ICFAI, Hyderabad.
24. Ramaswamy, Namakumari, Marketing Management: planning, Implementation &
Control, 3rd
Edition, 2007, Macmillan, New Delhi.
25. Rudani R. B, Basic of Marketing Management, 1st
Edition, 2009, S.Chand, New
Delhi.
26. Winer Russell, Marketing Management, 3rd
Edition, 2007, Pearson Pub, New Delhi.
International Marketing
1. Albaum, Duerr & Strabdskow, International Marketing and Export Management, 5th
Edition, 2008, Pearson Pub, New Delhi.
2. Bennett Roger, Blythe Jim, International Marketing: Strategy Planning, Marketing
Entry & Implementation, 3rd
Edition, 2005, Kogan, New Delhi.
3. ICMR, International Business & International Marketing Workbook, 1st
Edition,
2005, ICMR, Hyderabad.
4. Kumar V, International Marketing Research, 1st
Edition, 2007, PHI, New Delhi.
5. Mcauley Andrew, International Marketing: Consuming Globally, Thinking, 1st
Edition, 2001, John Wiley & Sons, Chichester.
6. Onkivisit, Shaw, International Marketing: Analysis and Strategy, 3rd
Edition, 2007,
PHI, New Delhi.
7. Rajgopal, International Marketing: Global Environment, Corporate, 1st
Edition,
2007, Vikas, New Delhi.
Indian Economy
1. Ahluvalia Montek S, State Level Performance under Economic Reforms in India,
2002, Oxford, New Delhi.
2. Ahuja H.L, Economics: Micro Economics, Indian Macroeconomic Environment, 1st
Edition, 2005, S.Chand, New Delhi.
3. Byres Terence J, The Indian Economy Major Debates since Independence, 1998,
Oxford, New Delhi.
4. Byres Terence J, The State Development Planning and Liberalization in India, 1996,
Oxford, New Delhi.
20. 19
5. Chakravarty S, Reflections on the Growth Process in the Indian Economy, 1977,
TMH, New Delhi.
6. Chandrasekhar C.P, The Market that Failed: A Decade of Neoliberai Economics
Reforms in India, 2002, Leftword, New Delhi.
7. Chatopadhyay Manabendu, Planning and Economic Policy in India Evaluation and
Lessons for the Future, 1996, Sage, New Delhi.
8. Dutta, Sundharam, Indian Economy, 58th
Edition, 2008, S.Chand, New Delhi.
9. Frankel Frankin R, India’s Political Economy 1947-2004, 2005, Oxford, New Delhi.
10. Govt. of India, Second Five Year Plan, 2nd
Edition, 1956, Planning Commission,
New Delhi.
11. Govt. of India, Tenth Five Year Plan, 10th
Edition, 2003, Planning Commission,
New Delhi.
12. Jalan Bimal, The Indian’s Economy: Problems and Prospects, 1992, Viking, New
Delhi.
13. Jalan Bimal, India’s Economic Crisis, 1991, Oxford, New Delhi.
14. Jalan Bimal, India’s Economic Policy, 1996, Viking, New Delhi.
15. Joshi Vijay, Little I.M.D, India’s Economic Reforms 2001, 1996, Oxford, New
Delhi.
16. Kabra Kamal Nayan, Development Planning in India, 1997, Sage, New Delhi.
17. Kurien C.T, Poverty, Planning and Social: Transformation, 1978, Allied, Bombay.
18. Kurien C.T, Reconciling Growth and Social Justice, 1986, Oxford, New Delhi.
19. Kurien C.T, Economic Reforms and the People, 1996, Madhyam Books, New Delhi.
20. Misra, Puri, Indian Economy, 25th
Edition, 2007, Himalaya Pub., Mumbai.
21. Mungekar, Nachane & Rao, Indian Economy in the New Millennium, 1st
Edition,
2003, Himalaya pub., Mumbai.
22. Sivayya, Das, Indian Industrial Economy, 1st
Edition, 2004, S.Chand, New Delhi.
23. Tendulkar Suresh, Bhavani T.A, Understanding Reform: Post 1991 India, 2007,
Oxford, New Delhi.
21. 20
4.2: Newspapers
1. Economic Times 7. The Hindu
2. Times of India 8. DNA
3. Business Standard 9. Navabharat Times
4. Financial Express 10. Hindustan Times
5. Indian Express 11.Gujarat Samachar
6. The Hindu 12. Mint (Hindustan Times)
4.3: Journals
1 Bulletin of Economic Research
2 Business to Business
3 Environmental Ethics
4 Foreign Affairs
6 International Journal of Management
7 Journal of Consumer Research
8 Strategic Entrepreneurship Journal
9 Strategy & Business
10 Harward Business Review
11 Indian Journal of Marketing
12 Journal of Scientific and Industrial Research
13 Sales & Marketing Management
14 Vikalpa
15 Indian Management
16 Marketing Mastermind
17 Journal of Consumer behavior
18 Business World
19 Seminar
20 4Ps Business Marketing
21 Marketing Management News