Case Analysis- Lena Product Launch

Case Analysis- Lena Product Launch. Contains Excel sheet Analysis

Impact of the Internet on the Arrow Case

Impact of the Internet on the Arrow and its salesperson

Cumberland

Cumberland CAse Analysis What’s your price for the curled metal pads? Why? 

Maersk Line Case

Maersk Line Case - Key takeaways

What is (B2B) Marketing

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FormPrint Ortho 500

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Arrow Electronics, Inc. Case

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Segmentation & Assessment of Market Opportunities

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Organizational Buying Behavior

Organizational Buying Behavior and Relationship Management

Robinson, Faris and Wind model

Robinson, Faris and Wind model Robinson, Faris and Wind model is one of the earliest and most widely used models in categorizing and explaining organizational buyer behaviour. The model suggests that the organizational buying process is a set of stages (called buy phases) which may vary depending on buying situation (called classes) the particular buying firm is facing. The model views organizational buying behaviour as depending on the amount of information sought, the amount of experience the buyer has with product class and the time spent. A cross-tabulation of the buy phases with the buy classes creates a buy-Grid-framework.

GTM Strategy

GTM Strategy- How to formulate it?