Lecture 1 - Introduction to Business to Business Marketing
Lecture 2 - Classification of Products and Customers in B2B
Lecture 3 - B2B vs B2C Marketing - 1
Lecture 4 - B2B vs B2C Marketing - 2
Lecture 5 - Some Important Concepts and Case Study
Lecture 6 - Value Chain Analysis, Core Competence and Outsourcing
Lecture 7 - Introduction to Organisational Buying Behaviour
Lecture 8 - Howard's Seth Model
Lecture 9 - Seth's Model
Lecture 10 - Webster and Wind Model, Buying Center and Buygrid Framework
Lecture 11 - Purchasing function Goals and Kralijic's Model
Lecture 12 - Purchasing Cycle and Procurement Development Process
Lecture 13 - Strategic Sourcing and Case Study
Lecture 14 - E-Procurement and Supplier Assesment
Lecture 15 - B2B Marketing Strategy Formulation
Lecture 16 - B2B Marketing Strategy Formulation and Balance Scorecard
Lecture 17 - Balance Scorecard, Strategy Maps and Case Study
Lecture 18 - Managing Products in B2B Markets: PLC Approach
Lecture 19 - Managing Products in B2B Markets: TA Life Cycle Approach
Lecture 20 - Managing Services in B2B Markets
Lecture 21 - Introduction to STP
Lecture 22 - Segmentation in B2B Markets
Lecture 23 - Bonama and Shapiro's Nested Approach and Targeting in B2B
Lecture 24 - Target Market Strategies
Lecture 25 - Positioning in B2B Markets
Lecture 26 - B2B Positioning Strategies
Lecture 27 - Business Market Communication: Personal Selling
Lecture 28 - Business Market Communication: Sales Force Management
Lecture 29 - Business Market Communication: Advertising
Lecture 30 - Business Market Communication: Social Media, Trade shows and more
Lecture 31 - Business Market Communication: Promotional Budgeting
Lecture 32 - Demand Forecasting in B2B Markets: Introduction
Lecture 33 - Demand Forecasting in B2B Markets: Qualitative Methods
Lecture 34 - Demand Forecasting in B2B Markets: Quantitative Methods - 1
Lecture 35 - Demand Forecasting in B2B Markets: Quantitative Methods - 2
Lecture 36 - B2B Product Management: New Product Development
Lecture 37 - B2B Product Management: Identifying New Products
Lecture 38 - B2B Product Management: Customer Value, Product Launch and more
Lecture 39 - B2B Product Management: Branding
Lecture 40 - B2B Pricing: Introduction
Lecture 41 - B2B Pricing: Price Setting Process - 1
Lecture 42 - B2B Pricing: Price Setting Process - 2
Lecture 43 - B2B Pricing: Pricing Methods
Lecture 44 - B2B Pricing: Geographical and Value Based Pricing
Lecture 45 - B2B Pricing: Competitive Bidding
Lecture 46 - Introduction to Relationship Management in B2B Markets
Lecture 47 - Types of Relationships in B2B Markets and Customer Profitability
Lecture 48 - Customer Relationship Management
Lecture 49 - Customer Lifetime Value
Lecture 50 - B2B Marketing Research: Introduction
Lecture 51 - B2B Marketing Research: Research Methods
Lecture 52 - Business Marketing Channels: Introduction and its Types
Lecture 53 - Business Marketing Channels: Types of Participants
Lecture 54 - Business Marketing Channels: E-Commerce
Lecture 55 - Supply Chain Management and its Drivers
Lecture 56 - Approaches to SCM and Logistics Management
Lecture 57 - Strategic Business Units (SBU) and BCG Matrix
Lecture 58 - GE Matrix and McKinsey 7S Framework
Lecture 59 - Marketing Techniques Implementation and Control
Lecture 60 - A Comprehensive Case Study
