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COVER
STORY
Consumer
Behavior: "I Like it... I Like it Not"
- - Y Malini Reddy
The
theory of cognitive dissonance finds relevance outside the
confines of behavioral science, in an offbeat manner. Insights
into advertising and the target audience have been dealt with
in some detail to encourage the reader to have a deeper understanding
of the psychology of advertising and buying behavior.
© 2005 The ICFAI University Press . All Rights Reserved
CRM
Managing
Customer Relations: An IndispensableLink in the SCM Process
- - NM Shanthi
The
profitable link between SCM and CRM is a fresh insight on
both these fields. This article brings out the importance
of lean operations coupled with good business acumen to benefit
the customer by the synergy between SCM and CRM. Customer
retention is vital for the sustenance of a business, and this
can be propelled by intensive inside reengineering to meet
the demands of the business environment. SCM, in all its strength,
can be a vital ally in the cause of retaining the king viz.,
the customer.
© 2005 The ICFAI University Press . All Rights Reserved
CRM
The
Art of Recovery
- - Hemantha Kumar Pamarthy
Often,
recovery of anything lent can be touchy, and sometimes even
a drain on resources. In this article, ways of recovery have
been brought out in a lucid manner, with the added zing of
the author's personal experiences where these approaches have
worked. A candid and practical approach to the recovery of
dues is discussed to acquaint the reader with the options
available to him/her in these situations.
© 2005 The ICFAI University Press . All Rights Reserved
RETAILING
Conventional
Indian Retail Outlet:The Competency Points
- - Suresh Garimella
The
shopping experiences at a conventional store round the corner
are compared with those at a more upmarket outlet, pointing
out why the CIRO seems to have an edge. Shopping at bigger
stores lacks the personal touch, which endears the neighborhood
shopkeeper to the buyer. Another aspect advocated in this
article is the modernization of conventional shops which will
probably help them keep up with changing times and customer
requirements.
© 2005 The ICFAI University Press . All Rights Reserved
MARKETING
STRATEGY
How
to Win in the e-Business Space: The Importance of Documenting
and Demonstrating Value
- - Tony Kotler
While
e-business solution providers have done a good job of showing
the superiority of their enterprise-class solutions over more
traditional, labor intensive processes, they have been less
successful convincing customers that their specific solutions
are superior. This paper discusses the current state of competition
in the e-business space and describes a game plan for winning
in it.
© 2005 Kotler Marketing Group (www.kotlermarketing.com). All
Rights Reserved. This article is the revised and updated version
of the article "How to Win in B2B e-Commerce Space", published
on January 9, 2001, on www.kotlermarketing.com. Reprinted
with permission.
MARKETING
ENVIRONMENT
The
Next Mobile Revolution in India
- - G Dhananjayan
There
has been phenomenal growth in the mobile industry in the last
few years. This article describes the growth of the industry
and also explores the factors responsible for it. Read on
to know the important trends and issues in the mobile industry.
The article provides a roadmap for the future as well as suitable
strategies for related organizations.
© 2005 The ICFAI University Press. All Rights Reserved.
EXCHANGE
DYNAMICS
Innovative
Cycle New Products for the Old
- - Prakash C Karlapudy, Jigyasa Laroiya, Krishna Kant Oza
This
paper attempts to raise some issues on product exchange dynamics
in this post economic liberalization period. The research
has been conducted within the confines of Bangalore city to
identify the `exchange cycles' for different consumer durable
and household products in different categories. The intent
is certainly not to provide authoritarian advice, but to raise
awareness on product exchange dynamics and how retailers dispose
old products which are then exchanged for new ones.
© 2005 The ICFAI University Press. All Rights Reserved.
CORPORATE
SOCIAL RESPONSIBILITY
Practice,
Not Preach
- - Jayant Bhandari
The
intense struggle one has to face when one is forced to conform
to certain "accepted" norms is brought out in this article.
The crux of this social responsibility is to do to the best
of your ability what you have chosen to do, and leave other
fields to those who have chosen them. The author opines that
the meaning of corporate social responsibility is business
enterprises being efficient and productive in their chosen
fields.
© 2005 The ICFAI University Press . All Rights Reserved
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