Cover -- Preface -- Contents -- Chapter 1. Understanding Competitors and Competition -- Understanding Competition -- Theoretical Framework of Competition -- Competitor Learning -- Competitor Learning Models -- Playing in the Competition -- Competitor Strategies -- Market Place Strategy -- Competitor Analysis: Capabilities and Competency -- Analyzing Competitor's Signals -- Re-Engineering Business for Competitive Advantage -- Customer Value and Reengineering Process -- Corporate Concepts of Reengineering Business -- Competitive Focus -- Select Readings -- Case 1.1 -- Case of EID-Parry (India) Ltd. -- Product- Mix -- Product Performance -- Competitive Business Process -- Strategic Moves: Alliances and Mergers -- IT in Corporate Business: A Challenge in Competition -- Discussion Issues -- Case 1.2 -- Retail Expansion in Global Arena: Strategies of Wal-Mart to Sustain Competition -- The Wal-Mart Culture -- Respect the Individual -- Service to Our Customers -- Strive for Excellence -- Wal-Mart International Operations -- Development Opportunities -- Pricing Philosophy -- Retail Divisions of Wal-Mart -- Super-centers -- SAM'S Club -- Neighborhood Market -- WAL-MART.COM -- External and Internal Threats -- Chapter 2. Product Strategy -- Levels of Product -- Product Hierarchy -- International Product-Line Analysis -- Product Design Strategy -- Product Life Cycle Management -- New Product Development -- Product Planning Matrix -- Product Portfolio Matrix -- Dimensions of Product Strategies -- Product Repositioning Strategy -- Product Strategy Perspectives -- Selecte Readings -- Case 2.1 -- L'oreal Netherlands: Product Marketing Strategy in Europe -- The Dutch Market -- Synergie -- Skin Care Market -- Competition -- Consumer Behaviour -- Product Manager's Review -- Chapter 3. Brand Strategy -- Brand Categories -- Brand Drivers in International Markets.

Brand Architecture -- Brand Hierarchy -- Brand Architecture Process -- Brand Architecture Audit -- Brand Drivers -- Reach of the Brand -- Communication Sensitivity and Brand Personality -- Cognitive Dimensions in Branding -- Brand Portfolio and Advertising -- Selected Readings -- Case 3.1 -- BMW: Building Brand Through Relationship Networking -- Customer Prospecting and Retaining Trends -- BMW Milestones (1916-2001) -- Market Performance of BMW-2003 -- Conceiving Customer Delight: The Value Chain -- Customer Relationship Tracking -- Chapter 4 Pricing Strategy -- Value and Skimming Pricing -- Pricing with Demand Curve -- Penetration Pricing -- Geographical Pricing -- Conspicuous Pricing -- Psychological Pricing -- Value-Added Pricing -- Complementary Product Pricing -- Price Discounts -- Discriminate Pricing -- Promotional Pricing -- Mark-up Pricing -- Pricing Fundamentals -- Cost-Plus Pricing -- Customer Expectation-Based Pricing -- Pricing Models -- Price-Market Relationship -- Pricing Strategies Management -- Price Control -- Building Pricing Strategies -- Other Pricing Modalities -- Strategy for Price Leadership -- Non-Price Factors -- An Overview on Pricing Strategy -- References -- Case 4.1 -- The Air Cargo Competition -- Case 4.2 -- Crimson Nectar Blows-Up in Boardroom : -- Consumption trends of Non-Alcoholic Beverages -- Exotic Fruit Nectars-Industry Dimensions -- Idea Chain Management -- Board Room Discussions -- Expert Voice in Board Room -- Customer Value and Re-Engineering Process -- Adjournment -- References -- Case 4.3 -- Blockbuster Entertainment Corporation: Cross Promotion and Pricing Strategy -- Chapter 5. Distribution Strategy -- Profile of Principal Distribution Strategies -- Distribution Strategies -- International Channel Selection -- Dsitribution in Gray Market -- Logistics Management -- Channel Management.

Developing Logistics Strategy -- Physical Distribution -- Distribution Planning -- Functional Excellence in Distribution Planning -- Selected Readings -- Case 5.1 -- Domino's Pizza Distribution Plan -- Leadership Strategy -- The Information Technology Solution -- Re-Engineering for Cross-Functional Excellence -- Phased Approach to Implementation -- Team-Development Initiatives -- Achieving the Vision -- Domino's Mission: Global Leadership -- Chapter 6. Promotion Strategies -- Developing Advertising Strategy -- Advertising Enviornment -- The Advertising Process -- Advertising and Buyer Perception -- Strategies in Advertising -- Advertising Styles -- Developing a Media Plan -- Media Scheduling -- Direct Response Advertising -- Display Advertising -- Barnd Positioning and Advertising Evaluation -- Positioning Methods -- Concept of Promotion Mix -- Advertising Objectives -- Advertising Styles -- Message Strategy -- Creative-Mix -- Startegies to Develop Word-of-Mouth Advertising -- Copywriting -- Developing Media Plan -- Direct Response Advertising -- Advertisign Campaign -- Institutional Advertising -- Advertising Appropriation -- Advertising Research -- Effectiveness in Advertising -- Web Advertising and Promotion -- References -- Case 6.1 -- Penetration Media Market Across the Boundaries: The Strategy of Azteca America -- International Trend of Television Industry -- Company Background and Time Line -- Hispanic Market in the US -- Expansion in Hispanic American Regions -- Advertising Issues -- Sales Force Deployment of the Company -- Performance in Hispanic American Market -- Strategy Perspectives for Future -- References -- Chapter 7. Marketing Research -- Scope of Marketing Research -- Marketing Research Process -- Sampling Techniques -- Tools of Data Collection -- Data Preparation -- Data Analysis Approaches -- Market Information Management.

Monitoring and Evaluation Research in Marketing -- Swot Analysis -- Qualitative Market Research -- Selected Readings -- Case 7.1 -- Cadbury Schweppes: Positioning in Latin America -- The Product Line -- Modes of Entry -- Brand Management -- Corporate Growth -- Brand Promotion -- Business Threats -- Issues of Concern -- References -- Chapter 8. Sales Management -- Consultative Sales -- Technical Sales -- Commercial Sales and Direct Sales -- Organizing the Sales Force -- Retailing -- Departmental Store -- Exclusive Retail Stores -- Super Markets -- Convenience Stores -- Discount Stores -- Catalogue Showroom -- Non-Store Retailing -- Decision Making in Retailing -- Tools of Retailing -- Distribution -- Information of Sales -- Selling and Buying Process -- Measuring Sales Performance -- Sales Compensation -- Selected Readings -- Case 8.1 -- Canon in Mexican Business Environment -- Corporate Philosophy -- Key Areas of canon in Mexican Market -- Buyer Behaviour and Distribution -- Product Distribution and Sales -- Organizational Restructuring -- Compensation Program -- Future Perspectives: Beyond Customer Satisfaction -- References -- Chapter 9 Startegic Marketing -- Focus of Strategic Marketing -- Strategic Marketing Screening Process -- Strategic Directions -- Strategic Management -- Growth Strategies -- Strategic Marketing Planning -- Developing Activity Schedule -- References -- Case 9.1 -- Tropicana Fruit Beverage in India -- Chapter 10. Innovative Marketing Strategies -- Economic Value-Added (EVA) Concept -- Market Entry Strategies -- Developing Entry Plan -- Control Management -- Profit Impact on Marketing Strategy -- Marketplace Standing -- Market Uncertainties and Entry Decisions -- Managing Social Marketing -- Comprehensive Branding -- Selected Reading -- Case 10.1 -- Dell Takes a Different Tack in China -- References -- Case 10.2.

Consumer preferences on Buying Automobiles -- Chronology of Growth -- Recent Performance -- PT Cruiser: Performance Appraisal -- Slump in Chrysler's Market -- The Time Ahead -- Index.