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COVER
STORY
Media
and Learning : New Dimensions
-- Bipasha Chowdhury
Education
is no longer a constraint for anyone. Media has brought education
to the doorsteps of each and every individual. All forms of
media-newspapers, radio, television and the internet-are equally
important in imparting education. As the technology is progressing,
the different educational modules are being channeled through
certain community access centers. This article focuses on
the positive effects of media on learning and how different
forms of media have contributed to the development of mankind.
© 2007 IUP . All Rights Reserved
E-NETWORKING
Marketing
to Social Networks : A New Paradigm
-- Subhasis Ray
One
of the innovations in the Internet space is social networking.
Managers are taking a fresh view on its scope for marketing
communication and positioning to selling. For Indian managers,
is this the right time to get onto the social networking bandwagon?
© 2007 IUP . All Rights Reserved
SELLING
SKILLS
B2B
Sales and Emotional Intelligence
-- Anuj Jain
What
makes some salespersons special? One possible explanation
is higher Emotional Intelligence (EI). Companies in India
are recognizing the significance of this facet of the salesperson's
personality. The article highlights the nature of B2B interaction
and the role of EI in marketing.
© 2007 IUP . All Rights Reserved
NEW
BUSINESS MODELS
A380
: A Changing Paradigm
-- Dhananjay Keskar and Dharmesh K Mishra
The
article discusses the impact of the impending commercial launch
of A380 aircraft and the effect it would have on airline infrastructure.
It also sheds light on the operating model and philosophy
on which Airbus operates.
© 2007 IUP . All Rights Reserved
BRAND
ARCHITECTURE
Hindustan
Unilever Ltd. : A Veritable `House of Brands'
-- R Harish
In
the Indian context, Hindustan Unilever Limited is perhaps
the best example of a company that follows the "House of Brands"
model of brand architecture. In the "House of Brands" model,
the individual brands stand on their own and are marketed
practically independent of each other. The name of the company
takes a back seat and consumers may not even be aware that
all the brands come from the same company. Hindustan Unilever
has nurtured and developed a host of brands over the decades,
many of which have become household names in India. The company's
brand architecture is quite complex and dynamic. Several of
its leading brands have seen significant degree of line and
category extensions. The company also offers more than one
brand in several product categories, each of which caters
to a specific consumer segment. Its brand architecture also
undergoes change whenever there are acquisitions and divestments.
© 2007 IUP . All Rights Reserved
VOICE
COMMUNICATION MARKETING
Mobile
Operators in the New Communication Paradigm
-- Bedabal Ray
Communication
system is going through a paradigm change all over the world.
Any mobile operator who comprehends this new realization at
the earliest may get the first-mover advantage. Though the
way Indian mobile operators are communicating through ads-
whether it is a grandfather and his grandson in Airtel or
the little cute dog in Hutch or Priety Zinta in BSNL-may look
clichéd, the objective is to get more new customers as the
whole industry is going through an upswing.
© 2007 IUP . All Rights Reserved
TOURISM
Travel
and Tourism : Transformation in Indian Industrial Sector and
Management Education
-- R Venkatesh
Travel
and tourism industry has been gaining importance over the
last few years. The globalization process and developments
in Information Technology have made it vibrant and it is estimated
to be the second largest industry in the world. Leisure, business,
health and heritage segments are contributing to this phenomenon.
Countries across the world are competing with each other to
attract tourists in large numbers. However, the emerging India
has certain advantages over the other rising stars like China
in attracting more tourists.
© 2007 IUP . All Rights Reserved
RETAILING
Organized
Retail Sector and the Changing face of Indian Pharmacy
-- Mridula S Mishra
With
the organized players like Apollo Pharmacy and Medicine Shoppe
entering the pharmaceutical retailing sector, the future of
pharmaceutical retail needs to be examined. This article captures
the advantages of both the organized and the traditional retailers.
© 2007 IUP . All Rights Reserved
INDUSTRY
OPPORTUNITY
Clinical
Research Industry in India : Issues and Opportunities
-- Pankaj M Madhani
Clinical
trials are performed to evaluate the safety and efficacy of
new drugs and medical devices. The global clinical research
sector is exploring India by increasingly outsourcing clinical
trials. This article dwells on the scope, nature and business
opportunities and challenges the Indian clinical research
industry offers.
© 2007 IUP . All Rights Reserved
RETAIL
BRANDS
Private
Branding in Organized Retailing
-- Pradip Kr. Deb and Gopal Das
The
Indian market is currently witnessing a retail boom with organized
retailers offering a whole assortment of goods and services
to consumers under one roof with congenial shopping ambience.
Private branding enjoys a prominent share of a retailer's
shelf space in developed western economies. The trend is catching
up in Indian market as well - slowly but steadily. This article
touches upon the advantages of private branding and the issues
to be addressed by organized retailers to gainfully leverage
private labels.
© 2007 IUP . All Rights Reserved
CASE
STUDY
Channel
Conflict at Apple
-- Ramalingam Meenakshisundaram and Vinaya Kumar Mylavarapu
Apple
Computer, Inc. (Apple) was the leader in the Personal Computer
(PC) market until IBM PC and its clones gained popularity.
Apple's market share slipped in spite of the popularity of
its Macintosh (Mac) range of computers, which were sold through
authorized resellers and large retailers. To regain its market
share, Apple started selling online in 1997 and through company-owned
retail stores in 2001. The authorized resellers alleged that
Apple showed undue preference to its stores during the shipment
of its products. They accused Apple of following unfair practices
and channel strategies aimed at eliminating them. The case
describes Apple's approach to retailing and puts forth the
arguments of the resellers and details of their lawsuits.
©2005 ICMR. All
rights Reserved. For accessing and procuring the case study,
log on to www.ecch.cranfield.ac.uk or www.icmrindia.org
BOOK
REVIEW
Why
We Buy : The Science of Shopping
-- Author: Paco Underhill Reviewed by Vishwanath Rao
The
book offers the shop owners and retailers several simple and
effective methods to examine their own store space so that
they give a successful shopping experience to the buyer. The
author takes the reader on a journey from the car park through
the store and to the point of check-out and beyond.
© 2007 IUP . All Rights Reserved
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