XLRI MDP

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Marketing Research for Business - To - Business (B2B) Companies

A uniquely designed programme offered to the working executives across India.

Session starts from 19 Feb 2024

Session ends on 23 Feb 2024



    ABOUT THE PROGRAMME

    Marketing Research for Business - To - Business (B2B) Companies

    Research in business-to-business is unique for its approaches, forms and outcomes. This course focuses on the skills participants need to understand the unique research needs in context of business customers. This module aims to develop participants’ knowledge and skills in core concepts related to business-to-business marketing research and appreciate the process that influences marketing decisions in business-to-business contexts. It offers an in-depth understanding of businessto-business marketing research from a historical as well as contemporary perspective.

    COURSE DETAILS

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    METHODOLOGY

    The training will follow lectures, analysis of case studies, role plays, group exercises, presentations and project workshop.

    EXPECTED PARTICIPANT

    Professionals aiming to develop marketing research skills for effective business decision-making, research and consulting professionals, small businesses and startups.

    PROGRAMME CONTENT

    The overall coverage of the program will include:

    1. Marketing research process
    2. Research problem formulation
    3. Sampling approaches, data sources and cautions in
      business-to-business marketing research.
    4. Research for customer success stories.
    5. Organizational case study research and analysis
    6. Applications of trade shows in business-to-business
      marketing research.
    7. Storytelling in business-to-business marketing research.
    8. Research ethics in business-to-business marketing
      research.
    9. Case studies in business-to-business marketing
      research.

    DURATION

    19 Feb- 23 Feb 2024. XLRI , Jamshedpur.

    PROGRAM CHARGES

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    PROGRAM FEES AND OTHER EXPENSES

    PROGRAMME DIRECTORS

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    FTF712

    Dr. Prashant Kumar

    BTech, MBA, Ph.D.

    Marketing Research for Business - To - Business (B2B) Companies

    Dr. Prashant Kumar has earned a doctoral degree from National Institute of Industrial Engineering NTIIE Mumbai. He has been teaching courses such as Industry 4.0, Services Marketing, Marketing Planning and Implementation, Digital Marketing, Marketing Research, Business to Business Marketing, Sales and Distribution Management, Business Forecasting and Environmental Management in business schools in India, Mexico and Thailand and UAE at graduate, post-graduate and executive levels. In XLRI Jamshedpur, he is actively involved in training executives from diverse set of industries. As one of the specialized areas of business, Dr. Kumar is offering Management Development Program in Content Strategy for Business Excellence at XLRI Jamshedpur. This program will not only offer skillsets and decision-making abilities related to designing and communication of content within given contexts, but also exposure to contemporary approaches to manage content changing business landscape. His research interests include luxury consumption, green marketing, industry 4.0, information quality, and key account management. His work has been published in a number of international journals, including Asia Pacific Journal of Marketing and Logistics, Australasian Marketing Journal, European Journal of Marketing, Industrial Marketing Management, International Journal of Retail and Distribution Management, Journal of Retailing and Consumer Services, Management Review Quarterly, Marketing Intelligence and Planning, Young Consumers. He has also presented papers in several international conferences in Asia and Europe. He is also contributing to the society through additional roles associated with various editorial/journal committees and academic advisory committees.

    PROGRAM CONTACT DETAILS

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    Management Development Programme

    Marketing Research for Business - To - Business (B2B) Companies