The Third Cent

Dear Students, I have been super busy with administrative responsibilities and convocation preparation since last class. I finally managed to squeeze out some time and I thought I should quickly summarise the session and charter a course forward. First, let me welcome you to the course!! Sales and distribution is

Debunking assumptions, ridding the comforts of certainty, and embracing uncertainty. From the last class: In the first class of the sales and distribution management course (which I shall henceforth call the SADMAN Course for obvious reasons) we tried to understand how sales had a lot to do with listening to

In the second session of marketing research we delved right into the Amazon Shopper Panel: Paying Customers for Their Data case by: Eva Ascarza and Ayelet Israeli. The short case discusses how Amazon’s new consumer panel program seeks to understand the behaviour of its users outside of Amazon. At

Dear Students, I was caught up with some admin work for the last few days and could not find time to put pen to paper for the newsletter. I finally found some time and I thought I should quickly summarise the session and charter a course forward. First, let me

The decision-making unit: Over the course of the last sixteen session, we have almost entirely focused on studying the behaviour of individuals like you and me. Psychologists (and marketers by extension) today can grasp ‘human’ consumer behaviour to a great extent. However, the idea of B2B consumer behaviour is altogether

The PESTEL Framework As you are already aware, I have been busy correcting answer papers over the last few days. At the moment, I’m done with about 60 answer sheets. While I have been making note of the issues with the assumptions that you are making, I thought there