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Ms-6 june 2007

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MS-6   june, 2007

MS-6 : Marketing for managers

1.   Explain the various segmentation bases used by rnarketers, with suitable illustrations. Suggest suitable segmentation basis for the following, giving reasons :

(i) Light Commercial Vehicles (LCV)

(ii) Contact lenses

2. (a) How does the Product Life Cycle (PLC) influence the marketing mix decisions ? Explain with suitable examples.

(b) Packaging has a direct bearing on the consumer buying behaviour. ExPlain.

3. (a) Distinguish Primary data from Secondary data' Enumerate and discuss briefly the major sources of secondary data available for the marketers. What are the limitations of using secondary data ?

(b) Why and when do firms go in for related and unrelated diversification decisions ? Explain with examples.

4. Write short notes on any three of the following :

(a) Matrix organisation

(b) Product augmentation

(c) Cyber marketing

(d) Steps in selling process

(e) Determinants of Price


5. Read carefully the following two case situations and answer

the questions rnentioned at the end of each case.

(a) Nestle has launched brands quality street , lion and after eight (chocolates) imported from Europe. Qualtty Street is an assortment of chocolates priced at Rs. L7 5 for 218 gm. After Eight is a popular adult chocolate priced at Rs. 125 for 2,00 gm and Lion is a caramel wafer bar priced at Rs. 20 for a 45 gm bar. (Kit Kat is priced at Rs. 6 for a 17 gm bar and has a chocolaty taste while Lion has a crunchy taste). The brands have different tastes and will appeal to different target segments (though the target segment is one which may have already been exposed to these brands during visits abroad). These brands have been introduced in metros in upmarket stores which sell brands bears the label "lmported by Nestle India Ltd." indicating that they may be better than smuggled ones (which may be stale).


Suggest suitable media /media vehicles for promoting these brands. Give reasons in support of your answer.

(b) The herbal shampoo market is valued at around Rs. 100 crores. Nyle, Ayur, Dabur and Biotique are some of the established brands in the market. Helene Curtis (JK Group) has introduced a premium herbal shampoo (with variants Shikakai, henna and amla and brahmi and jasur) priced between Rs. 80 and Rs. 90 (500 ml) for different types of hair. The proposition is the benefits offered by lhe variant based on the combination of herbs.

the benefits offered by the variants range from extra protection and nourishment to colour, body and bounce. The shampoos have been launched

under the brand name Premium Herbal Shampoos and they target urban housewives with a monthly household income of Rs.25,000. The brand is distributed through 70,000 retail outlets and 120 Raymond shops. The company has planned only point of purchase (POP) posters initially and may consider the electronic media later. The shampoo has an annual advertising expenditure of Rs. 10 crores.


Comment on the marketing mix of JK's Premium Herbal Shampoos and give suggestions for making it more effective.

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