Explain Pure goods, mix of product& services and pure

services in Industrial marketing context with the

following examples.
 Match the followings

Sources of Power in Conflict Examples

Resolution
a) Reward Power
b) Coercive Power
c) Legitimate Power
d) Personality Power
e) Expertise Power
i) Authority
ii) Attitude
iii) Psychological punishment
iv) Withholding of information
v) Psychological benefits
 Match the followings

Party’s attempt to Party’s attempt to Conflict Resolution

satisfy Other’s satisfy Own Strategies
concern concern
a) High High i) Avoiding
b) High Low ii) Collaborating
c) Low High iii) Competing
d) Low Low iv) Accommodating
e) Average Average v) Compromising
Suggest relevant strategies for the following Tata Steel
products plotted in GE Business Screen Matrix.
 As a consultant suggest suitable targeting and
positioning strategy for “laboratory apparatus making
industry” client using following diagram.

Segmentation based on Demography and Purchasing ability

Analyze segmentation strategies of Dell in B2B and B2C.
Analyze the positioning of the Jindal steel using
following perceptual map.
 Suggest relevant strategies for steel products plotted in
different phases of Industrial PLC (Product Life Cycle) given
below.