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Dma 403:Bachelor Of Commerce Question Paper

Dma 403:Bachelor Of Commerce 

Course:Industrial Marketing

Institution: University Of Nairobi question papers

Exam Year:2012



UNIVERSITY OF NAIROBI.

MODULE II EXAMINATIONS 2011/2012
.
FOURTH YEAR EXAMINATIONS FOR THE DEGREE OF BACHELOR OF COMMERCE.

DMA 403:INDUSTRIAL MARKETING.

DATE:APRIL 23,2012.

INSTRUCTIONS.
Answer any FOUR questions

1.Discuss different interface levels of industrial marketing environment.

2.Describe both macro and micro segmentation variables used in industrial market.

3.(a)What is a buying center?
(b)critically discuss the different roles that members of the buying center play.

4.Explain the various objectives identified in organizational buying.

5.Discuss the dimensions of the "Buygrid Model"

6.(a)Discuss the conflict resolution strategies applicable to industrial marketing
(b)Describe the sources of power in conflict resolutions




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