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Consumer-Driven Retailing Strategies In The Indian FMCG Marketplace: Application, Pitfalls, And Prospects
6th SIMSR Asia Marketing Conference
  • Amit K. Ghosh, Cleveland State University
Document Type
Conference Proceeding
Publication Date
  • consumer-orientation; retailing; consumer relationship management; fast moving consumer goods; marketing

Trade liberalization policies have increased foreign direct investment from Indian firms as well as from multinational corporations. The resultant increasing disposable income, the growing numbers of upper and middle-class consumers and the declining poverty rate have transformed the Indian retailing industry into the fifth largest in the world. The Fast Moving COnsumer Goods (FMCG) sector in India has also grown rapidly and is currently the fourth largest sector in the Indian economy. This potentially lucrative market, both in terms of size and growth rate, has resulted in wolrd-wide attention from the largest retailers. The FMCG marketplace, consequently, has become increasingly competitive as FMCG retailers resort to frequent price changes and an increasing array of promotional techniques to build and maintain store traffic.

Publisher's PDF
Citation Information
Ghosh, A.K. (2011). Consumer-driven retailing strategies in the indian FMCG marketplace: Application, pitfalls and prospects. In S. Ghai, M. Khanna, & K. Sharma (Eds.) Marketing In Transition. Paper presented at the 6th SIMSR Asia Marketing Conference: Marketing In Transition, K.J. Somaiya Institute of Management Studies & Research, Mumbai, India (pp.111-119).