Question: This case study describes Pillsbury's efforts to market wheat flour in India. Several obstacles had to be overcome. The case describes several adaptations made by Pillsbury to make their flour attractive to Indian consumers.
This has the key points of the case study as well as a solutions to a set of questions based on this case study.
Case Questions
Question 1. Identify and describe the roles of product policy, pricing, promotion, and distribution in Pillsbury's marketing of flour in India.
Question 2. Did Pillsbury customize or standardize each of the four Ps?
Question 3. What mode of entry did Pillsbury use to enter the Indian market? Why did it choose this mode?
Question 4. Using Dunning's eclectic theory, how would you characterize Pillsbury's ownership advantage? Its location advantage? Its internalization advantage?