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MN50356: Marketing to businesses and organisations

Follow this link for further information on academic years Academic Year: 2013/4
Follow this link for further information on owning departmentsOwning Department/School: School of Management
Follow this link for further information on credits Credits: 6
Follow this link for further information on unit levels Level: Masters UG & PG (FHEQ level 7)
Follow this link for further information on period slots Period: Semester 1
Follow this link for further information on unit assessment Assessment: EX 100%
Follow this link for further information on supplementary assessment Supplementary Assessment: Like-for-like reassessment (where allowed by programme regulations)
Follow this link for further information on unit rules Requisites:
Follow this link for further information on unit content Description: Aims:
The unit aims to develop an understanding of how business markets differ from consumer markets, to illustrate the importance of relationships within such markets, and seeks to put the role of the business-to-business marketing manager into the broader context of overall business strategy.

Learning Outcomes:
After completing the unit, the student should be able to understand a) the building blocks of inter-firm relationships, b) how firms interact, and c) how firms negotiate the creation and distribution of "value."

Skills:
Develop the ability to conceptualize Business- to-Business marketing problems and devise creative solutions by using a series of analytical tools. (T,F,A)
Develop the ability to plan and rationalize activities. (T,A)
Develop presentation skills in the classroom. (A)

Content:
The course will contain a range of lectures, in-class assignments and case-studies and exercises for the following topics:
* Introduction to business-to-business marketing
* Modern managerial challenges
* Business-to-business segmentation & positioning
* Network approach
* Innovative business relationships
* Business negotiation & deal making
* Contractual arrangements
* Key account management
* Business purchasing
* Business network mobilisation.
Follow this link for further information on programme availabilityProgramme availability:

MN50356 is a Designated Essential Unit on the following programmes:

School of Management
Notes:
* This unit catalogue is applicable for the 2013/14 academic year only. Students continuing their studies into 2014/15 and beyond should not assume that this unit will be available in future years in the format displayed here for 2013/14.
* Programmes and units are subject to change at any time, in accordance with normal University procedures.
* Availability of units will be subject to constraints such as staff availability, minimum and maximum group sizes, and timetabling factors as well as a student's ability to meet any pre-requisite rules.