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MN30109: Business-to-business marketing

Follow this link for further information on academic years Academic Year: 2018/9
Further information on owning departmentsOwning Department/School: School of Management
Further information on credits Credits: 6      [equivalent to 12 CATS credits]
Further information on notional study hours Notional Study Hours: 120
Further information on unit levels Level: Honours (FHEQ level 6)
Further information on teaching periods Period:
Semester 1
Further information on unit assessment Assessment Summary: CW 30%, EX 70%
Further information on unit assessment Assessment Detail:
  • Coursework (CW 30% - Qualifying Mark: 35)
  • Exam (EX 70% - Qualifying Mark: 35)
Further information on supplementary assessment Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
Further information on requisites Requisites: Before taking this module you must take MN20016 OR take MN20081 OR take MN10573
Further information on descriptions Description: Aims:
This unit aims to build on the earlier Marketing 1 and Marketing 2 courses, and is designed for those with an interest in sales and business-to-business rather than consumer marketing. It 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 by using a series of analytical tools.
Develop the ability to plan and rationalize activities.
Develop presentation skills in the classroom.

Content:
The unit will contain a range of lectures, in-class assignments and case-studies and exercises for the following topics:
* Introduction to Business-to Business Marketing
* Managerial Challenges
* Business Purchasing (organisational buying behaviour)
* Business-to Business Segmentation & Positioning
* Network Approach
* Service Dominant Logic and Servitization
* Integrated Marketing Communications
* Sales Management
* Key Account Management
* Co-creation.
Further information on programme availabilityProgramme availability:

MN30109 is Optional on the following programmes:

School of Management
  • UMMN-ANB01 : BSc(Hons) Business Administration with Thin sandwich placement(s) (Year 4)
  • UMMN-AYB06 : BSc(Hons) International Management with Year Abroad (Year 4)
  • UMMN-AFB04 : BSc(Hons) Management (Year 3)
  • UMMN-AKB04 : BSc(Hons) Management with Year long work placement (Year 4)
  • UMMN-AKB05 : BSc(Hons) Management with Marketing with Year long work placement (Year 4)
Department of Politics, Languages and International Studies
  • UXXX-AYB05 : BSc(Hons) International Management and Modern Languages (French) with Year Abroad (Year 4)
  • UXXX-AYB04 : BSc(Hons) International Management and Modern Languages (German) with Year Abroad (Year 4)
  • UXXX-AYB06 : BSc(Hons) International Management and Modern Languages (Spanish) with Year Abroad (Year 4)

Notes: