Business-to-Business Marketing

Structure Type: Course
Code: TIS1105
Type: Compulsory
Level: Bachelor
Credits: 5.0 points
Responsible Teacher: er
Language of Instruction: English

Course Implementations, Planned Year of Study and Semester

Curriculum  Semester  Credits  Start of Semester  End of Semester
T-IB-2009   2 autumn   2.0   2010-08-24   2010-12-18  
T-IB-2009   2 spring   3.0   2011-01-05   2011-06-17  
T-IB-2010   2 autumn   2.0   2011-08-22   2011-12-23  
T-IB-2010   2 spring   3.0   2012-01-09   2012-06-18  
T-IB-2011   2 autumn   2.0   2012-08-24   2012-12-18  
T-IB-2011   2 spring   3.0   2013-01-05   2013-06-18  
T-IB-2012   2 autumn   2.0        
T-IB-2012   2 spring   3.0        
T-IB-2013   2 autumn   5.0        
IB-2014   2 autumn   5.0        
IB-2015   2 autumn   5.0        
IB-2016   2 autumn   5.0        

Learning Outcomes

Student understands B2B marketing and purchasing with a special emphasis on selling and information search. Student is introduced to b2b segmentation and integrated marketing communication mix.

Student's Workload

Total work load of the course: 135 h
-of which scheduled studies 65 h
-of which autonomous studies: 70 h
The assesment of student's own learning 1 h is included in contact lessons.

Prerequisites / Recommended Optional Courses

Marketing Mix Elements, Marketing Communications


Special features of the business market, professional purchasing, industrial segmentation, market information, market planning, industrial marketing communication, sales process and negotiations.

Recommended or Required Reading

- Business Marketing Face to Face: The Theory and Practice of B2B. Fill, Chris McKee, Scot / Date Published: 01/2011 (source: eBrary)
-Fundamentals of Business to Business Sales and Marketing. Coe, J. 2003.

Mode of Delivery / Planned Learning Activities and Teaching Methods

Lectures, reading and written assignments, team work

Assessment Criteria

5 Student understands state of art business to business marketing and can to a great extent apply learned issues in practice, while creating new solutions in assignments, the student can use different sources of scientific publications, modify sources of information for different purposes and assess the reliability of the information. The student takes initiative, acts ethically and shows cultural understanding in different situations.
3 Student understands the business to business marketing and can apply learned issues in practice utilizing theoretical information. In assignments, the student retrieves information from publications in the field, applies the acquired information and ensures reliability of the information. In interactive tasks and situation the student acts and communicates professionally.
1 Student understands basics of business to business marketing and student is able to retrieve and utilize information from various sources and understands the significance of the reliability.

Assessment Methods

Numerical (0-5). Exam 50%, individual and group based assignments 50%