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Business to Business Marketing (3 cr)

Code: KMR0642-3001

General information

Enrollment

16.11.2020 - 10.01.2021

Timing

08.03.2021 - 02.05.2021

Number of ECTS credits allocated

3 op

Virtual portion

3 op

Mode of delivery

Distance learning

Unit

Faculty of Business and Hospitality Management (LAB)

Campus

E-campus, Lappeenranta

Teaching languages

  • English

Seats

20 - 40

Degree programmes

  • Bachelor's Degree Programme in Hotel and Restaurant Management

Teachers

  • Anu Kurvinen

Scheduling groups

  • Verkkoluento 1 (Size: 0. Open UAS: 0.)
  • Tentti 1 (Size: 0. Open UAS: 0.)

Groups

  • HOTRA18R
    Hotelli- ja ravintola-alan liikkeenjohdon koulutus S18, ravintolan liikkeenjohto, Lappeenranta
  • HOTRA18H
    Hotelli- ja ravintola-alan liikkeenjohdon koulutus S18, hotellin liikkeenjohto, Lappeenranta
  • HOMA19
    Bachelor's Degree Programme in Tourism and Hospitality Management 19S, Lappeenranta

Small groups

  • Verkkoluento 1
  • Tentti 1

Learning outcomes

The target of the course is that the students learn and understand the nature of the marketing and purchasing of business-to-business products and services, the main concepts and features of business-to-business marketing and how to create and maintain customer relationships in business-to-business environment.

Student time use and work load

3.00 cr, 80 h student work

Contents

Contents of the course:
1.Introduction and a Business Marketing Perspective
2. Impact on Strategy
3. Segmentation
4. Organizational Buying Behavior
5. Assessing Organizational Needs
6. B2B Marketing strategy
7. Marketing Communications and sales

Additional information for students: previous knowledge etc.

Prerequisites: Basics of Marketing

Assessment scale

1-5

Failed (0)

Student has not reached the course learning objectives

Assessment criteria: level 1 (assessment scale 1–5)

1 = Student has basic knowledge about business-to-business marketing.

Assessment criteria: level 3 (assessment scale 1–5)

3 = Student has good knowledge about business-to-business marketing as well as business buying behaviour and undestands how this affects marketing strategies.

Assessment criteria: level 5 (assessment scale 1–5)

5 = Student has excellent knowledge and understanding of business-to-business marketing as well as business buying behaviour and is able to utilise this knowledge in company marketing.