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Course Catalog 2011-2012
TETA-2306 Business Market Management, 4 cr |
Person responsible
Tommi Mahlamäki
Lessons
| Study type | P1 | P2 | P3 | P4 | Summer | Implementations | Lecture times and places |
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Learning outcomes
Learning goals include the tools and methods used in business market management. After the course the student can analyze and understand what customer value means. The student also understands the creation and delivering of customer value and the underlying business to business processes.
Content
| Content | Core content | Complementary knowledge | Specialist knowledge |
| 1. | Basic principles of business market management. | What customer value means in business markets. What are the differences between consumer markets and business markets? | |
| 2. | Understanding what the value means in business markets. | Segmenting business markets, gathering and use of market information, organizations as customers, competitor analysis. | |
| 3. | Creation of value. | Managing market offerings, new product development, pricing, development of market channels. | |
| 4. | Delivering the value. | Gaining new customer relationships, managing customer relationships, managing marketing channels. |
Evaluation criteria for the course
Students should remember and understand the basic concepts, methods and processes of business market management, i.e. to understand what business market management is. Students should also understand the differences between consumer markets and business markets.
Assessment scale:
Numerical evaluation scale (1-5) will be used on the course
Study material
| Type | Name | Author | ISBN | URL | Edition, availability, ... | Examination material | Language |
| Book | Business Market Management, 3. painos | James C. Anderson; James A. Narus; Das Narayandas | 9780132089968 | English |
Prerequisites
| Course | Mandatory/Advisable | Description |
| TETA-1300 Marketing Management | Mandatory |
Prerequisite relations (Requires logging in to POP)
Correspondence of content
| Course | Corresponds course | Description |
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More precise information per implementation
| Implementation | Description | Methods of instruction | Implementation |
| TETA-2306 Business Market Management | Lectures |
Contact teaching: 25 % Distance learning: 0 % Self-directed learning: 75 % |