Course Catalog 2011-2012
International

Basic Pori International Postgraduate Open University

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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
Lectures

 

 

 
 30 h/per

 
TETA-2306 2011-01 Tuesday 14 - 17, TB103

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 
TETA-2306 Business Market Management, 4 cr TETA-2300 Business to Business Marketing, 4 cr  

More precise information per implementation

Implementation Description Methods of instruction Implementation
TETA-2306 2011-01 TETA-2306 Business Market Management   Lectures
   
Contact teaching: 25 %
Distance learning: 0 %
Self-directed learning: 75 %  

Last modified07.03.2012