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May 01, 2024
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MS 365 - Business-to-Business Marketing3 lecture hours 0 lab hours 3 credits Course Description This course covers the strategies and activities involved in the marketing of products and services to business buyers, government and various marketing intermediaries. It involves investigating decision-making at all levels of B2B marketing. It will cover developing marketing programs and plans to build customer relationships with an emphasis on segmentation, personal selling and customer retention. A customer-focused approach will be used in analyzing marketing fundamentals. (prereq: MS 361 ) Course Learning Outcomes Upon successful completion of this course, the student will be able to:
- Understand the dynamic nature of the business-to-business environment as well as the similarities and differences between consumer and business marketing
- Identify the industrial, marketing, and business terms and concepts that are significant within the field of business-to-business marketing
- Comprehend the decision process that organizational buyers apply and the resulting strategy implications for marketers
- Apply key B2B marketing techniques, such as relationship marketing and supply-chain management
- Segment organizational markets, identify attractive target markets, and focus the marketing mix towards those target segments when developing strategic marketing plans
- Understand the strategic marketing issues that result through international market expansion
- Demonstrate the application and use of B2B marketing concepts through case studies and a comprehensive marketing plan
Prerequisites by Topic Course Topics
- Business Marketing Perspective
- Perspectives on the Organizational Buyer
- Organizational Buyer Behavior
- Relationship Strategies for Business Markets
- E-Commerce Strategies for Business Markets
- Supply Chain Management
- Segmenting the Business Market
- Demand Analysis and Forecasting
- Business Marketing Strategies
- Global Strategies
- Managing Products for Business Markets
- Managing Innovation and New Product Development
- Managing Servicesfor Business Markets
- Managing Business Marketing Channels
- Pricing Strategy for Business Markets
- Business Marketing Communications
- Selling and Sales Management
Coordinator Michael Payne
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