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Number:MK329
Name:Business to Business Marketing
Description:This course examines the activities required for marketing products and services to industrial buyers, government, and various marketing intermediaries. Such goods and services are used in creating the goods and services that organizations produce and sell. There are significant differences between the business buyer and ultimate consumers. Therefore, the focus is on creating an understanding of how to develop a market-centered strategy with emphasis placed on value analysis, contracting, physical distribution, channel relationships, and pricing strategy.
Credit(s):3
Offered (DAY schedule):Periodically
Instructor Permission Required:N
Pre-Requisite(s): MK116

Course Objectives

Upon completion of this course, students will be able to: Articulate the differences between industrial and consumer markets. Apply the terminology, concepts, and special considerations needed when dealing with industrial markets. Apply effective tactics and strategies that would appeal to business markets. Explain the importance of building a competitive advantage.

Books Previously Used in this Course

Term Year Title ISBN Author Edition Publisher
F 2011 BUSINESS MARKETING 0-07-352990-7 DWYER 4 MCG
F 2010 BUSINESS MARKETING 0-07-352990-7 DWYER 4 MCG
S 2008 BUSINESS MARKETING DWYER 3 MCG
S 2007 BUSINESS MARKETING 0-07-286578-4 DWYER 3 MCGRAW-HILL PUBLISHI
S 2006 BUSINESS MARKETING BINGHAM 3RD 05
S 2002 BUSINESS MARKETING 0-07-241063-9 DWYER 2ND 02 MCGRAW
S 2001 Business Marketing: Global Perspective 0-324-08495-1 Hayes Irwin
Thomas College. Beyond Education.