Business to Business Marketing (4cr)
Course unit code: HBM20500
General information
- Credits
- 4 cr
- Teaching language
- Finnish
Objective
The students are able to recognize the characteristics of demand and supply between companies and to analyze the sales relationship between the buyer and the seller. They master the principles of btob price negotiations. At the end of the course, the students are able to independently produce a campaign targeted at companies. The students participate in the R&D activities of the centre of expertise of the School of Business Administration in accordance with the objectives of the course.
Content
The effects of networking on different branches, the purchase behaviour of an organization, purchase group, segmentation and branch classifications, Moore's life cycle model, price negotiations, basic concepts of high-tech marketing and e-commerce.
Qualifications
Basics of marketing
Assessment criteria, satisfactory (1)
Class participation, individual and group reporting skills, individual and group presentation skills, teamwork skills. Mastery of the subject and course concepts in the written exam, exercises and reports.