Business to Business Marketing Management

10 Units

This course has been designed to give students a thorough understanding of the business marketing environment, relationship management in a business environment, assessing market opportunities in a business environment and formulating business marketing strategy. The course explores business to business marketing from a managerial and a strategic perspective with an emphasis on the case method. The latest developments in marketing strategy are incorporated in the course including customer relationship management and e-commerce.

Faculty Faculty of Business and Law
School Newcastle Business School

Not currently offered

Previously offered in 2012, 2011, 2010, 2009, 2008, 2007, 2006, 2005, 2004

Learning Outcomes

On successful completion of this course students will be able to:

  1. Develop a cohesive and actionable marketing plan for a business to business product / service organisation.
  2. Identify issues in the implementation of business to business marketing plans.

Global and Domestic Perspectives *Nature of Industrial Marketing

Understanding Industrial Markets *Interaction or Relationship (Ford)

Intelligence and Research *Demand and Sales

STP Analysis *Market Strategies *The Industrial Product. Innovation. New Product Development

Marketing Mix: Product *Industrial Services Marketing

Managing Distribution. *Logistics

Price Determinants & Decision Analysis

Human Resource Issues

Competition *Strategic Control *International Perspective

Assumed Knowledge GSBS6010 - MARKETING CONCEPTS
Assessment Items
  • Essays / Written Assignments - Case study
  • Examination: Formal -
  • Other: (please specify) - Quiz
Contact Hours
  • Lecture: for 3 hour(s) per Week for Full Term
Timetable 2018 Course Timetables for GSBS6270
Got a question?

Contact us for advice on how to apply, enrol, or for more information.

Ready to start?

Once you’ve read our Application guide you’re ready to apply