Business to Business Marketing C5, 5 credits Syllabus, course C5 Business Administration, 5 credits (Advanced level) Course code: FEUC14 Responisble Department: The Dept of Business Administration Subject: Business Administration Level: C Field of education: Social Science This course is at advanced level in a Bsc- or a Msc-degree at the University of Umeå. The course is intended for exchange students within particular exchange programmes. This course is a part of the course Business to Business and International Marketing C, 10 credits http://www.fek.umu.se/svl/lwfeuc11.txt 1. Resolution to arrange the course The Faculty of Social Science establishes the course at the University of Umeå and the Board of Business Administration has confirmed the syllabus June 6, 2002. 2. Objective and contents The purpose of the course is to gain knowledge in the field of business to business marketing. The characteristics of business relationships will be in focus. The students will acquire knowledge of industrial and multinational companies activities from a management perspective. This course is based on the fact that business to business markets differ in several ways from consumer markets. The structure of the business to business market is characterized by few buyers and sellers. In this structure long term and stable relationships are fostered between parties. The theoretical framework is mainly based on the interaction approach where business to business markets are seen as networks and the exchange between buyers and sellers is described as an interaction process. This theoretical approach gives basic understanding and knowledge about business to business markets and interfirm relations. Subsequently the module will concentrate on topics of special theoretical and practical interest in business to business marketing. Topics that will be covered are industrial buying behaviour, business to business services, business to business distribution and product development. More specifically the module objectives are: * To gain knowledge about the structure of business to business markets * To understand theoretical frameworks for business to business marketing * To learn skills in developing marketing strategies for business to business markets * To understand the role of the marketing function within a business to business context 3. Prerequisites Students require at least 30 points from the A- and B-level courses in Business Administration, A 20 points and B 20 points. Exchange students require a minimum of 40 points from the A-and B-level courses in Business Administration for entry to the course. It corre- sponds to 60 ECTS-credits in basic courses in Business Administration (Management,Accounting,Financial Investments,Cost Accounting and Marketing) 4. Teaching methods Lectures and seminars will cover the core topics of the course. The student will also meet guest lecturers and case studies. The students will on several occasions be asked to make oral and written presentations. The students will be expected to take and active part in lectures, seminars and in the cases presented. Guest lectures might be used in examination. 5. Examination The following grading system is used: Pass with distinction (Väl godkänd, VG), Pass (Godkänd, G) and Fail (Underkänd, U). For exchange students, the ECTS grading scale will be used upon request. Students who do not pass at the time of the normal written examination will be offered an opportunity to sit a further examination within two to three weeks on courses having the normal pace of study. After this, the subsequent opportunity for taking the examination arises, as a rule, in connection with the module offered during the subsequent term. Beyond that, additional examination opportunities normally arise every academic year one-week prior to the start of the autumn term. Information on this can be obtained from the Student Counsellor. Resit opportunities are given each August on courses for which there are written examinations held at the end of the spring term. When a student has failed an examination on two occations, he or she has a right to have another grading teacher. A written request should be handed to the director of studies no later than two weeks before the next examination opportunity. Further information can also be obtained from the student counsellor. 6. Utilisation et cetera In cases where there are applicants from abroad, the course language will be English. Otherwise, parts of the course may be taught in English. Information on language aspects can be obtained from the student counsellor. 7. Readings and other material Business to Business Marketing, (5 credits) Dwyer, R. and Tanner, J,. Business Marketing: Connecting Strategy, Relationship and Learning. Irwin/McGraw-Hill 2nd ed 2001. ISBN 0072410639 Articles; Studentexpeditionen Reference literature: Bartlett, C.A. & Ghoeshal, S. Managing Across Borders. 2nd Edition, Harvard Business School Press, 1998 (ISBN 0875848494) Sölvell, Ö., Zander, J., Porter, M.E., Advantage, Sweden. Norstedts 1991. (ISBN 91-38-50193-7) Umeå University, Department of Business Administration, 901 87 Umeå Phone: 090-786 50 00 vx. Fax: 090-786 66 74.