Business Adm and Social Science
IEM002 Industrial Marketing 6.0 ECTS credits
DENNA SIDA FINNS OCKSÅ PÅ SVENSKA
General information about studying at Luleå University
TIMEPERIOD: Q II
LANGUAGE: English/Swedish
EXAMINER
Esmail Salehi-Sangari Tf prof
PREREQUISITES
Principles of Marketing
COURSE AIM
The aim of the course is to provide knowledge in the field of industrial marketing by focusing and understanding the purchasing needs of organizations which buy products, in the form of goods and services, necessary for the operation of their businesses. Emphasis is placed on demand estimation, business marketing planning, the understanding of organizational buying behavior and the strategies needed for the design of pricing, promotion, products, and distribution.
CONTENTS
Organizations role as buyer and seller, organizational buying behavior, strategies for design of price, product, promotion and distribution in organizational marketing. Industrial networks and relationships in industrial markets.
TEACHING
Lectures, cases, seminars and project work.
EXAMINATION
Written test, case studies and project work. Presence at compulsory seminars.
COURSE GRADE SCALE: U,3,4,5
ITEMS AND CREDITS
Compulsory assignments 6.0 ECTS
COURSE LITERATURE
Haas, R.W.: Business Marketing - A Managerial Approach, South Western College Publishing, latest ed.
Compendium
Reference book: Chisnall, P.M.: Strategic Business Marketing, third edition
REMARKS
Last modified 97-03-05
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