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Course Catalog 1999/2000


Business Adm and Social Science

IEM002 Industrial Marketing 6.0 ECTS credits

TIMEPERIOD:
Q II,III (Id)

LANGUAGE:English/Swedish

EXAMINER
Esmail Salehi-Sangari Tf prof


PREREQUISITES
IEM008 or equivalent.

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 understanding demand in business markets, 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, seminars, supervision, cases and project work.

EXAMINATION
Written test, presentation of cases and project work. Presence during compulsory sessions is required.
COURSE GRADE SCALE: U,3,4,5

ITEMS/CREDITS
Compulsory tests and assignments 6.00ECTS

COURSE LITERATURE
To be announced later.

REMARKS


Valid for the academic year 1999/2000.

Web Editor: Karin.Lindholm@dc.luth.se


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LULEÅ UNIVERSITY OF TECHNOLOGY
University Campus, Porsön, 971 87 Luleå. Tel. +46 (0) 920-91 000, fax +46 (0) 920-91 399
Last edited 1999-12-15