602.421 (12W) Special Topics MIM: Strategic Business-to-Business Marketing

Wintersemester 2012/13

Registration deadline has expired.

First course session
03.12.2012 09:00 - 14:00 Z.1.09 On Campus
... no further dates known

Overview

Lecturer
Course title german Special Topics MIM / MIM-Grundlagen 3/ MIM-Vertiefung 2: Strategic Business-to-Business Marketing
Type Lecture - Colloquia (continuous assessment course )
Hours per Week 2.0
ECTS credits 4.0
Registrations 34 (50 max.)
Organisational unit
Language of instruction English
Course begins on 03.12.2012

Time and place

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Course Information

Teaching methodology including the use of eLearning tools

The primary method of learning in this course is based on managerially-oriented case discussions. Cases allow you to learn from the experience of managers operating in real-world companies and from immersion in practical management and business decisions. The cases capture the complexity faced by managers on all levels. The cases that will be assigned represent a diverse spectrum of strategic management issues. They have been selected for their particular relevance to the issues under discussion, as well as for their capacity and track records as good learning vehicles.

Course content

This English language course explores the challenges of market-focused management in the business-to-business (B2B) realm. While firms operating in consumer markets often have a well documented tradition of market-focused management, firms operating in business markets have received much less coverage in the academic and trade press. This is surprising and, ultimately, unsatisfactory because about 2/3 of the world’s aggregated gross domestic product is transacted in business markets while only 1/3 is transacted in consumer markets. A solid understanding of how B2B markets work is therefore an essential element of a well-rounded business education.

Topics

  • • How do business markets differ from consumer markets
  • • How do business customers differ from consumers and what are the managerial implications of these differences
  • • Segmenting business markets and adjusting the value proposition
  • • Redefining the value proposition and adjusting the business model
  • • Pricing in business markets
  • • Managing customer engagement and satisfaction in business markets

Teaching objective

The purpose of the course is to give you a conceptual – and at the same time a practical –understanding of how market-focused management works in business markets and how leading business marketers succeed in their respective markets. The perspective of the course is that of managerial practitioners who need to make numerous interrelated decisions in the face of complex and often conflicting demands.

Literature

The complete syllabus with instructions for case preparations, as well as the cases themselves, will be made available on the Moodle platform. Alternatively, you can contact manuela.pirker@uni-klu.ac.at.
NOTE: There is a required preparation for the first session.

Examination information

Im Fall von online durchgeführten Prüfungen sind die Standards zu beachten, die die technischen Geräte der Studierenden erfüllen müssen, um an diesen Prüfungen teilnehmen zu können.

Assessment criteria / Standards of assessment for examinations

The final grade depends to equal parts on the quality of case preparations, class participation and the performance on a final, written, in-class exam.

Grading scheme

Grade / Grade grading scheme

Position in the curriculum

  • Bachelor's degree programme Applied Business Administration (SKZ: 518, Version: 05W.5)
    • Subject: Foundation course - Marketing and International Management (Compulsory elective)
      • BS1/2.2 Vorlesung mit Proseminar oder Vorlesung mit Kurs ( 2.0h VP, VK / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 3.0 ECTS)
  • Master's degree programme Applied Business Administration (SKZ: 918, Version: 12W.4)
    • Subject: Marketing (Compulsory elective)
      • Special Topics in Consumer Behavior ( 2.0h VC / 4.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 4.0 ECTS)
  • Master's degree programme Applied Business Administration (SKZ: 918, Version: 05W.7)
    • Subject: Foundation course - Marketing and International Management (Compulsory elective)
      • BS1.2 Vorlesung mit Proseminar oder Vorlesung mit Kurs ( 2.0h VP, VK / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 3.0 ECTS)
  • Master's degree programme Applied Business Administration (SKZ: 918, Version: 05W.7)
    • Subject: Advanced course: Marketing and International Management (Compulsory elective)
      • BS2.2 Proseminar oder Vorlesung mit Proseminar ( 2.0h PS, VP / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 3.0 ECTS)
  • Bachelor's degree programme Information Management (SKZ: 522, Version: 05W.4)
    • Subject: Marketing und Internationales Management (Compulsory elective)
      • Proseminar oder Vorlesung mit Proseminar ( 2.0h PS, VP / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 4.0 ECTS)
  • Master's degree programme Information Management (SKZ: 922, Version: 05W.2)
    • Subject: Marketing und internationales Management - Grundlagen (Compulsory elective)
      • Vorlesung mit Proseminar oder Vorlesung mit Kurs ( 2.0h VP, VK / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 4.0 ECTS)
  • Bachelor's degree programme Business and Law (SKZ: 519, Version: 05W.5)
    • Subject: Marketing and International Management (Compulsory elective)
      • BS1.2 Vorlesung mit Proseminar oder Vorlesung mit Kurs ( 2.0h VK, VP / 3.0 ECTS)
        • 602.421 Special Topics MIM: Strategic Business-to-Business Marketing (2.0h VK / 4.0 ECTS)

Equivalent courses for counting the examination attempts

Wintersemester 2023/24
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2022/23
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2021/22
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2020/21
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2019/20
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2018/19
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2017/18
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2016/17
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2015/16
  • 602.412 VC Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Wintersemester 2014/15
  • 602.412 VK Special Topics in Consumer Behavior: International Advertising (2.0h / 4.0ECTS)
Sommersemester 2014
  • 602.421 VK Special Topics in Consumer Behavior: Online Video Streaming (2.0h / 4.0ECTS)
Wintersemester 2013/14
  • 602.412 VP Special Topics in Consumer Behavior: International Advertising (2.0h / 3.0ECTS)
  • 602.421 VK Special Topics in Consumer Behavior: Branded Entertaiment and Media Studies (2.0h / 4.0ECTS)
Sommersemester 2013
  • 602.411 VP Special Topics in Consumer Behavior / MIM-Grundlagen 3: Mobile Marketing (2.0h / 3.0ECTS)
  • 602.421 VK Special Topics in Consumer Behavior / MIM-Grundlagen 3 + MIM-Vertiefung 2 (2.0h / 4.0ECTS)
Wintersemester 2012/13
  • 602.411 VO MIM-Grundlagen 2: Vorlesung Internationales B2B Marketing (2.0h / 3.0ECTS)
  • 602.422 VK Special Topics MIM / MIM-Grundlagen 3/ MIM-Vertiefung 2/ Medienmanagement: Current Issues in Advertising (2.0h / 4.0ECTS)
Wintersemester 2011/12
  • 602.412 VP MIM-Grundlagen 3a: Übung/ Medienmanagement: International Advertising (2.0h / 3.0ECTS)
Wintersemester 2010/11
  • 602.412 VP MIM-Grundlagen 3a: Übung/ Medienmanagement: International Advertising (2.0h / 3.0ECTS)