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Front Page > Archived Education > Mechanical and Production Engineering (KT) > 2014V > Year 1 > Business-to-Business Marketing (ILTS1001)

Business-to-Business Marketing

Structure Type: Study unit
Code: ILTS1001
Type: Optional obligatory / Professional Studies
Curriculum: KT 2014V
Level: Bachelor of Engineering
Year of Study: 1 (2014-2015)
Credits: 2 cr
Responsible Teacher: Skåtar, Kim
Language of Instruction: Finnish

Learning Outcomes

The student understands business-to-business marketing, especially the characteristics of marketing communication. The student can plan and implement selling activities in companies and organisations.

Student's Workload

Total work load of the course 54 h, which contains 20 h of scheduled studies and 34 h of autonomous studies.
The assessment of student’s own learning 1 h is included in contact lessons.


The activities of business-to-business marketing, organisational buying behaviour, sales promotion activities, public relations and marketing communication.

Recommended or Required Reading and Other Learning Resources/Tools

Coe, J.M. 2004. The Fundamentals of Business to Business Sales and Marketing. New York. McGraw-Hill. Material provided by the lecturer.

Mode of Delivery / Planned Learning Activities and Teaching Methods

Lectures, exercises, project work, video recordings.

Assessment Criteria

Grade 5: utilise and apply essential theories, concepts and meth-ods in various situations.
Grade 3: utilise theories, concepts and methods consistently in written and oral communication.
Grade 1: utilise essential theories, concepts and methods in various situations.

Grade 5: retrieve information systematically from scientific publications in the field
- modify the information for various purposes
- assess the correctness and reliability of the information
- understands the development needs in the field and present development measures
- analyse and assess professional issues appearing in practical operations
- justify , giving the theoretical base, for the solutions made when acting in tasks of an expert
Grade 3: modify and apply acquired infor-mation
- assess the correctness of the information
- justify the solutions made when acting in tasks of an expert
- utilise various problem-solving methods independently
- recognise the development needs in the field
Grade 1: retrieve and utilise information from various sources
- justify the solutions made when acting in tasks of an expert
- utilise problem-solving methods when given guidance
- find development needs in the field

Assessment Methods

Numerical (0-5). An examination 70 %, assignments 30 %.