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BtB markkinointi ja palvelumuotoilu

Structure Type: Study unit
Code: IK00BF09
Curriculum: KT 2021V
Level: Bachelor of Engineering
Year of Study: 3 (2023-2024)
Semester: Spring
Credits: 5 cr
Responsible Teacher: Agbejule, Adebayo
Language of Instruction: English

Courses During the Academic Year 2023-2024

Impl.Group(s)Study TimeTeacher(s)LanguageEnrolment
3001ET2021V-3B, KT2021V-3B2024-01-08 – 2024-04-30Pertti Aula, Riitta NiemeläFinnish2023-12-01 – 2024-01-12

Learning Outcomes

The main objective is to provide intermediate – advanced knowledge in how industrial business identify, source and
process their buying decisions. Furthermore, the course will help students understand how the industrial business uses solution focused approach in segmenting any given market as well as create effective marketing channels. This will then help students to identify the different opportunities and role in the industrial sector as well as find appropriate career in managing industrial marketing.

Student's Workload

135 h

Prerequisites / Recommended Optional Courses

Basic knowledge in marketing and marketing mix elements


The differences between organizational buying behaviour, process and volume as compared to an individual consumer buying decision. What is marketing segmentation in the industrial level? How can the industries manage their services in an effective way? What is involved in creating business to business channels? And how can businesses take advantage of e-commerce in a strategic way to market to other business? Creating a supply chain activity and managing it is an enormous task, B2B management requires an effective strategy to develop or outsource a supply chain model that helps it promote and build competitive strategies.


Students would be introduced to B2B in regional and global projects.

Recommended or Required Reading and Other Learning Resources/Tools

Business Marketing Management: B2B, 9TH Edition or above, by Hutt and Speh, or
Business to Business Marketing: Analysis & Practice in a Dynamic Environment, by Vitale and Giglierano

Mode of Delivery / Planned Learning Activities and Teaching Methods

Teaching methods includes but not limited to lectures, group desk research, group assignment and presentation.

Assessment Criteria

1: The student is able, with guidance, to utilize the methods learnt during the study unit.
3: The student is able to utilize the methods learnt during the study unit independently.
5: The student is able to utilize the methods learnt during the study unit independently and is able apply the learnt knowledge in new contexts

Assessment Methods

Exams and Project Work