Business-to-Business Marketing and Networks
| Structure Type: | Study unit |
|---|---|
| Code: | TLS1413 |
| Type: | Compulsory |
| Curriculum: | LT 2017 / 2018 / 2019 / 2020 / 2021 / 2022 / 2023 / 2024 |
| Level: | Bachelor of Business Administration |
| Year of Study: | 2 (2018-2019 / 2019-2020 / 2020-2021 / 2021-2022 / 2022-2023 / 2023-2024 / 2024-2025 / 2025-2026) |
| Credits: | 5 cr |
| Responsible Teacher: | Skjäl, Heidi |
| Language of Instruction: | Finnish |
Courses
| Impl. | Group(s) | Study Time | Teacher(s) | Language | Enrolment |
|---|---|---|---|---|---|
| 1 | T-LT-2M | 2018-08-31 – 2018-12-21 | Kim Skåtar, Timo Malin | Finnish | 2018-08-20 – 2018-09-17 |
| 2 | T-LT-2M | 2019-09-02 – 2019-12-22 | Heidi Skjäl | Finnish | 2019-08-19 – 2019-09-09 |
| 3001 | LT2019-2M | 2020-08-24 – 2020-12-20 | Heidi Skjäl | Finnish | 2020-08-17 – 2020-09-11 |
| 3002 | LT2020-2M | 2021-08-23 – 2021-12-19 | Heidi Skjäl | Finnish | 2021-08-01 – 2021-09-06 |
| 3003 | LT2021-2M | 2022-08-22 – 2022-12-18 | Heidi Skjäl | Finnish | 2022-08-01 – 2022-09-06 |
| 3004 | LT2022-2M | 2023-08-21 – 2023-12-24 | Heidi Skjäl | Finnish | 2023-08-01 – 2023-09-06 |
| 3005 | LT2023-2M | 2024-08-19 – 2024-12-22 | Heidi Skjäl | Finnish | 2024-08-01 – 2024-09-06 |
The descriptions shown below are for the academic year: 2024-2025
Learning Outcomes
The student will internalize the distinctive features of business-to-business (B2B) marketing and sales and the need to shift focus from product manufacturing and distribution to creating long-term value and customer relationships. The student will gain the skills to operate from a network and cooperation perspective in B2B markets. The learning objectives of the course aim to familiarize the student with the specific areas of B2B marketing, with an emphasis on creating customer relationships, networking, deepening sales, and market-specific marketing communication methods. The student will master both oral and written communication skills, including listening, discussion, and presentation skills, and will be able to create a coherent written marketing output by critically analyzing and utilizing scientific sources.
Student's Workload
Total work load: 135 h. Scheduled studies: 40 h. Individual studies: 95 h.
The assesment of student's own learning 1 h is included in contact lessons.
Prerequisites / Recommended Optional Courses
Basics in marketing, Sales Management.
Contents
Special features of B2B marketing and customer segmentation. B2B market means of communication.
Regional Impact
The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.
Internationality
The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.
Recommended or Required Reading and Other Learning Resources/Tools
Holma, L., Laasio, K., Ruusuvuori, M., Seppä, S., & Tanner, R. (n.d.). Menestys syntyy asiakaskokemuksesta: B2B-johtajan opas. Myös ekirja.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures, assignments, projects and group work.
Assessment Criteria
Assignment:
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
3: modify and apply acquired information
- assess the correctness of the information
- justify the solutions made when acting in tasks of an expert
- utilize various problem-solving methods independently
- recognize the development needs in the field
1: retrieve and utilize information from various sources
- justify the solutions made when acting in tasks of an expert
- utilize problemsolving methods when given guidance
- find development needs in the field
Assessment Methods
Numerical assessment (0-5).