Curriculum
Marketing III (Business Marketing)
*To discontinue after July
2011 term
Course Objectives
Students will understand the differences between marketing aimed at general consumers and marketing aimed at corporations, as well as learn ideas that are specific to marketing aimed at corporate clients. Students will understand factors such as positioning, pricing, strategy planning, product mix management, the introduction of new products, and how organization-wide change in perceptions can affect business marketing.
Course Details
Programs: Part-time MBA
Discipline: Marketing and Strategy
Course Level: Applied Course
Required/Elective Course: Elective Course
Number of Credits: 1.5
Report: Day 4
Hours Per Class: 3 hours
Class Capacity: 24 (Part-time MBA)
Discipline: Marketing and Strategy
Course Level: Applied Course
Required/Elective Course: Elective Course
Number of Credits: 1.5
Report: Day 4
Hours Per Class: 3 hours
Class Capacity: 24 (Part-time MBA)
Recommended Preliminary Courses
- Critical Thinking
- Marketing I
- Strategy
- Marketing I
- Strategy
Theme/Case (*The themes and cases shown below are subject to change)
Day 1
| THEME | Basic Aspects of Business Marketing and Pricing |
|---|---|
| CASE | Augat Electronics, Inc. |
Day 2
| THEME | From Product to Solution - Value Creation & Expansion |
|---|---|
| CASE | Sealed Air Corporation |
Day 3
| THEME | Channel Management and Promotion |
|---|---|
| CASE | Computervision - Japan |
Day 4
| THEME | Structuring a Business Model |
|---|---|
| CASE | Arrow Electronics, Inc. |
Day 5
| THEME | Sales Force Design to Provide Solutions - How to Create Values |
|---|---|
| CASE | Hewlett Packard - Computer Systems Organization: Selling to Enterprise Customers |
Day 6
| THEME | Business Marketing Practice |
|---|---|
| CASE | Healthcare Committee |
Faculty
