Examination arrangement

Course content

The course is a graduate course for students with special interests in marketing and international business development. The course has two main parts. The first part deals with industrial marketing and especially on strategic industry analysis, understanding organizational buying behavior, and management of market channels. The second part offers both an introduction to major theories and trends within international business, and an introduction to sustainability strategies. We discuss the main challenges that firms meet when they expand their activities internationally with special focus on sustainability. Throughout the course it will be given examples from Norwegian and international firms in lectures and case discussions. The case discussions aim to illustrate how successful firms have overcome the challenges presented in the lectures and will demand some preparations from the participants.

Learning outcome

The course is given at the 4th year in the MTIØT program and is mandatory in the first year of the MIENTRE program. The course should give general knowledge on industrial marketing, internationalization, international business, and related sustainability strategies. The course should give specific knowledge on how to develop business marketing strategies particularly directed towards international customers, and on how to handle typical challenges that managers face in international organizations. The course should also give specific knowledge on sustainability challenges and how to integrate sustainability in business marketing strategies. By taking this course it is expected that the students can: (1) understand and manage the central concepts of industrial marketing, (2) to be able to perform the strategic analysis that forms the basis of robust marketing strategies, (3) understand and manage the central concepts and theories of international business, (4) understand and manage sustainability aspects and sustainability strategies in an industrial and international marketing context, and finally (5) to be able to apply this knowledge to real cases.

Learning methods and activities

Lectures and case discussions. Students will be graded from two case assignments that counts 49/51. The assignments are done in groups.

Further on evaluation

Two group assignments provides the basis for the grade in this course.

The tasks are weighted 49% and 51%.

Guidance will be provided along the way as needed.

The submission deadline is announced at the start of the course.

For grade improvements, both project assignment must be re-taken

Recommended previous knowledge

A precondition for the course TIØ4165 Marketing Management and TIØ4265 Strategic Management or similar qualifications. MIENTRE-students will normally be qualified.

Course materials

To be announced at course start.

Credit reductions