course-details-portlet

TMF410

Industrial Marketing

Choose study year
Credits 7.5
Level Second degree level
Course start Autumn 2024
Duration 1 semester
Language of instruction Norwegian
Location Trondheim
Examination arrangement Aggregate score

About

About the course

Course content

  • Business-to-business markets and marketing
  • Value creation in B2B exchange
  • Different theoretical perspectives of inter-firm relationships and networks
  • Development and maintenance of buyer-supplier relationships
  • Management of customer relationships
  • Sales and new customers
  • Flexible market offerings
  • Industrial buying processes
  • Innovation and technology development in a B2B context
  • Price-setting in B2B markets
  • B2B marketing channels
  • B2B market strategy
  • The significance of CSR and sustainability for B2B strategy

Learning outcome

Knowledge

  • Advanced knowledge about industrial marketing as a theoretical field
  • Advanced knowledge regarding different forms of business cooperation and development of relationships between companies in value based market offerings.
  • Advanced knowledge regarding how business relationships are connected in larger business networks.
  • Understand the significance of CSR and sustainability for B2B strategic decision making.

Skills

  • Be able to understand and analyze how companies create and deliver value to suppliers, intermediaries and new and existing customers.
  • Can explain and analyze buying- and selling processes between firms.
  • Can understand and analyze how companies can establish and develop cooperative relationships with customers.

General knowledge

  • Knowledge of how insight in different theories of industrial marketing, cooperation and business relationships can improve how firms understand, create and deliver value while contributing to sustainable development.
  • Gained insight in critical thinking to manage typical challenges related to management of industrial relationships.

Learning methods and activities

Lectures, case discussions, student presentations

Further on evaluation

It is possible to improve a part-assessment in a course. New assessment if not passed, see supplementary rules at Faculty of Economics.

Admission to study program is required, see "special conditions".

Required previous knowledge

None

Course materials

The curriculum will be published at the beginning of the semester.

Subject areas

  • Economics and Administration

Contact information

Course coordinator

Department with academic responsibility

NTNU Business School