course-details-portlet

TMF410

B2B Marketing and Technology Strategy

Credits 7.5
Level Second degree level
Course start Autumn 2025
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

The exam is divided into two parts. The written exam counts 60% and the assignment, which must be written in groups of 3-5 students, counts 40% of the overall grade.

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

In the case of a re-sit exam and the last exam after the course has been discontinued, the form of assessment may be changed to an oral exam

The course is only available to students admitted to a study programme under "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

Timetable

Timetable

Calendar view
List view
Show detailed timetable in TP Download .ics file iCal

Examination

Examination

Examination arrangement: Aggregate score
Grade: Letter grades

Ordinary examination - Autumn 2025

School exam
Weighting 60/100 Examination aids Code D Date 2025-12-10 Time 15:00 Duration 4 hours Exam system Inspera Assessment
Place and room for school exam

The specified room can be changed and the final location will be ready no later than 3 days before the exam. You can find your room location on Studentweb.

Sluppenvegen 14
Room SL310 hvit sone
18 candidates
Room SL310 blå sone
12 candidates
Assignment
Weighting 40/100 Date Release 2025-11-11
Submission 2025-11-18 Time Release 08:00
Submission 14:00 Exam system Inspera Assessment

Re-sit examination - Summer 2026

School exam
Weighting 60/100 Examination aids Code D Duration 4 hours Exam system Inspera Assessment Place and room Not specified yet.

All about examinations at NTNU