course-details-portlet

TMF410 - Industrial Marketing

About

Examination arrangement

Examination arrangement: Aggregate score
Grade: Letter grades

Evaluation Weighting Duration Grade deviation Examination aids
Assignment 50/100
School exam 50/100 4 hours E

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.

More on the course

No

Facts

Version: A
Credits:  7.5 SP
Study level: Second degree level

Coursework

Term no.: 1
Teaching semester:  AUTUMN 2023

Language of instruction: Norwegian

Location: Trondheim

Subject area(s)
  • Economics and Administration
Contact information
Course coordinator:

Department with academic responsibility
NTNU Business School

Timetable

List view
Calendar view

Examination

Examination arrangement: Aggregate score

Term Status code Evaluation Weighting Examination aids Date Time Examination system Room *
Autumn ORD School exam 50/100 E 2023-12-12 15:00 INSPERA
Room Building Number of candidates
SL311 orange sone Sluppenvegen 14 7
SL520 Sluppenvegen 14 4
SL415 Sluppenvegen 14 33
Autumn ORD Assignment 50/100

Release
2023-11-24

Submission
2023-12-01


10:00


12:00

INSPERA
Room Building Number of candidates
Summer UTS School exam 50/100 E INSPERA
Room Building Number of candidates
  • * The location (room) for a written examination is published 3 days before examination date. If more than one room is listed, you will find your room at Studentweb.
Examination

For more information regarding registration for examination and examination procedures, see "Innsida - Exams"

More on examinations at NTNU