Area: | School of Marketing |
Credits: | 25.0 |
Contact Hours: | 3.0 |
Seminar: | 1 x 3 Hours Weekly |
Other Requisite(s): | Admission: to Commerce Honours Program
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Syllabus: | The process of building relationships with organisational customers - business firms, governmental organisations, and institutions. Strategic role of the business marketeer, in winning and keeping business customers - marketing analysis and planning of activities for development of close and long-term relationships with the business customer. Repeat transactions, buyer-seller relationships, strategic partnerships with established clients. |
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Unit Outcomes: | On successful completion of this unit students will have- Understanding of the process of organisational marketing. |
Texts and references listed below are for your information only and current as of September 30, 2003. Some units taught offshore are modified at selected locations. Please check with the unit coordinator for up-to-date information and approved offshore variations to unit information before finalising study and textbook purchases. |
Unit References: | Ford, D. (1998). Managing Business Relationships. Wiley. Rexha, N. (1995). Contemporary Readings in Business Marketing. Bentley, Curtin University of Technology. |
Unit Texts: | Hutt, M.D. and Speh, T.W. (2001). Business Marketing Management. Dryden Press. |
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Unit Assessment Breakdown: | Class Participation 10%, Class Presentation 10%, Case Analysis and Presentation 20%, Mid-Semester Examination 30%, Final Examination 30%. This is done by grade/mark assessment. |
Field of Education: | 80500 Sales and Marketing (Narrow Grouping) | HECS Band (if applicable): | 2 |
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Extent to which this unit or thesis utilises online information: | Informational | Result Type: | Grade/Mark |
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AvailabilityAvailability Information has not been provided by the respective School or Area. Prospective students should contact the School or Area listed above for further information.
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