Vorlesung: Business-to-Business Marketing - Details

Vorlesung: Business-to-Business Marketing - Details

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Veranstaltungsname Vorlesung: Business-to-Business Marketing
Untertitel This course appears in more than one module: International Business,Marketing and Communication
Veranstaltungsnummer lv762_w22
Semester WiSe 22/23
Aktuelle Anzahl der Teilnehmenden 102
Heimat-Einrichtung W-3 Innovationsmarketing
Veranstaltungstyp Vorlesung in der Kategorie Lehre
Erster Termin Montag, 09.01.2023 08:00 - 09:30, Ort: (Raum D 2022)
Voraussetzungen <p>Bachelor-level knowledge in marketing and (international) strategic management; basic understanding of market segmentation, modes of market entry, strategic management, pricing theory and marketing instruments.</p> <p>The previous knowledge which is required for this module is taught by e-learning modules. Students receive access data and information regarding the online learning module after enrolment at TUHH.</p> <p><br /></p>
Leistungsnachweis
Subject theoretical and practical work
ECTS-Punkte 2

Räume und Zeiten

(Raum D 2022)
Montag: 08:00 - 09:30, wöchentlich (4x)
Dienstag: 09:45 - 11:15, wöchentlich (4x)
(Raum A 013)
Mittwoch: 11:30 - 13:00, wöchentlich (4x)

Kommentar/Beschreibung

Contents

Business-to-business (B2B) markets play an important role in most economies. At the same time, B2B markets differ strongly from consumer goods markets. For example, companies’ buying decisions follow different rules than those of consuming individuals. Consequently, marketing mix decisions in B2B markets need to follow the specific circumstances in such markets.

The aim of this lecture is to enable students to understand the specifics of marketing in B2B markets. At the beginning, students learn which strategic marketing decisions may be most appropriate in industrial markets. Following that, the lecture will focus more on different options to design marketing mix elements - Pricing, Communication and Distribution - in B2B markets. We extend the student’s basic knowhow in marketing and focus on the specific requirements in B2B markets.

Topics
  • The importance, specific characteristics and developments of B2B markets today
  • Organizational buying behavior and the corporate buying process
  • B2B marketing strategies regarding modes and time of market entry with focus on innovative industrial products
  • Types of project-related cooperation in the B2B project business
  • Specific operational marketing methods in communication (success factors of fares and exhibitions, importance of public relations for B2B markets); pricing (measuring willingness-to-pay via auctions; value-based pricing in industrial markets, bidding models and auctioning); distribution and channel strategies for B2B markets
  • Marketing in complex value chains: Solving the problem of direct customers’ unwillingness to adopt innovative products by directly addressing indirect customers

Knowledge

The students will develop a thorough understanding of:

  • How organizations and firms buy
  • How marketing can be performed in complex value chains
  • Promising market and competitive strategies in B2B markets
  • Modes of cooperation in B2B markets
  • Marketing-Mix decisions in B2B marketing (communication, pricing, distribution)

Skills

  • analyzing the advantages and disadvantages of different target market, market entry, timing and allocation strategies;
  • identifying and systematically address relevant partners when selling to business organizations;
  • developing context-specific market-entry and timing strategies;
  • making appropriate decisions for the pricing and communication of industrial products;
  • applying the theoretical knowledge to business cases or real examples

Social Competence

The students will be able to

  • having fruitful professional discussions;
  • presenting and defending the results of their work in groupwork;

Self-reliance

  • acquiring knowledge in the specific context independently and to map this knowledge onto other new complex problem fields.

Assessment

Written examination & Class participation in interactive elements (presentations, homework)

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