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MN32185: Business-to-business marketing

[Page last updated: 23 May 2025]

Academic Year: 2025/26
Owning Department/School: School of Management
Credits: 10 [equivalent to 20 CATS credits]
Notional Study Hours: 200
Level: Honours (FHEQ level 6)
Period:
Semester 1
Assessment Summary: CWRI 100%
Assessment Detail:
  • Business-to-Business Marketing Business report (CWRI 100%)
Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
Requisites:
Learning Outcomes: Learners will be able to:
  • Explain and evaluate how firms create value;
  • develop strategy and propose tactics to build inter-firm relationships;
  • evaluate the role of the business-to-business marketing manager.



Synopsis: This unit aims to build on the earlier Marketing 1 and Marketing 2 courses and is designed for those with an interest in sales and business-to-business rather than consumer marketing. You will examine how business markets differ from consumer markets, the importance of relationships and organisational networks, value creation and co-creation, and how the role of the business-to-business marketing manager fits into the broader context of overall business strategy.

Content: The unit should contain topics such as: Business to Business Marketing Analysis and Strategy Collaboration structures and relationships: Coopetition, chains, networks and ecosystems Value creation, co-creation and distribution Organisational buying behaviour Managing marketing processes Product & services marketing Sales management - Managing selling and the sales process via tools such as social selling, face-to-face and digitally. Integrated marketing communications

Course availability:

MN32185 is Optional on the following courses:

School of Management
  • UMMN-ANB07 : BSc(Hons) Business with Thin sandwich placement(s) (Year 4)
  • UMMN-AYB06 : BSc(Hons) International Management with Year Abroad (Year 4)
  • UMMN-AFB14 : BSc(Hons) Management (Year 3)
  • UMMN-AKB04 : BSc(Hons) Management with Year long work placement (Year 4)
  • UMMN-AKB05 : BSc(Hons) Management with Marketing with Year long work placement (Year 4)

Notes:

  • This unit catalogue is applicable for the 2025/26 academic year only. Students continuing their studies into 2026/27 and beyond should not assume that this unit will be available in future years in the format displayed here for 2025/26.
  • 好色tv and units are subject to change in accordance with normal University procedures.
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  • Find out more about these and other important University terms and conditions here.