University of Essex

BE514-6-SP-SO:
Business-To-Business Marketing

PLEASE NOTE: This module is inactive. Visit the Module Directory to view modules and variants offered during the current academic year.

The details

Year: 2024/25

Department: Essex Business School

Campus: Southend Campus

Term: Spring

Level: Undergraduate: Level 6

Status: Inactive

Start date: Monday 13 January 2025

End date: Friday 21 March 2025

Credits: 15

Last updated: 28 June 2023

Requisites for this module

Pre-requisites: (none)

Co-requisites: (none)

Pre and / or co-requisites: (none)

Prohibited modules: (none)

Key module (requisite for): (none)

Key module for

(none)

Module description

This module introduces students to the study of buyer behaviour and relationships in the business markets.

Module aims

The aims of this module are:

To enable students to develop a critical understanding of the importance of studying and understanding buyer behaviour in the business to business market.

To distinguish the marketing strategy, planning and implementation for the same from buyer behaviour in consumer markets.

Module learning outcomes

No information available.

Module information

The module intends to introduce students to the key theoretical concepts underpinning the marketing strategies for business markets and the management of business relationships in different marketing situations for products and services firms.In doing so, the module builds an awareness of multiple stakeholder groups in business markets and the notion of managing networks, alliances and partnerships across the diverse stakeholder groups

Learning and teaching methods

This module will be delivered via:

Lectures.
Seminars.
Discussion of case studies.
Discussion of journal articles.
Group discussion.
Class exercise.
Tutorials.
Signposting to additional resources.

Bibliography*

Michael D. Hutt and Thomas W. Speh (2017) Business marketing management?: B2B. 12th ed. Boston, USA: Cengage Learning. Available at: https://app.kortext.com/Shibboleth.sso/Login?entityID=https://idp0.essex.ac.uk/shibboleth&target=https://app.kortext.com/borrow/394669.
Gary L. Lilien and Rajdeep Grewal (2012) Handbook of business-to-business marketing. Cheltenham, UK: Edward Elgar. Available at: https://ebookcentral.proquest.com/lib/universityofessex-ebooks/detail.action?docID=866978.

The above list is indicative of the essential reading for the course.
The library makes provision for all reading list items, with digital provision where possible, and these resources are shared between students.
Further reading can be obtained from this module's reading list.

Assessment items, weightings and deadlines

Coursework / exam	Description	Deadline	Coursework weighting
Exam	Main exam: Remote, Open Book, 120 minutes during Summer (Main Period)
Exam	Reassessment Main exam: Remote, Open Book, 120 minutes during September (Reassessment Period)

Exam format definitions

Remote, open book: Your exam will take place remotely via an online learning platform. You may refer to any physical or electronic materials during the exam.
In-person, open book: Your exam will take place on campus under invigilation. You may refer to any physical materials such as paper study notes or a textbook during the exam. Electronic devices may not be used in the exam.
In-person, open book (restricted): The exam will take place on campus under invigilation. You may refer only to specific physical materials such as a named textbook during the exam. Permitted materials will be specified by your department. Electronic devices may not be used in the exam.
In-person, closed book: The exam will take place on campus under invigilation. You may not refer to any physical materials or electronic devices during the exam. There may be times when a paper dictionary, for example, may be permitted in an otherwise closed book exam. Any exceptions will be specified by your department.

Your department will provide further guidance before your exams.

Overall assessment

Coursework	Exam
50%	50%

Reassessment

Coursework	Exam
50%	50%

Module supervisor and teaching staff

Supervisor: Dr Young-Ah Kim, email: yakim@essex.ac.uk.

Teaching staff: Dr Kim Young-Ah

Contact details: Emma Aldridge, Undergraduate Administrator - enich@essex.ac.uk

Availability

Available to incoming Essex Abroad / Exchange students: No

Available to Outside Option: No

Available to Audit: No

External examiner

Name: Dr Farhana Sajjad

Institution: University of Surrey

Academic role: Senior Lecturer

Resources

Teaching materials: Available via Moodle

Lecture recording:* No lecture recording information available for this module.

Further information

Department website: Essex Business School

* Please note: due to differing publication schedules, items marked with an asterisk (*) base their information upon the previous academic year.

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Module Directory

BE514-6-SP-SO:Business-To-Business Marketing