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Business to Business Marketing (9171.1)

Level: Level 2 - Undergraduate Intermediate Unit
Credit Points: 3
HECS Bands: 2, 3
Faculty: Faculty of Business, Government & Law
Discipline: School of Management


    Unit Outlines

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    • Semester 1, 2015, ON-CAMPUS, UC-MELB (145313) - View

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    In this unit students study the characteristics and importance of contemporary business-to-business (B2B) markets in an Australian business environment.

    Learning Outcomes

    On completion of this unit students will be able to:

    1. contrast business-to-business (B2B) marketing and consumer marketing;

    2. develop a deeper knowledge of B2B marketing concepts;

    3. assess how pricing of goods and services is undertaken for business markets;

    4. evaluate the application of e-commerce in logistics practice and supply chain management in delivering value to customers in business markets;

    5. critically examine the nature and characteristics of the individual communication tools and media of the business promotional mix;

    6. evaluate and critically analyse the essential elements in which businesses develop value-based propositions for their customers;

    7. apply various business marketing tools to marketing problems and propose solutions.

    Assessment Items

    Contact Hours

    3 hours per week.


    9159 Marketing Principles



    Assumed Knowledge


    Incompatible Units


    Equivalent Units


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