course outline mkt 620

COURSE : Business Marketing
COURSE CODE : MKT 620
SEMESTER : 5

Topic

Hours
Course Outcome
Assessment Tools
Rubrics
1.0 The Nature of Business Marketing
1.1 Why Study Business Marketing
1.2 Business Vs Consumer Marketing Management
1.3 Business Marketing Defined
1.4 Contrasting Business and Consumer marketing
1.5 The Economic of Business Market Demand

4

CO1 ,CO2
CO3
PO1 , PO4 ,
PO5

Test
Group
Presentation
Group Project
Individual
Project Paper

∕

∕

∕

2.0 Understanding Business Market

2.1 The Business Market Environment
2.2 Government Influence on the Business Environment
2.3 Business Market Customers
2.4 Classifying Industrial Market

4

CO1 ,CO2
CO3
PO1 , PO4 ,
PO5

Test
Group
Presentation
Group Project
Individual
Project Paper

∕

∕

∕

3.0 The Buying Process in the Business Market
3.1 Introduction
3.2 Partnering
3.3 Just in Time Delivery Systems
3.4 Concurrent Engineering
3.5 Total Quality Management
3.6The Horizontal Organization
3.7Organization Buying Activities
3.8The Buying Grid Model
3.9 Buying Center and Multiple Buying Influences
3.10 Model for determining the composition of the
Organizational Buying Center
3.11 Objective in Organizational Buying

4

CO1 ,CO2
CO3
PO1 , PO4 ,
PO5

Test
Group
Presentation
Group Project
Individual
Project Paper

∕

∕

∕

4.0 Interpersonal Dynamic of Business Buyer Behavior

4.1 The Purchasing department Influence on Interpersonal Buyer Behavior
4.2 Individual Buying Motives
4.3 Joint Decision Making
4.4 Physiological Factors Influencing Individual Decision Making
4.5 Conflict and Resolution in Joint Decision Making
4.6 The Buying Committee
4.7 Supplier Choice and Evaluation

4

CO1 ,CO2
CO3
PO1 , PO4 ,
PO5

Test
Group
Presentation
Group Project
Individual
Project Paper

∕

∕

∕

5.0 Market segmentation, Target Marketing