QF-AQAC-03.02BS.1.2 Course Syllabus

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Course Syllabus

1. Department Name: Business administration 2. Program Name: Marketing 3. Program Code

4. Course Code and Title: 1604441 Business to Business Marketing 5. Course credits: 3 CR 6. Pre-requisites: Principles of Marketing 7. Course Instructor/ Coordinator

Name, Email and Office hours Yazeed Almasri

Yazeed Almasri ( y.almasri@ju.edu.jo)

8. Course web-page:

9. Academic year: 2019/2020

10. Semester: First √ Second Summer

11. Textbook(s) (Make sure you have one textbook – resource materials online) Vitale, R., Pfoertsch W., & Giglierano J. (2011) Business to Business Marketing. Pearson Prentice Hall.

12. References: (Make sure that the references are available in the Library and online)

Buttle F. & Maklan S. (2015) Customer Relationship Management: Concepts &

Technologies (3rd edition), Routledge, New York. 13. Other resources used (e.g. periodicals, software, eLearning, site visits, etc.):

1-B2B Case Studies

14. Course description (from the catalog) Business to Business Marketing aims to provide a comprehensive understanding of the key concepts and strategies of marketing products from one business firm to another. Overall, the text emphasizes the unique characteristics differentiating business markets from consumer market while showing its implications to business buyer behavior and to business marketing strategies in return

QF-AQAC-03.02BS.1.2 Course Syllabus

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15. Course Intended Learning Outcomes:(All CILOs must start with an action verb, please use ANNEX I for getting a

better understanding of the Action Verbs and Blooms Taxonomy. The mapping of the CILOs with relevance to the PILOs of the program.)

Mapping to PILOs

CILOs (Preferred not to exceed 12 CILOs)

a b c d e f g h i J k

1. Define business to business marketing and other related concepts.

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2. Explore the business to business marketing environment.

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3. Identify the different categories of business markets.

4. Understand the nature of business markets and its implications to business buyer behavior.

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5. Understand segmentation, targeting, and positioning strategies of business markets.

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6. Analyze the key marketing decisions of business marketers.

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16. Course evaluation: (Formative and summative assessment methods are expected)

QF-AQAC-03.02BS.1.2 Course Syllabus

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Assessment Type

Details/ Explanation of Assessment in relation

to CILOs

Number Weight Date(s)

Quizzes NA NA %

Midterms √ 1 30 %

Assignments √ 1 5 %

Projects/Case Studies

√ NA 15%

Final √ 1 50%

Total 100%

QF-AQAC-03.02BS.1.2 Course Syllabus

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17. Description of Topics Covered(The description should be from the textbook used)

Topic Title (e.g. chapter title)

Description

Chapter 1: Introduction

to Business-to-Business Marketing

- B2B Concepts - B2B VS B2C - Value Chain

Chapter 2: Business-to-Business Environment:

Customers, Organizations, and

Markets

-B2B Customer Types -B2B Marketing Environment and Types of forces

Chapter 3: Organizational Buying

and Buyer Behavior

-Understanding Buying Behaviors in B2B

Chapter 6: Market Research and

Competitive Analysis

-Market research Methods in B2B -Marketing Intelligence in B2B

Chapter 7: Segmenting, Targeting, and

Positioning

-Concepts and Basis of Targeting Customers in B2B context

Chapter 8: Developing the Product, Service, and Value of The Offering

-Value Offering - Product Mix in B2B Context

Chapter 15: Communicating with the Market

- Promotional Tool used in B2B Context

18. Course Weekly Breakdown:

Week Date Topics covered CILOs Teaching Method

Assessment

1+2+3 20/Jan~7/Feb Chapter 1: Introduction to

Business-to-Business Marketing

1& 2 Lecture & cases

4+5 10/Feb-24/Feb Chapter 2: Business-to-Business Environment:

Customers, Organizations, and Markets

2 Lecture & cases

6+7 26/Feb~12/Mar Chapter 3: Organizational Buying and Buyer Behavior

2 & 3 Lecture & cases

QF-AQAC-03.02BS.1.2 Course Syllabus

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8+9 14/Mar~28/Mar Chapter 6: Market Research and Competitive

Analysis

4 Lecture & Cases&CASES

10+11 31/Mar~14/Apr Chapter 7: Segmenting, Targeting, and Positioning

6 Lecture

12+13 16/Apr-30/Apr Chapter 8: Developing the Product, Service, and Value of The Offering

6 Lecture & cases

13+14 30/Apr-9/May Chapter 15: Communicating with the

Market

6 Lecture&Cases

15 Final examination week

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10

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12

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15

16

QF-AQAC-03.02BS.1.2 Course Syllabus

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19. Others:

Description

Attendance policies:

Students are not allowed to miss more than 15% of the classes during the semester. Failing to meet this requirement will be dealt with according to the university disciplinary rules.

Absences fromexams andhandinginassignmentson time:

Health and safety procedures:

Honesty policy regarding cheating, plagiarism, misbehavior:

Students must adhere to the university’s standards of academic honesty. Violations of these standards will be treated seriously according to university rules & regulations. Please refer to the University’s ‘Academic Honesty’. In addition, university rules and regulations related to attendance and conduct have to be observed

Course Coordinator: Add your Signature

Head of Department: Add your Signature

Head of curriculum committee/ School Level:

Add your Signature

Dean: Dr.Fayez Haddad Add your Signature

Approved by the Program Coordinator/ Head of the Department on:

Copy to:

Head of Department

Assistant dean for Development and Quality Assurance

Course Portfolio