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Other · Richards College of Business · Marketing/Real Estate

Business-to-Business Marketing
MKTG-4831

  • Spring 2022
  • Section E01
  • 3 Credits
  • 01/08/2022 to 05/10/2022
  • Modified 01/07/2022

Description

A focused study of marketing to other businesses, institutions, and the government. The buying behavior of organizations as customers is explored in addition to how the marketing strategy for such customers differs from that used for consumer products and services. Other topics include customer relationship management (CRM), supply chain management, and distribution strategy.

Requisites

Prerequisites:
MKTG 3803 or MKT 303 and (GPA 2.00 or above required 2.00 and College of Business Maj-Minor 1) and Richards Col Upper Division RCUD
Corequisites:

Contact Information

Professor:

Dr. Minna Rollins

Office Location:

Roy Richards Hall,  Department of Marketing and Real Estate

Office Hours:

Primary: virtual office hours by appointment Monday – Friday 8.00 AM-5.00 PM EST

On campus: On Mondays 12.00 PM-3.00 PM

Contact Information:                                                  

Phone: 770-847-8151, leave a message and your phone number

Emails: CourseDen email

Campus Email: [email protected] , remember to add "B2B" on the subject line

Meeting Times

Online via CourseDen

Materials

Business Marketing Management

  • Author: Hutt and Speh
  • Publisher: Cengage
  • Edition: 12
  • ISBN: 978-1337296540
  • Availability: Campus bookstore, online

You do not need an access code. 

Outcomes

We will build on the following learning goals throughout the term:

1)  Identify and understand the industrial, marketing, and business terms and concepts that are significant within the field of business-to-business marketing.

2 )  understand the relationships of the key concepts in business-to-business marketing to each other and their relationship to marketing and/or business principles and practices in a global setting.

3)  demonstrate how to apply and use these concepts in marketing and/or business situations.

4)  demonstrate the preparation for entry into a career in industrial or business-to-business marketing and working effectively and comfortably virtually.

Evaluation

Criteria

Written Assignments (5)                                    25 points

Case report                                                         25 points

Chapter/topic quizzes                                        10 points

Article quizzes                                                    15 points

Final exam                                                           25 points

Total                                                                    100 points

Breakdown

Assignments

Syllabus quiz (not graded)

Syllabus quiz is a mandatory quiz. You have to take it during the first week of classes and you have to receive 10/10 in order to continue in the class. You have two attempts.

 

Assignments (5)

There are five individual written assignments in this course. Guidelines are given for each assignment in CourseDen.

 

Article quizzes (5) and chapter/topic quizzes (10)

You have one 45 minute attempt to complete article quizzes. Article quizzes are in the weekly modules and you have until end of the module to complete them (7 days). You a 30 minute attempt to complete each chapter/topic quiz. The chapter quizzes are open until end of the semester. You have two attempts to complete the chapter quizzes.

 

Case presentation/Company project and evaluation

You will complete a case presentation or a project report for the local company. Guidelines are located in CourseDen in the Orientation module. You have an option to work alone or in the groups of 2-3.

 

Exam

We have one comprehensive final exam. You have one 70 minute attempt to complete it. The final exam has a combination of multiple choice and short answer questions.

Schedule

See the weekly schedule in CourseDen. 

College/School Policies

Wolf Pact

Having read the Honor Code for the University of West Georgia, I understand and accept my responsibility to uphold the values described therein and to conduct myself in a manner that will reflect the values of UWG and the Richards College of Business so as to respect the rights of all UWG community members. As a UWG student, I will represent myself truthfully and complete all academic assignments honestly and within the parameters set by my instructor.

I understand and accept that if I am found guilty of violations (through processes due me as a UWG student and outlined in the UWG Student Handbook), penalties will be imposed.

I also recognize that my responsibility includes a willingness to confront members of the UWG community if I feel there has been a violation of the Honor Code.  

Ultimately, I will conduct myself in a manner that promotes UWG as the best place to work, learn, and succeed for my generation, and those to come!

About the Richards College of Business

Vision
To become a globally recognized college of business preparing forward-thinking, responsible leaders.

Mission
We are in the business of transforming lives through education, engagement, and experiences.

Strategic Goals and Values

Student Success
Admit quality students and provide them with an education that is rich in experiences and engagement opportunities to prepare them to be effective and ethical professionals.

Academic Success
Recruit, retain and develop faculty and staff by providing sufficient resources to support dynamic and up-to-date bachelor and master-level curricula, to conduct research and other professional activities, and to support engagement with all stakeholders.

Operational Success
Recruit, retain and develop administrative management and staff personnel to manage, develop and support infrastructure and those activities that build internal and external partnerships while working in an ever-changing environment.

Ethical Values
The Richards College of Business community (administrators, faculty, staff, students, and business partners) share a commitment to the principles of honesty and integrity in interactions and undertakings, accountability for personal behavior, and respect for the rights, differences, and dignity of others. In addition, we strive to continuously improve our abilities to recognize unethical behavior and to make ethical and moral decisions.

Institutional Policies

Academic Support

Accessibility Services: Students with a documented disability may work with UWG Accessibility Services to receive essential services specific to their disability. All entitlements to accommodations are based on documentation and USG Board of Regents standards. If a student needs course adaptations or accommodations because of a disability or chronic illness, or if he/she needs to make special arrangements in case the building must be evacuated, the student should notify his/her instructor in writing and provide a copy of his/her Student Accommodations Report (SAR), which is available only from Accessibility Services. Faculty cannot offer accommodations without timely receipt of the SAR; further, no retroactive accommodations will be given. For more information, please contact Accessibility Services.

Center for Academic Success: The Center for Academic Success provides services, programs, and opportunities to help all undergraduate students succeed academically. For more information, contact them: 678-839-6280 or [email protected]

University Writing Center: The University Writing Center assists students with all areas of the writing process. For more information, contact them: 678-839-6513 or [email protected]

Online Courses

UWG takes students’ privacy concerns seriously: technology-enhanced and partially and fully online courses use sites and entities beyond UWG and students have the right to know the privacy policies of these entities. For more information on privacy and accessibility for the most commonly used sites, as well as technology requirements visit the UWG Online site.

Students enrolled in online courses can find answers to many of their questions in the Online/Off-Campus Student Guide.

If a student is experiencing distress and needs help, please see the resources available at the UWG Cares site. Online counseling is also available for online students.

Honor Code

At the University of West Georgia, we believe that academic and personal integrity are based upon honesty, trust, fairness, respect, and responsibility. Students at West Georgia assume responsibility for upholding the honor code. West Georgia students pledge to refrain from engaging in acts that do not maintain academic and personal integrity. These include, but are not limited to, plagiarism, cheating, fabrication, aid of academic dishonesty, lying, bribery or threats, and stealing. 

The University of West Georgia maintains and monitors a confidential Academic Dishonesty Tracking System. This database collects and reports patterns of repeated student violations across all the Colleges, the Ingram Library, and the School of Nursing. Each incidence of academic dishonesty is subject to review and consideration by the instructor, and is subject to a range of academic penalties including, but not limited to, failing the assignment and/or failing the course. Student conduct sanctions range from verbal warning to suspension or expulsion depending on the magnitude of the offense and/or number of offenses. The incident becomes part of the student’s conduct record at UWG.

Additionally, the student is responsible for safeguarding his/her computer account. The student’s account and network connection are for his/her individual use. A computer account is to be used only by the person to whom it has been issued. The student is responsible for all actions originating through his/her account or network connection. Students must not impersonate others or misrepresent or conceal their identities in electronic messages and actions. For more information on the University of West Georgia Honor Code, please visit the Office of Community Standards site.

UWG Email Policy

University of West Georgia students are provided a MyUWG e-mail account. The University considers this account to be an official means of communication between the University and the student. The purpose of the official use of the student e-mail account is to provide an effective means of communicating important university related information to UWG students in a timely manner. It is the student’s responsibility to check his or her email.

Credit Hour Policy

The University of West Georgia grants one semester hour of credit for work equivalent to a minimum of one hour (50 minutes) of in-class or other direct faculty instruction AND two hours of student work outside of class per week for approximately fifteen weeks. For each course, the course syllabus will document the amount of in-class (or other direct faculty instruction) and out-of-class work required to earn the credit hour(s) assigned to the course. Out-of-class work will include all forms of credit-bearing activity, including but not limited to assignments, readings, observations, and musical practice. Where available, the university grants academic credit for students who verify via competency-based testing, that they have accomplished the learning outcomes associated with a course that would normally meet the requirements outlined above (e.g. AP credit, CLEP, and departmental exams).

HB 280 (Campus Carry)

UWG follows University System of Georgia (USG) guidance: http://www.usg.edu/hb280/additional_information#

You may also visit our website for help with USG Guidance: https://www.westga.edu/police/campus-carry.php

Mental Health Support

If you or another student find that you are experiencing a mental health issue, free confidential services are available on campus in the Counseling Center. Students who have experienced sexual or domestic violence may receive confidential medical and advocacy services with the Patient Advocates in Health Services. To report a concern anonymously, please go to UWGcares.

ELL Resources

If you are a student having difficulty with English language skills, and / or U.S. culture is not your home culture, specialized resources are available to help you succeed. Please visit the E.L.L. resource page for more information.

COVID-19

The University System of Georgia recognizes COVID-19 vaccines offer safe, effective protection and urges all students, faculty, staff, and visitors to get vaccinated either on campus or with a local provider. Additionally, everyone is encouraged to wear a mask or face covering while inside campus facilities. The system continues to work closely with the Georgia Department of Public Health to prioritize the health and safety of our campus communities

For the most recent information on coronavirus disease (COVID-19) visit:

 

Additional Items

Professional behavior

You are expected to behave professionally in your communication with your professor and classmates.

If you behave unprofessionally, your conduct is reported to the university and you will receive an F in this course. Examples of unprofessional behavior include (but are not limited to) stealing/taking classmate's work and submitting it as your own, rude comments about your classmates' work, appearance, etc., or lying about your contribution to the group projects.