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Introduction to Business Mark<strong>et</strong>s<br />
Type of cont<strong>en</strong>t: Theory, M<strong>et</strong>hods<br />
Keywords: B2B, buyers, mark<strong>et</strong>ing managem<strong>en</strong>t, institution,<br />
commercial companies, governm<strong>en</strong>t, purchasing<br />
procedures and practices<br />
Expected Outcome:<br />
The Character of Business Mark<strong>et</strong>ing and Purchasing<br />
and M<strong>at</strong>erials Managem<strong>en</strong>t<br />
Type of cont<strong>en</strong>t: Theory, M<strong>et</strong>hods, Excercise<br />
Keywords: organiz<strong>at</strong>ional buying process, Economic and<br />
technol<strong>og</strong>ical forces, rel<strong>at</strong>ionship mark<strong>et</strong>ing, customer<br />
profi tability<br />
Firm analysis<br />
Type of cont<strong>en</strong>t: theory, m<strong>et</strong>hods, excercise<br />
Keywords: core comp<strong>et</strong><strong>en</strong>cies, internal resources, capabilities,<br />
core products, integr<strong>at</strong>ion of resources<br />
Expected Outcome:<br />
Industry analysis<br />
Type of cont<strong>en</strong>t: theory, m<strong>et</strong>hods, excercise<br />
Keywords: <strong>en</strong>vironm<strong>en</strong>t, suppliers, buyers, governm<strong>en</strong>t,<br />
rivalry, str<strong>at</strong>ey<br />
Expected Outcome: Expected Outcome: Expected Outcome:<br />
Organiz<strong>at</strong>ional Buyer Behavior and Mark<strong>et</strong>s Opportunities:<br />
Curr<strong>en</strong>t and Pot<strong>en</strong>tial Customers<br />
Type of cont<strong>en</strong>t: Theory, M<strong>et</strong>hods, Excercise<br />
Keywords: selection and evalu<strong>at</strong>ion of segm<strong>en</strong>ts,<br />
decision-making unit, str<strong>at</strong>egy levels and plan<br />
Expected Outcome:<br />
Stakeholders<br />
Type of cont<strong>en</strong>t: theory, m<strong>et</strong>hods, excercise<br />
Keywords: stakeholders, value cre<strong>at</strong>ion, complexity of<br />
rel<strong>at</strong>ionship/n<strong>et</strong>work<br />
Puzzle Learning • Michael A. S. Damkjær/SDU • DUN konfer<strong>en</strong>ce 2011
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