HONG KONG POLYTECHNIC UNIVERSITY
DEPARTMENT OF MANAGEMENT AND MARKETING
MM 4711 BUSINESS TO BUSINESS MARKETING
2013/14 TERM 2 Morning Class

LECTURER/TUTOR
Lecturer: Dr. Thomas LEUNG- Associate Professor
Office: M821 Li Ka Shing Building (The Main Building)
Tel no: (852) 2766 7106
Email: thomas.leung@polyu.edu.hk UNIT AIM
This unit is to provide students with an understanding of the operations in the business to business market. All discussions will be evolved around the interactions between a product/service provider (seller) and a product/service receiver (buyer). Management (internal dynamics) and marketing (Sales/Costs/Profits etc) problems within the business market will be systematically synthesised, analysed, and managed. LEARNING OUTCOMES
Upon completion of this unit, students should be able to have:
1. An understanding of the scope of business market especially the differences between Consumer and Business to Business Market;
2. An appreciation of management, marketing, costs etc problems emerges in an organizational context;
3. An ability to solve problems arise in a business environment;&
4. A concept in business planning of marketing activities in a business marketing environment. EVALUATION
1 small case presentation (no written report) 10.0%
1 bigger case presentation and written report 15.0%
1 group project with individual component 25.0%
1 final Examination 50.0%
100%

LEARNING APPROACH
1. The lecturer will present the individual business marketing concept to students;
2. Students are encouraged to cite real life examples and discuss their business marketing implications in class with other student members and the lecturer;
3. Students are expected to learn from lectures, group presentations, and interactions among lecturer and themselves;
4. Because video is limited in this unit and