This course offers a unique perspective into the differentiating aspects of business to business (B2B) marketing that can be contrasted to traditional business to consumer (B2C) marketing that is the subject of most other marketing curricula. Moreover, as one of the courses in the Specialization: International Marketing & Cross Industry Growth, here too there is an emphasis on how companies can expand by cross-country and cross-industry innovation.
By taking this course learners will obtain the following outcomes:
(1) understand the differences between B2C and B2B marketing.
(2) approach marketing problems from an inter-organizational perspective, in particular, learn about decision making at buying centers.
(3) innovate B2B marketing via a CCCI, i.e. Cross Country & Cross Industry Innovation approach.
(4) gain insights about CCCI Innovation and best practices via interviews with top B2B industry experts.
This course is part of the International Marketing & Cross Industry Growth Specialization
International B2B (Business to Business) Marketing
Offered By
Syllabus - What you will learn from this course
Week
1What is B2B Marketing?
During Week 1, learners will obtain a fundamental and solid understanding of the characteristics of business to business (B2B) marketing. Some key constructs such as the buying center is used to explain the complex web of interactions that occur when B2B marketing takes place. The first week will offer learners very practical methods that they can use to proactively market to B2B customers such as the 4W's Approach. This week learners will also "learn" from the experience of two practitioners, Alex Teo and Prasanna Meduri who discuss B2B marketing in international markets and how it is changing. There is a practice quiz and a graded quiz in Week 1 for learners to accustom themselves to a formal evaluation of basic B2B marketing knowledge acquisition.
7 videos (Total 48 min), 5 readings, 3 quizzes
7 videos
1.1 Introduction to Course1m
1.2 What is B2B Marketing? Part18m
1.3 What is B2B Marketing? Part29m
1.4 B2B: Push & Pull and the 4W’s Approach8m
1.5 Expert B2B Interview with Alex Teo and Prasanna Meduri Part19m
1.6 Expert B2B Interview with Alex Teo and Prasanna Meduri Part27m
5 readings
Syllabus10m
Let's Connect on Social Media10m
Slides10m
Recommended Reading on Noon Nopi10m
References10m
2 practice exercises
Lesson 1 Practice Quiz10m
Lesson 1 Graded Quiz10m
Week
2B2B Marketing Mix
During Week 2, learners will begin to dive more in depth to the specific B2B marketing elements, i.e. product, price, place and promotion. For product marketing, the key emphasis will be on how customer needs are defined in the organization during the total buying process. For price marketing, given the B2B2C nature of including the end-user, price and value, as well as costs, can be varied depending on the application. For place marketing, based on the principle that distribution is the analysis of service or functions demanded by the customer, learners will understand when and how the total channel can be designed by the various channel members including the manufacturer. For promotion marketing, boxing is used as an analogy of the combination and sequence of communication tools that a marketer can use to gain attention, instill interest, stir desire and finally move customers to action. There is a practice quiz and a graded quiz in Week 2 for learners to accustom themselves to a formal evaluation of B2B marketing mix knowledge acquisition.
8 videos (Total 62 min), 3 readings, 2 quizzes
8 videos
2.2 B2B: Product Marketing Part27m
2.3 B2B: Price Marketing Part17m
2.4 B2B: Price Marketing Part29m
2.5 B2B: Promotion Marketing Part18m
2.6 B2B: Promotion Marketing Part26m
2.7 B2B: Place Marketing Part16m
2.8 B2B: Place Marketing Part27m
3 readings
Slides10m
Recommended Reading on Marketing Strategy10m
References10m
2 practice exercises
Lesson 2 Practice Quiz10m
Lesson 2 Graded Quiz10m
Week
3B2B Cross Country and Cross Industry Growth
During Week 3, the course concludes with how companies can pursue CCCI Growth, i.e. Cross Country and Cross Industry Growth in B2B Marketing. In Cross Country Growth learners will recap the initial issue of testing the validity of going abroad and if found, how to proceed. In Cross Industry Growth, learners will discover that the fundamental definition of B2B2C, i.e. the variation of applications of B2B products lend themselves to Cross Industry Growth possibilities. In Week 3, learners will also "learn" from the Cross Country and Cross Industry Innovation experience at Rolls Royce (Aero Engines), and ThyssenKrupp (Elevators) via interviews with Dr. Alex Jun and Mr. Wayne Park. There is a final quiz to assess the cumulative learning for the International B2B Marketing course.
8 videos (Total 68 min), 2 readings, 1 quiz
8 videos
3.2 B2B: Cross Country Growth Part210m
3.3 B2B: Cross Industry Growth Part110m
3.4 B2B: Cross Industry Growth Part29m
3.5 Expert Interview with Rolls Royce International (Dr. Alex Jun) Part18m
3.6 Expert Interview with Rolls Royce International (Dr. Alex Jun) Part28m
3.7 Expert Interview with ThyssenKrupp (Mr. Wayne Park)10m
Instructor's Thank Youm
2 readings
Slides10m
References10m
1 practice exercise
Final Graded Quiz40m
4.5
26 Reviews50%
started a new career after completing these courses
83%
got a tangible career benefit from this course
Top Reviews
By VS•Aug 4th 2017
Dae Ryun Chang sir is phenomenal, the way he teaches and explain theories is really good i would like him to teach more topics. Great work sir.
By ML•Aug 23rd 2017
Excellent course. The teacher is extremely clear the examples are useful. You can follow this course as a complete beginner in the issue.
Instructor
Dae Ryun Chang
Professor of MarketingSchool of Business
About Yonsei University
Yonsei University was established in 1885 and is the oldest private university in Korea.
Yonsei’s main campus is situated minutes away from the economic, political, and cultural centers of Seoul’s metropolitan downtown. Yonsei has 3,500 eminent faculty members who are conducting cutting-edge research across all academic disciplines. There are 18 graduate schools, 22 colleges and 133 subsidiary institutions hosting a selective pool of students from around the world.
Yonsei is proud of its history and reputation as a leading institution of higher education and research in Asia.
About the International Marketing & Cross Industry Growth Specialization
This Specialization covers marketing concepts but, more importantly, emphasizes the need by companies and individuals to think openly across international markets and industries for new ideas or expansion. This is summarized as "Cross Country & Cross Industry" Innovation, or CCCI in short. The first two courses will establish the core foundations and then the last three courses will elaborate on major global industry clusters: course 3 on B2B, course 4 on Healthcare and Hospitality, and course 5 on Sports and Entertainment. The capstone will require learners to develop a new product using knowledge learned from at least 2 industries.
Frequently Asked Questions
When will I have access to the lectures and assignments?
Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
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Is financial aid available?
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