1. Business Marketing: MKTG 550 Overview of Course Dr. Dawne Martin Calvin 107 B Office telephone: 532-4383 email: dmartin@ksu.edudmartin@ksu.edu Office Hours: T Th 9:30 – 11:00 & by appointment

2. Introductions Your Name Adjective Home Town Hobbies & Interests Major Industry Interests

3. Administrative Things Friday, September 14 th Department of Marketing Advisory Council Meeting – Friday, Sept. 30  Golf Tournament – 3:30 PM - Players - Volunteers

4. Question for You Think of marketing personal computers. How would marketing pc’s to businesses differ from marketing to consumers?

5. Differences from Consumer Marketing Buying Behavior More complex More people involved Relationships more important Channels are shorter -- Sales more important More focus on personal selling Unique promotional strategies Focus on buyer-seller relationships

6. What We’ll Study Creating, Delivering and Evaluating Value for Customers Business Buyer Behavior and Relationships Issues in Purchasing and Effects on Business Marketing Marketing Management and Strategy in a Business Environment

7. Course Requirements Text: Business-To=Business Marketing: Analysis and Practice, Prentice Hall, 2011. book available on Prentice Hall (Pearson) website for $54. Additional Readings – In the library reserve Prerequisites: MKTG 400

8. Course Policies Attendance & punctuality Reading assigned materials Additional assignments & reading Make-up exams Changing grades

9. Academic Honor Code Personal integrity is presumed Work submitted is your own Plagiarism & cheating are serious offenses Honor Statement On my Honor, as a Student I have neither given nor received unauthorized aide on this academic work.”

10. Course Format Course Outline, Assignments, Articles & Lecture notes on K-State Online Exams 1-3100 points300 points Group Projects4 @ 25-75300 Project Presentations1 @ 7575 Written Case (Individual) Class Participation & Assignments 50 points50 Total 750 points

11. Group Projects Groups of 3-4 4 short projects Target marketing analysis Positioning plan based on the target markets Estimating customer value and developing pricing models Developing a communication plan One group presentation

12. Assignments Group Presentation 10-15 minutes Highlight of most important findings & strategy Case Problem Statement Situation Analysis (Factors Driving the Industry) Environmental Factors Customer Factors Competitive Factors Supplier Factors Alternatives Criteria for Selection of Recommendation Recommended Solution and Implementation Suggestions

13. Exams Format: Multiple Choice & Essay Exam Policies No books or notes No makeup exams – optional final given to replace one grade No extra credit

14. Assignment for Thursday Read Chapter 1 How business marketing is different What drives business marketing strategy? Types of customers Types of products Purchasing standards and process Nature of demand