Curricula Guides

Uusi opinto-opas (sisältäen myös opetusohjelmat) lukuvuodelle 2018-2019 sijaitsee osoitteessa . Tältä sivustolta löytyvät enää vanhat opinto-oppaat ja opetusohjelmat.

The new study guide (incl. teaching schedules) for academic year 2018-2019 can be found at This site contains only previous years' guides.

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Archived Curricula Guide 2014–2016
Curricula Guide is archieved. Please refer to current Curricula Guides
KV202040 KV3/MA14 Business Marketing 6 ECTS
Organised by
International Business
Person in charge
Elina Pelto
Planned organizing times
Period(s) I II III IV
2014–2015 X

General description


Learning outcomes

After the completion of the course, students will have a firm theoretical grounding in business marketing in an international context. During the course, the students will develop their capabilities for understanding the environment and nature of decision-making in international business markets. They will, for instance, be aware of the characteristics of international business networks and organizational buying behavior, as well as of the differences between B2B and B2C marketing. During the course, up-to-date knowledge about business marketing is offered and practical skills related to intercultural communication, team work, problem-solving and personal selling are developed. Attendance at the first lecture is obligatory.

Teaching methods

The course involves independent reading, active participation in interactive lectures, group work and written reports.
1. Lectures in English 12 h (2 h/week, Pelto).
2. Group work.
3. A learning diary on:
a) Personal selling training by Mercuri International, 24 h (3 days, 8 h/day).
Please note that the number of participants to the Personal selling training is limited. Students majoring in International Business have priority over others.
3. b) Key Account Management based on scientific articles and other given material on the topic.

Modes of study

Option 1
Available for:
  • Degree Programme Students
  • Other Students
  • Doctoral Students
  • Exchange Students
Participation in classroom work
  • In English
Written exam
  • In English
  • In English

Participation in classroom work [English] AND Written exam [English] AND Exercise(s) [English]


Numeric 0-5.

Recommended year of study

2nd or 3rd year.

Course is offered for the last time academic year 2014-2015

Study materials

1. Vitale, Robert P.; Giglierano, Joseph; Pfoertsch, Waldemar, Business-to-business Marketing: Analysis and Practice. International Edition. Pearson Education Inc. 2011

2. Other material specified at the beginning of the course.

Belongs to following study modules

Turku School of Economics
Department of Marketing and International Business
Department of Marketing and International Business
Department of Marketing and International Business
Department of Marketing and International Business
Department of Marketing and International Business
Archived Teaching Schedule. Please refer to current Teaching Shedule.
Implementation details are unavailable.
Department of Marketing and International Business
Operations and Supply Chain Management
Economic Geography
International Business
Economic Sociology
Finnish Study Modules
Business Japanese
Business Chinese