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
MA033064 MAS11 Business Market Management 6 ECTS
Organised by
Person in charge
Anna Salonen, Harri Terho
Planned organizing times
Period(s) I II III IV
2014–2015 X
2015–2016 X

Learning outcomes

This course provides students with an advanced understanding of how firms can create competitive advantage in business markets through value-based business strategies. After attending the course, students are familiar with the latest theoretical developments in the field and are able to apply this knowledge to solve concrete business challenges.


This course focuses on the key topics of strategic marketing in the B2B context. Particular emphasis is placed on understanding how the value creation logic in B2B markets has changed from provision of products and related services to offering of comprehensive customer solutions. To understand this paradigmatic shift, the course focuses on enhancing students' knowledge of 1) what drives customer value in contemporary B2B markets, 2) how firms create value, especially through solution business initiatives, and 3) how customer value can be effectively communicated to customers. The course consists of interactive lectures based on latest research knowledge on the topic and includes concrete applications of the topic by incorporating visitors from business firms. During the course students will also apply relevant theories to solve real world business problems through course assignments.

Teaching methods

Teaching method Contact Online
Lectures 20 h 0 h

20h of lectures (Salonen & Terho) and course assignments.

Modes of study

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

This course includes a pre-exam and requires active participation from students. The course grade will be determined based on the exam and course assignments.


Numeric 0-5.

Recommended year of study

4th year

Study materials

  1. Storbacka, Kaj; Pennanen, Risto, Solution Business. Building a Platform for Organic Growth. Springer 2014.
  2. Selected articles given by lecturers.

Belongs to following study modules

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