This unit aims to assist students to operate in a complex and often turbulent business-to-business context by analysing and evaluating the drivers of success in business markets. The focus of the unit is on those factors which produce successful long-term customer-supplier relationships and the drive to achieve strategic competitive advantage. It is an applied unit and makes extensive usage of case studies and analysis of real-world situations to show students how to apply the theories, tools and techniques in specific business-to-business contexts in creative and innovative ways. -- Course Website
Instructor: Dr David Gray
Prerequisites: BUS651 or MKTG696 or admission to MCom or MIntBus or MEc or MActPrac prior to 2011
