Introduction to sustainable design (for international students) - 4PMCISD1

This course explores decision-making and activities involving business-to-business (i.e., industrial, organizational, institutional, or governmental) transactions and provides fresh ideas for innovative business marketing. Business-to-business transactions occur when organizations acquire goods and services from (or sell them to) other businesses. Business-to-business activities pertaining to buying, market segmentation, positioning, pricing, communication, physical distribution and customer service, sales management, and other activities are examined within the context of a framework that views business market management as the process of understanding, creating, and delivering value to customers. Best practices and new concepts from the business-to-business sector will be examined. A global perspective is deliberately chosen to provide the most compelling examples from America, Europe, or Asia.

Lecture 1: BUSINESS MARKETING & CUSTOMERS
Part a: Introduction to Business Marketing
Part b: Marketing Plan

Lecture 2: BUSINESS RELATIONSHIPS
Part a: Relationship Marketing Foundation and Practices
Part b: Business Customers & Buying
Part c: Case Study 1 – British Columbia Box

Lecture 3: BUSINESS STRATEGY
Part a: Market Opportunities & Branding Strategy
Part b: Case study 2 - INHA

Lecture 4: PRODUCT & INNOVATION
Part a: Managing Products, Failures, and Innovation
Part b: Case Study 3 – ThoughtWorks

Lecture 5: POWER IN BUSINESS
Part a: Power-in-Kind, Power-in-Use, and Improving Power
Part b: Case Study 4 – Bombardier & Alstom

Please read:
http://soloway.pbworks.com/w/file/fetch/46695705/The%20Innovators%20Dilemma.pdf

In this session we will look at the interior and exterior tools for market analysis

• PESTLE
• Porter’s 5 forces
• SWOT
• BCG
• Brand’s identity Prism

Automotive insights: transformation of the car industry. Roland Berger
https://www.nytimes.com/2017/09/10/business/china-electric-cars.html?mcubz=3
https://www.forbes.com/forbes/welcome/?toURL=https://www.forbes.com/sites/davidkiley5/2016/01/05/fords-mark-fields-is-all-about-mobility-and-tech-links-with-google-and-amazon/&refURL=https://www.google.fr/&referrer=https://www.google.fr/

Semester 7 - The exam is given in english only 

1st session: Marks for the course will be defined as follow :
N1 = 50% Presentation of a case study (group)
N2 = 50% Report on a case study (individual)

2nd session: A written exam is offered at this session.

This course brings 3.0 ECTS to students in UE Materials development and durabi

• Automotive insights: transformation of the car industry. Roland Berger
• https://www.nytimes.com/2017/09/10/business/china-electric-cars.html?mcubz=3
• https://www.forbes.com/forbes/welcome/?toURL=https://www.forbes.com/sites/davidkiley5/2016/01/05/fords-mark-fields-is-all-about-mobility-and-tech-links-with-google-and-amazon/&refURL=https://www.google.fr/&referrer=https://www.google.fr/