ULMS Electronic Module Catalogue

The information contained in this module specification was correct at the time of publication but may be subject to change, either during the session because of unforeseen circumstances, or following review of the module at the end of the session. Queries about the module should be directed to the member of staff with responsibility for the module.
Title BUSINESS TO CONSUMER (B2C) AND BUSINESS TO BUSINESS (B2B) RELATIONSHIP MARKETING
Code ULMS872
Coordinator Dr CO Raddats
Marketing (ULMS)
C.Raddats@liverpool.ac.uk
Year CATS Level Semester CATS Value
Session 2020-21 Level 7 FHEQ First Semester 15

Pre-requisites before taking this module (other modules and/or general educational/academic requirements):

ULMS766 MARKETING MANAGEMENT 

Modules for which this module is a pre-requisite:

 

Programme(s) (including Year of Study) to which this module is available on a required basis:

 

Programme(s) (including Year of Study) to which this module is available on an optional basis:

 

Teaching Schedule

  Lectures Seminars Tutorials Lab Practicals Fieldwork Placement Other TOTAL
Study Hours   10

      10

5

25
Timetable (if known)   180 mins X 1 totaling 18
 
      120 mins X 1 totaling 12
 
 
Private Study 125
TOTAL HOURS 150

Assessment

EXAM Duration Timing
(Semester)
% of
final
mark
Resit/resubmission
opportunity
Penalty for late
submission
Notes
Examination. There is a resit opportunity. Standard UoL penalty applies for late submission. This is an anonymous assessment. Assessment Schedule (When): Semester 1  24 hours    60       
CONTINUOUS Duration Timing
(Semester)
% of
final
mark
Resit/resubmission
opportunity
Penalty for late
submission
Notes
Group Assignment There is a resit opportunity. Standard UoL penalty applies for late submission. This is an anonymous assessment. Assessment Schedule (When): Semester 1  -2500 words    40       

Aims

Upon completion of this module, students will be able to: Understand and evaluate the theories, arguments and schools of thought that advocate the creation of mutually beneficial longer-term relationships between suppliers and customers; Develop an understanding of relationship marketing strategies, customer equity and the 'total customer experience'; Understand the concepts of market-based and network-based relationship marketing; Develop an awareness of the connections between relationship marketing and related areas such as direct marketing and customer relationship management.


Learning Outcomes

(LO1) Define relationship marketing and critically evaluate the arguments that advocate relationship marketing as a paradigm shift in marketing;

(LO2) Critically appraise relationship marketing in business-to-business (B2B) organisations;

(LO3) Critique the relationship marketing strategies of organisations;

(LO4) Understand the main theories of relationship marketing.

(S1) Adaptability. Students will be asked to meet deadlines and work as part of a team.

(S2) Teamwork. Students will develop teamwork skills in preparing for the group assessment.

(S3) Communication skills. Students will need to communicate the relationship strategies and be asked to discuss these in tutorials. In the exam students will be expected to communicate the ideas of relationship marketing.

(S4) Leadership. Throughout the module students will be working together but also need to be able to show leadership within the team, in order to complete the group assessment on time.

(S5) International awareness. International case studies will be used on the module and students will be discussing cultural aspects of building B2C and B2B relationships.


Teaching and Learning Strategies

Hybrid delivery, with social distancing on campus.

An ‘on campus’ small group ‘active learning’ face to face 2-hour seminar every week.

An assortment of online asynchronous learning activities (e.g., podcasts, self-assessment quizzes, video links, readings, etc.)

A weekly student-led group work/collaborative task, designed to help with the module assessments.

A weekly ‘office hours’ where students can contact the Module Leader about any module-related issue.

Online asynchronous learning materials x 10 hours

Face-to-face seminars x 10 hours

Student-led group activity x 5 hours

Self-directed learning x 125 hours
Outside of lectures and seminars, students are expected to read around the topics explored in the module and prepare for assessment. Students are encouraged to attend the ULMS study skills workshops to improve their critical writing and personal development.


Syllabus

 

Experiential marketing;

Customer satisfaction and loyalty;

Planning and implementing and monitoring RM programmes;

Relationship marketing and communities;

B2B relationship marketing;

B2B network relationships.


Recommended Texts

Reading lists are managed at readinglists.liverpool.ac.uk. Click here to access the reading lists for this module.