Copies of the course materials such as the syllabus, major assignment handouts, etc. may be found on my faculty web page accessible through the faculty home page or by scanning the QR code on the left..

Marketing of goods, services, and ideas to businesses and non-retail institutions. Examines channels, pricing, promotion, procurement, research, and planning. Emphasizes strategy development and management decision making.

Upon completion of Bus131A, Business to Business Marketing, students will recognize the needs of a complex customer organization and understand how to approach this complexity as well as creation of an organization that supports this effort. In this course, students will develop an understanding of the nature of business to business markets, the organizational buying process, and strategic alternatives to approach these markets. The theoretical approach will be developed and contrasted to practical viewpoints and applications. Students will demonstrate their analytical understanding through the analysis of case studies and satisfactory completion of course examinations.

The Wall Street Journal: Student subscription information will be available in class.

You are expected to conform to generally accepted notions of professionalism typically observed in the adult business world. The following is an illustrative list of items to which you explicitly agree upon remaining enrolled in the course. Failure to conform can be grounds for appropriate action, including but not limited to expulsion from the classroom and an “F” in the course.

Please refrain from disruptive conduct, such as carrying on private sidebar conversations with classmates and/or playing computer games, or working on materials not related to the course during class. If you are observed working on other than course materials, you will be asked to leave the room.

Eating/drinking (except water) are prohibited in the BBC. Students with food will be asked to leave the building. Students who disrupt the course by eating and do not leave the building will be referred to the Judicial Affairs Officer (JAO) of the University.

Turn off all electronic devices (headsets, MP3 players, pagers, cell phones, etc.), before entering class. If a pager, cell phone, or other such device goes off during class the class may receive an unannounced quiz. Students whose devices disrupt the course and do not stop when requested by the instructor will be referred to the JAO. Use of PDAs, electronic dictionaries, calculators and other personal electronic aids are not allowed during exams and quizzes. Please note that recording of lectures is strictly prohibited.

Computer use in class has been demonstrated to be a distraction to not only the user but surrounding students. As such, computer use by students in this class, unless otherwise directed by the instructor, is generally not allowed during lectures. Students who fail abide by this rule or who abuse classroom equipment in any way, at a minimum, will be asked to leave the class, and, at a maximum, will be referred to the JAO for disrupting the course.

You are expected to have read before class and be prepared, on the date indicated in the schedule of assignments, to discuss the assigned chapter/s and readings and any additional readings as assigned or required for the full development of classroom discussions.

● During exams, if you have a need to leave the room, you must hand in your exam before leaving. That will conclude your exam session.

● All make-up exams are cumulative, essay format and will be given either at the end of this semester or during the next semester.

● If you arrive late to an exam, you will not be granted additional time beyond the end of the class session and, if a student has finished the exam and left the room before your arrival, you will not be allowed to take the exam.

Must be taken on the day assigned. Note the date and time of the final exam now – avoid travel plans that may conflict with the schedule.

Student visits are always welcomed. You are encouraged to communicate with me on individual matters primarily during scheduled office hours, through email, or by appointment as necessary.

Except in the most urgent of circumstances, please refrain from prematurely preparing to leave class (closing books and notebooks, etc.) before the announced end of class, resulting in the disruption of the end of the class session.

Students should arrive in class on time. Traffic and parking problems are not excuses for being late, only examples of poor planning. If you do arrive after the scheduled start of class, please enter the room by the least intrusive entrance. If necessary to cross the room, do so at the back. Please do not interrupt the entire class by crossing the front of the room or between the instructor and students.

Students are responsible for understanding the policies and procedures about add/drops, deadlines, penalties, academic renewal, etc. Information on is available at http://www.sjsu.edu/advising/faq/index.htm#add. Information about late drops is available at http:/www.sjsu.edu/aars/policies/latedrops/. The instructor reserves the right to limit additions to the class based on a pre-determined maximum enrollment, graduation date, or other appropriate parameter. If you decide to drop the course during the drop period, please inform the instructor. Without your cooperation, it may be difficult, depending on enrollment, to add new students to the class.

● Students who miss the first day of classes without a serious and compelling documented reason will be dropped by the instructor.

● If necessary, a waiting list will be developed in class for students wishing to add the class. If the class is full, additions to the class will be made only when there have been drops from the class. The waiting list may be prioritized by parameters deemed appropriate by the instructor, consistent with SJSU policy. Students may be required to show proof of prerequisites and class status before adding.

● Students who drop the course may create an opening for another student. However, the instructor makes no guarantee that the number of students added will equal the number of students dropped or that any individual drop will result in an immediate add.

● Students waiting to add the course will be responsible for the same material as students on the roster.

The tests and assignments in this course are designed to be administered with a “curved” grading process. Thus, it is difficult to predict grade ranges in advance. Observation of several semesters’ results has shown that the following grade range is typical for this course. This is, however, no guarantee that this class will experience the same results.

All case study efforts require cooperation with other students. The 1^stwritten assignment is an Executive Summary of not more than two pages (not including cover page); and the 2^nd written assignment is a complete case analysis. A complete analysis includes an identifying cover page, an Executive Summary followed by a Table of Contents that directs the reader to identified sections of the report, and the body of the report, followed by any appendices that support the analysis. The length of the 2^nd assignment is not to exceed 7 pages, not including the cover, executive summary, and appendices. Group sizes, additional information for cases and working in groups will be discussed in class on Feb 11. For additional information, particularly if you have not done any case work, refer to the Case Study Guide at www.sjsu.edu/people/robert.vitale/website/CaseStudyGuide.pdf

Writing Format: Note that format will be graded! All written assignments, unless otherwise indicated, must comply with the following guidelines. Assignments that do not follow the noted format may not be accepted for credit or may be subject to at least a one-letter grade penalty.

● Unless otherwise noted, electronic copies of assignments are NOT acceptable.

● Assignments should be printed double spaced, and be on 8.5" X 11" paper with uniform margins (1").

● Papers need only be stapled in the upper left-hand corner. Folded corners, paper clips or loose papers are not acceptable.

● Spelling, grammar, and “typos” will be considered in your grade. Papers that evidence a lack of proof reading or professional presentation may be penalized 1 letter grade.

● All assignments require a cover sheet. Included on the cover sheet is due date and actual date handed in, if different, as well as the name (in alpha order) and last four digits of student ID numbers for all contributors to the assignment. Without this information, no credit will be given for the assignment.

● Written assignment #2 will require an Executive Summary placed before the Table of Contents.

● Assignments are due when collected in class on the date indicated. A late assignment will receive a minimum of a one (1) letter grade penalty, which may be increased for each session and/or if the late period includes weekends or holidays.

● In no circumstance will any written assignment be accepted after it has been discussed in class.

● If you need course adaptations or accommodations because of a disability, or special arrangements if the building must be evacuated, please see me as soon as possible.

● You are expected to take care of personal needs (restrooms, phone calls, etc.) between classes and are not expected to leave and return to the classroom during class sessions.

Students should know the University’s Academic Integrity Policy that is available at
http://www.sa.sjsu.edu/download/judicial_affairs/Academic_Integrity_Policy_S07-2.pdf
Your own commitment to learning, as evidenced by your enrollment at San Jose State University and the University’s integrity policy, require you to be honest in all your academic course work. Faculty members are required to report all infractions to the office of Student Conduct and Ethical Development. The website for Student Conduct and Ethical Development is available at http://www.sa.sjsu.edu/judicial_affairs/index.html

Instances of academic dishonesty will not be tolerated. Cheating on exams or plagiarism (presenting the work of another as your own, or the use of another person’s ideas without giving proper credit) will result in a failing grade and sanctions by the University. For this class, all assignments are to be completed by the individual student unless otherwise specified. If you would like to include in your assignment any material you have submitted, or plan to submit for another class, please note that SJSU’s Academic Policy F06-1 requires approval of instructors.

If you need course adaptations or accommodations because of a disability, or if you need to make special arrangements in case the building must be evacuated, please make an appointment with me as soon as possible, or see me during office hours. Presidential Directive 97-03 requires that students with disabilities requesting accommodations must register with the DRC (Disability Resource Center) to establish a record of their disability.

The Learning Assistance Resource Center (LARC) is located in Room 600 in the Student Services Center. It is designed to assist students in the development of their full academic potential and to motivate them to become self-directed learners. The center provides support services, such as skills assessment, individual or group tutorials, subject advising, learning assistance, summer academic preparation and basic skills development. The LARC website is located at http:/www.sjsu.edu/larc/

The SJSU Writing Center is located in Room 126 in Clark Hall. It is staffed by professional instructors and upper-division or graduate-level writing specialists from each of the seven SJSU colleges. Our writing specialists have met a rigorous GPA requirement, and they are well trained to assist all students at all levels within all disciplines to become better writers. The Writing Center website is located at http://www.sjsu.edu/writingcenter/

The Peer Mentor Center is located on the 1st floor of Clark Hall in the Academic Success Center. The Peer Mentor Center is staffed with Peer Mentors who excel in helping students manage university life, tackling problems that range from academic challenges to interpersonal struggles. On the road to graduation, Peer Mentors are navigators, offering “roadside assistance” to peers who feel a bit lost or simply need help mapping out the locations of campus resources. Peer Mentor services are free and available on a drop –in basis, no reservation required. The Peer Mentor Center website is located at http://www.sjsu.edu/muse/peermentor/ .

Solutions to the review questions will be linked to this schedule throughout the semester.

Class #	Date	Ch.	Topics, Cases, and Reading Assignments	Review Questions
1 2	JAN 22 Th JAN 27 T	1	Introduction to Business to Business Marketing	1,2,3,9,10
3	Jan 29 Th	2	BtB Environment: Customers, Organizations, & Markets	5,6,9,10
4 5	FEB 3 T FEB 5 Th	3	Organizational Buying & Buyer Behavior (last day to drop - Feb 4th.)	2-5, 9,10,
6	FEB 10 T		Legal & Political Environment (last day to add - Feb 11th.) Case Study Assigned.
7	FEB 12 Th	4	Introduction To Case Studies Chapter 4 discussion may begin on Feb 12.	2,5,6,12,13
8	FEB 17 T	5	Concepts & Context of Business Strategy
9 10	FEB 19 Th FEB 24 T	5	Written Case Summary due - 50 points (Groups of 2) Concepts & Context of Business Strategy	9,11,12
11	FEB 26 Th		FIRST EXAM - CHAPTERS 1-5: 100 points
12	MAR 3 T	6	Market Research & Competitive Analysis	2, 3, 4, 11
13	MAR 5 Th	7	Segmenting, Targeting, & Positioning	2,8,11,13
14	MAR 10 T	8	Developing the Product, Service, and Value of the Offering	1, 4-8
15 16	MAR 12 Th MAR 17 T	9	Innovation & Competitiveness (Second Case Study: Sensacon)	3,4,5,7
17	MAR 19 Th		SECOND EXAM - CHAPTERS 5-9: 100 points
	Spring Break Mar 23- Mar 27
18 19	APR 2 Th APR 7 T	10	Pricing in Business to Business Marketing	5, 7-10, 16
20	APR 9 Th	11	Business Development & Planning	3-10, 14, 16
21 22	APR 14 T APR 16 Th	12	Business To Business Selling	1,2,4,5,9, 10,12
23	APR 21 T	13	Business to Business Branding	1,6,7,8,
24	APR23 Th		THIRD EXAM - CHAPTERS 10-13: 100 points
25 26	APR 28 T Apr 30 Th	14	Channel Relationships and Supply Chains Written Case Study Due - 150 points (Apr 28)	2,3,6,8,11
27 28	MAY 5 T MAY 7 Th	15	Communicating with the Market	1,3,4,7
29	MAY 12 T	16	Business Ethics & Crisis Management	1,4,6
	MAY 21 Thursday		FINAL EXAM 0730-0930

The SJSU College of Business is the institution of opportunity in Silicon Valley, providing relevant business education through hands-on student learning and leadership development in a global business community and conducting research that contributes to business theory, practice and education.

1. Three exams, 100 points each, tentatively scheduled Feb 26, Mar 19, Apr 23.	300 points	~43%
2. Case Study Assignments. There will be two written case assignments during the semester. Points assigned and tentative due dates are as follows: First Written Case Analysis: Feb 17 - Group Effort: 50 points Second Written Case Analysis: April 30 - Group Effort: 150 points	200 points	~29%
4. Final exam: May 21, 0730-0930. Note that this is a comprehensive exam.	150 points	~21%
5. Class participation/preparation, quizzes, readings and cases that you are expected to have prepared for discussion, chapter review questions, and other class activities.	up to 50 points	~7%
TOTAL POSSIBLE POINTS	700	100%