MKTG 533: Business-to-Business Marketing
Dr. Gary Lilien/ Dr. Ralph Oliva
Grading
Fall 2006
Assignments and Evaluation Method:
This course will involve extensive action learning and class participation. Class assignments include:
· Team-based case preparation and presentation -- 30% of Grade
· Individual quick write-ups on 5 additional cases --"Case Insights" -- 50% of Grade
· Class participation -- 20% of Grade
We will be covering the following cases and exercises this term:
13 Sept Account Pricing for the ABCOR 2000 (I)
18 Sept Commercializing the Kunst 1600 Dry Piston Vacuum Pump (I, P)
20 Sept Amscat Corporation (I)
27 Sept Durr Environmental Controls (I, P)
4 Oct Hercules Fasteners (I)
11 Oct Addison Wesley Longman Portfolio Analysis Case (I,P)
11 Oct ABB Electric (I,P)
16 Oct C-Tek Corporation Case (I,P)
18 Oct KONE Case (I)
I= Insight Case P=Presentation Case
Note that five cases will be presented and all nine above are candidates for Insights. Students are encouraged to provide insights for ALL cases they are not presenting; scores on the best five insights will be counted toward your grade
Grading
A+ Really outstanding. Only one group in the whole class may get this through the course of the semester. Totally new insights, frameworks for thinking, or tools for case analysis.
A
Great work. Obviously well thought through, recognized key insights and
lessons, brought new knowledge to bear on the problem, internally very
consistent, great presentation.
A- Very good work, well
beyond what was expected.
B+
Thorough and solid work a bit beyond what was expected. Covers most
important insights, worked through most important issues.
B
What was expected. Good solid work, good groundwork in the fundamentals,
solid presentation and write-up, covered all the bases.
B-
The basics covered basically. Reflected some honest work on the problem,
summarized the basics well, hit the key points, missed one or more of the
key lessons to be learned in the case, didn't put the case presentation
together effectively.
C/D Blew it. Shoddy work, cursorily covered the basics, didn't really bring anything new to the ballgame.
This site is for educational purposes and for the advancement of Business to Business Practices. © Ralph Oliva, 2003