MKT562 Managing Business Relationships (8)

Managing Business Relationships provides students with an understanding of the nature, structure and distinguishing characteristics of business-to-business markets in comparison to consumer markets. This subject presents a framework for understanding business-to-business buying behaviour and for developing relational marketing strategies that create and deliver value to targeted business-to-business markets and customers.

No offerings have been identified for this subject in 2021.

Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.

Subject Information

Grading System



One session


School of Management and Marketing

Enrolment Restrictions

Postgraduate students only

Assumed Knowledge
Assumed knowledge for this subject is equivalent to that covered in MKT501 or MBA503

Learning Outcomes

Upon successful completion of this subject, students should:
  • be able to investigate and evaluate the nature, structure and distinguishing characteristics of business markets;
  • be able to analyse differences between business and consumer markets;
  • be able to evaluate how companies operate within a business network by closely examining a specific organisation's network;
  • be able to make recommendations to develop and improve the management of relationships within a specific organisation's network; and
  • be able to develop strategies for creating, delivering, pricing and promoting business offerings.


This subject will cover the following topics:
  • Understanding business marketing and purchasing
  • Business markets and networks
  • Nature and form of business relationships
  • Managing relations with customers
  • Managing relations with suppliers
  • Managing relations with channel partners
  • Creating business offerings
  • Delivering business offerings
  • Pricing of business offerings
  • Technology and business relations
  • Business negotiations and strategy development

Indicative Assessment

The following table summarises the assessment tasks for the online offering of MKT562 in Session 1 2019. Please note this is a guide only. Assessment tasks are regularly updated and can also differ to suit the mode of study (online or on campus).

Item Number
Value %
Assignment 1- forum participation
Assessment 2-networks & relationships
Assessment 3-customer value and experiences

The information contained in the CSU Handbook was accurate at the date of publication: May 2021. The University reserves the right to vary the information at any time without notice.