1. Apresentar a visão aplicada do conceito de marketing, planejamento e estratégia voltados para os mercados organizacionais;
1. Discutir e analisar o ambiente de negócios em marketing organizacional; 2. Apresentar os mecanismos do processo de compra do comprador organizacional; 3. Entender os desafios do gerenciamento de relacionamentos em marketing organizacional; 4. Compreender a formação de redes e alianças estratégicas entre organizações; 5. Avaliar e priorizar as oportunidades em mercados organizacionais;
1. Perspectiva de marketing organizacional e perspectivas do comprador organizacional; 2. Comportamento de compra organizacional; 3. Gerenciamento de relacionamentos com os clientes em mercados organizacionais; 4. Segmentando o mercado organizacional e estimando a demanda em segmentos organizacionais; 5. Planejamento em marketing organizacional; 6. Estratégias de marketing organizacionais em mercados globais;
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