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MODULE DESCRIPTOR
Module Title
Business Development
Reference BSM181 Version 6
Created May 2017 SCQF Level SCQF 11
Approved September 2014 SCQF Points 10
Amended August 2017 ECTS Points 5

Aims of Module
To provide a critical awareness of the principles and practice of business development within dynamic industry environments. To develop knowledge of and skills in the various business development processes and activities.

Learning Outcomes for Module
On completion of this module, students are expected to be able to:
1 Locate and critically examine the implications of business development within the broader strategic context of the firm.
2 Establish and critically appraise the fundamental business development tasks and activities.
3 Utilise, synthesise and critically evaluate a number of methods and strategies used to aid commercial business development.
4 Confirm and evaluate the complexities of business development activity in the modern business environment and examine and implement strategies to overcome these challenges.

Indicative Module Content
Defining the nature and implications of business development and corporate entrepreneurship; business development tasks and activities; business development in start−up and established firms; business growth; entrepreneurialism in the organisation; market characteristics; market research; organisational buying behaviour; innovation opportunity and recognition; planning for business development; structuring for business growth; financial planning; allocation of resources; managing the complexities of opportunity exploitation; integration new opportunities with existing business.

Module Delivery
Taught Mode (T) The module is delivered in Taught Mode by lectures and workshops introducing the key theoretical underpinnings of the discipline, interactive group work and tutorial activity to explore key ideas and develop critical skills, and directed self-study to enhance development. Distance Learning Mode (DL) The module is delivered in Distance Learning mode by directed self-study learning from paper-based or web-based learning materials, supported by on-line audio-visual teaching materials with engagement through interactive group work.

Indicative Student Workload Full Time Part Time
Contact Hours 40 40
Non-Contact Hours 60 60
Placement/Work-Based Learning Experience [Notional] Hours N/A N/A
TOTAL 100 100
Actual Placement hours for professional, statutory or regulatory body    

ASSESSMENT PLAN
If a major/minor model is used and box is ticked, % weightings below are indicative only.
Component 1
Type: Coursework Weighting: 100% Outcomes Assessed: 1, 2, 3, 4
Description: Business development plan

MODULE PERFORMANCE DESCRIPTOR
Explanatory Text
The module is assessed by one component: C1 - Coursework - 100% weighting. Module Pass Mark = Grade D (40%)
Module Grade Minimum Requirements to achieve Module Grade:
A 70% or above
B 60% - 69%
C 50% - 59%
D 40% - 49%
E 35% - 39%
F 0% - 34%
NS Non-submission of work by published deadline or non-attendance for examination

Module Requirements
Prerequisites for Module None in addition to course entry requirements or equivalent.
Corequisites for module None.
Precluded Modules None.

INDICATIVE BIBLIOGRAPHY
1 SORENSEN, H. E., 2012. Business development: a market oriented perspective. Hoboken: John Wiley.
2 BURNS, P., 2013. Corporate entrepreneurship: innovation and strategy in large organizations. 3rd ed. Basingstoke: Palgrave Macmillan.
3 SCHAUFELD, J., 2015. Commercializing innovation: turning technology breakthroughs into products. New York: Springer. e-book
4 FILL, C. and MCKEE, S., 2012. Business marketing face to face; the theory and practice of B2B marketing. Oxford: Goodfellow Publishers. e-book
5 HOLLENSEN, S., 2010. Marketing management: a relationship approach. 2nd ed. Harlow: Financial Times Prentice Hall. e-book
6 A number of additional readings will be provided throughout the module based on both academic and industry literature.

 

Robert Gordon University, Garthdee House, Aberdeen, AB10 7QB, Scotland, UK: a Scottish charity, registration No. SC013781