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MKX5751 - Delivering customer value

6 points, SCA Band 2, 0.125 EFTSL

Postgraduate Faculty of Business and Economics

Leader: Associate Professor Chris Dubelaar


Caulfield First semester 2007 (On-campus)
Caulfield Second semester 2007 (Off-campus)
Caulfield Second semester 2007 (On-campus)


This unit deals with meeting customers' needs through the process of delivering value. Delivering value can take place either for products that are physically moved or in services where the encounter itself is a value delivery experience. This unit discusses how organisations can use the value paradigm to optimise their interactions with channel members and ultimately customers to maximise value for all parties in the relationship.


The learning goals associated with this unit are to:


Research Report (1500 words): 15%
Minor Case Study (1500 words): 15%
Major Project: (3000 words): 30%
Examination (2 hours): 40%

Contact hours

3 Hours class contact or equivalent per week.


Students enrolled in course code 3802 (M.Mktg Stream B) have no prerequisites. All other students must have passed MKX9160