Recent Trends in B2B Buying BehaviorLaajuus (5 op)
Opintojakson tunnus: 3241010
Opintojakson perustiedot
- Laajuus
- 5 op
- Opetuskieli
- englanti
- Vastuuhenkilö
- Sirpa Hänti
Osaamistavoitteet
After the study unit the student is capable to
- describe the modern purchasing processes
- recognize the profiles and roles of buyers and decisions makers
- describe different purchasing analysis tools
- describe the critical touch points in customer journey
- know the principles behind great customer experiences
Sisältö
Content
- Purchasing process
- Buyer profiles and Decision Making Units
- Purchasing analysis
- Customer journey and customer experience management
- Building customer relationships
- Key Account Management