Recent Trends in B2B Buying BehaviorLaajuus (5 cr)
Course unit code: MS00BP62
General information
- Credits
- 5 cr
- Teaching language
- English
- Responsible person
- Sirpa Hänti
Objective
After completing the course, the student is able 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
Content
-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management