Recent Trends in B2B Buying Behavior (5 cr)
Code: MS00BP62-3006
General information
- Enrollment
-
02.12.2024 - 30.01.2025
Registration for the implementation has ended.
- Timing
-
10.01.2025 - 31.07.2025
Implementation is running.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Teaching languages
- English
- Seats
- 0 - 35
- Degree programmes
- Master of Business Administration, Sales Management
- Teachers
- Sirpa Hänti
- Course
- MS00BP62
Realization has 2 reservations. Total duration of reservations is 14 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Thu 06.02.2025 time 09:00 - 16:00 (7 h 0 min) |
Recent Trends in B2B Buying Behavior MS00BP62-3006 |
EDU_2027
Frans muunto byod
|
|
Thu 15.05.2025 time 09:00 - 16:00 (7 h 0 min) |
Recent Trends in B2B Buying Behavior MS00BP62-3006 |
EDU_3029
Lovisa muunto byod
|
Evaluation scale
H-5
Content scheduling
Contact days
6.2.2025 at 9-16 at campus
15.5.2025 at 9-16 at campus
Q&A 27.3.2025 at 15-16 online (the invitation will be sent ca one week before that date)
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
The study unit focuses on
-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management.
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
Materials
Pre-assignment (group exam) on 6.2.2025 at 9 (see the room from Tuudo). Book: Cheverton, P. – Velde van der, J. P. (2011). Understanding the Professional Buyer. What every sales professional should know about how the modern buyer thinks and behaves. Kogan Page, Replika Press Pvt Ltd, India. The book is available in e-format at TUAS library.
Other materials, see Itslearning (ca one week before the first contact day; some materials may be added during the course).
Teaching methods
The course consists of readings, contact hours and assignments.
Learning is based on analysis of problem-oriented examples and issues, preparing practical tasks and collective students’ work while preparing a group work and presentation.
Exam schedules
6.2.2025 Group exam
International connections
Innovation pedagogy is applied to reach learning at individual, group and network level. The assignments are planned to develop the students actual work tasks around customer linked issues. Sustainability in B2B procurement is a topic for the visiting lecture.
Completion alternatives
-
Student workload
Pre-assignment: Group exam on the first contact day.
Customer plan and presentation (group work).
Contact days on 6.2.2025 and 15.5.2025 + Q&A online 27.3.2025 (15 h), group work and independent work ca 120 hours. Attendance on both contact days is important/obligatory. However, if the student is absent, there is a compensatory assignment (no feedback is given).
Further information
sirpa.hanti@turkuamk.fi